Business to Business Marketing Nptel Week 2 Answers
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Table of Contents
Business to Business Marketing Nptel Week 2 Answers (July-Dec 2025)
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Question 1. In the context of Value Chain Analysis, what distinguishes a core competence from a support activity?
a) Core competence is a secondary function while support activities are essential for operations
b) Core competence is company-specific, whereas support activities are standardized
c) Core competence provides competitive differentiation; support activities enable it
d) Support activities generate higher profit margins than core competencies
Question 2. A healthcare technology firm is considering whether to outsource its bookkeeping and payroll processing functions. These functions are not critical to the firm’s long-term strategic goals or competitiveness. According to the PricewaterhouseCoopers’ Model, what should the firm do?
a) Not Outsourced
b) In-House if Possible
c) Outsource
d) Grey Area
Question 3. According to the Sheth Model, what is a likely result of perceptual distortion in B2B buying decisions?
a) Unbiased interpretation of marketing stimuli
b) Reduced reliance on internal sources of information
c) Reconciliation of incoming information with pre-existing beliefs
d) Increased tendency to adopt new products quickly
Question 4. In organizational buying, which situation is most likely to involve an autonomous decision-making process rather than a joint decision?
a) Emergency procurement of critical machinery
b) Strategic sourcing of a new ERP system
c) Cross-departmental selection of a long-term supplier
d) Launching a new product that requires regulatory compliance
These are Business to Business Marketing Nptel Week 2 Answers
Question 5. In the Webster and Wind model, which of the following variables would most directly explain a purchase influenced by a CEO’s personal preference?
a) Organizational variable
b) Individual variable
c) Environmental variable
d) Group forces variable
Question 6. Which member of the buying center is primarily responsible for determining the problem and triggering the buying process?
a) Buyer
b) Gatekeeper
c) Initiator
d) User
These are Business to Business Marketing Nptel Week 2 Answers
Question 7. A company changes its printer supplier due to dissatisfaction with post-sale service, even though the product was cheap and met quality standards. This decision is best explained by which component of the Sheth Model?
a) Active search
b) Perceptual distortion
c) Satisfaction with past purchases
d) Background of the individual
Question 8. What is the primary characteristic of a “modified rebuy” situation in the Buygrid framework?
a) Purchase is made for the first time
b) The product is complex and customized
c) Routine purchase is made from the same vendor
d) A known product is repurchased with changes in terms or specifications
These are Business to Business Marketing Nptel Week 2 Answers
Question 9. In LMN Pharmaceuticals, the finance team advocates for Supplier B because of lower costs, while the marketing team leans toward Supplier A for its strong brand image. Though both teams agree on the company’s purchase goals, they continue to push their own preferences. According to Sheth’s Model of Industrial Buying, which conflict resolution strategy best fits this situation?
a) Bargaining
b) Problem Solving
c) Persuasion
d) Politicking
Question 10. In the Sheth Model, which department is most concerned with engineering pretesting and quality standardization of products?
a) Manufacturing
b) Purchasing
c) Quality Control
d) Sales
These are Business to Business Marketing Nptel Week 2 Answers
