1. Factors such as a firm's objectives, procedures, and systems are examples of ________ influences on teh business buyer behavior.

A) Political

B) Interpersonal

C) Technological

D) Organizational

E) Cultural

2. At Price & Wallace Inc. a pharmacuticals company, members of the sales force and marketing department tend to have disagreements when things go wrong with a customer. The marketers blame the salespeople for poorly executing their strategies, while the salespeople blame the marketers for being out of touch with customers. Which of the following steps should be the higher management at Price & Wallace take to help bring the sales and marketing functions closer together?

A) establish a customer sales force structure and make sure the sales quotas are easily acheivable.

B) establish a complex sales force structure

C) emphasize traditional methods of selling

D) adopt a sales force automation system and implement team selling

E) appoint a high level marketing executive to oversee both marketing sales

3. Kodak's film business didn't lose out to direct compeitor Fujifilm, it lost out to Sony, Canon and other digital camera makers, along with a host of digital image developers and online image sharing services. This is an example of ________?

A) a blue ocean strategy

B) competitor backlinking

C) self-competition

D) competitor myopia

E) marketing myopia

4. Which of the following characterizes U.S. companies in the past?

A) They paid significant attention to international trade.

B) Their biggest markets were in other countries.

C) The home market was much safer than the foreign market.

D) They disregarded political and legal risks overseas.

E) They adapted products to foreign customer needs.