QuestionMultiple Choice Questions (Enter your answers on th

Multiple Choice Questions (Enter your answers on the enclosed answer sheet)
1) Paws ‘n Tails is an online pet shop that wants to influence what customers buy and build effective customer relationships and loyalty. What is the key to influencing behavior and building these relationships?
a. Understanding consumer online behavior and then influencing it through advertising and
promotions
b. Understanding competitors’ pricing strategy and then undercutting it
c. Identifying the wants and needs of major customer segments
d. Suggesting as many products as possible to online shoppers as soon as they visit the EC
site
2) A(n) _____________ is someone whose advice or view carries some weight in making a final purchasing decision.
a. initiator
b. influencer
c. decider
d. buyer
3) The use of cookies ______________.
a. is one of the most controversial issues in EC
b. has not helped Internet marketers target their ads
c. is a widely used method for mass marketing
d. is being replaced by adware and spyware programs
4) Once a company knows a consumer’s preferences, the company can predict, without asking the consumer directly, what other products or services that consumer might enjoy through ______________.
a. active web bugs
b. spyware
c. collaborative filtering
d. personalization
5) Which of the following is not a specific method for collecting online data?
a. Phone surveys to learn if there are too many products for the customer to look through
b. E-mail communication with individual customers
c. Moderated focus groups conducted in chat rooms
d. Tracking customers’ movements on the Web
6) Two key factors limiting the use of personalization to more precisely target marketing efforts to individual customers are _____________.
a. matching profiles with product offerings and delivering those offerings
b. communication costs and filtering costs
c. privacy and trust issues
d. lack of customer loyalty and service customization costs
7) Which of the following statements about Web mining is false?
a. Web mining refers to the use of data mining techniques for discovering and extracting information from Web documents.
b. Web mining explores both Web content and Web usage.
c. Web mining uses customer data to infer or predict customer interest in other products or services.
d. Usage analysis is derived from clickstream data.
8) ____________ is an advertising network that a B2B company can use as part of its advertising strategy to reach new customers.
a. Amazon.com
b. BBB Online
c. DoubleClick
d. WebMonkey
9) The popularity of Apple’s iPhone and Application Store has made _____________ important to advertisers, who see social networking widgets, restaurant locators, mobile games, and other applications as prime targets.
a. stickiness
b. direct marketing
c. mobile advertising
d. banner ads
10) Banner advertising on Websites helps trigger a realization that there is a gap between reality and a desired state, which occurs in the _____________ stage of the EC purchase decision-making process.
a. need identification or recognition
b. information search
c. evaluation
d. product or merchant brokering
11) As the volume of customers, products, vendors, and information increases, it becomes uneconomical or impossible for customers to consider all relevant information and available products/services. The practical solution to handling such information overload is______________.
a. to use permission marketing
b. to use software or intelligent agents
c. to increase the use of ad agencies
d. to design Websites with minimal content
12) Portsmouth Hospitals NHS Trust, which provided health-care services for almost 1 million people in the United Kingdom, cut back-office purchasing costs by ______________.
a. using online reverse auctions to purchase from suppliers at the the lowest mutually acceptable purchase price
b. implementing online catalogs
c. buying via its intranet
d. using collaborative commerce
13) B2B transactions that involve communication, design, planning, information sharing, and activities beyond financial transactions among business partners is referred to as _______________.
a. exchanges
b. collaborative commerce
c. trading communities
d. public marketplaces
14) The ________ consists of a number of interrelated subprocesses that extend from the acquisition of materials from suppliers to packaging it and moving it to distributors and retailers.
a. horizontal marketplace
b. vertical market
c. supply chain
d. production chain
15) Which of the following is not one of the major benefits of B2B for both buyers and sellers?
a. Expedites processing and reduces cycle time
b. Reduces procurement costs
c. Enables customized online catalogs with different prices for different customers
d. Increases opportunities for collaboration
16) All are benefits of B2B except:
a. creates new sales or purchase opportunities.
b. eliminates paper and reduces administrative costs.
c. increases channel conflict.
d. lowers search costs and time for buyers to find products and vendors.
17) EC companies will usually separate their B2C orders from their B2B orders because B2C and B2B orders have different _____________.
a. buying and delivery processes.
b. accounting and financial processes.
c. marketing processes.
d. order-fulfillment processes and pricing.
18) A company’s acquisition Website that uses e-procurement methods such as reverse auctions, negotiations, or group purchasing to overcome

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