Saylor URL: http://www.saylor.org/books Saylor.org
REVIEW QUESTIONS
- Name some of the types of ethical dilemmas facing firms in B2B markets.
- Why is it difficult for employees and firms to know what’s considered to be ethical behavior and what is
not?
[1] Richard Waters and Nikki Tait, “Intel Settles Antitrust AMD Case for $1.2 Billion,” Financial Times, November 13,
2009, http://www.ft.com/cms/s/0/789729c2-cff4-11de-a36d-00144feabdc0.html (accessed December 13, 2009).
[2] Dexter Roberts, Pete Engardio, Aaron Bernstein, Stanley Holmes, and Xiang Ji, “How to Make Factories Play
Fair,” BusinessWeek, November 27,
2006,http://www.businessweek.com/magazine/content/06_48/b4011006.htm (accessed December 13, 2009).
[3] Mark Arzoumanian, “Wal-Mart Updates Scorecard Status,” Official Board Markets 84, no. 46 (November 15,
2008): 1, 4.
4.7 Discussion Questions and Activities
DISCUSSION QUESTIONS
- Assume your company makes shop towels, hand-washing stations, and similar products. Make a list of all
the companies that could be potential customers of your firm. Then identify all the markets from which
their demand is derived. (Who are their customers and their customers’ customers?) What factors might
influence the success or failure of your business in these markets? - How might a buying center be different for a company that is considering building a new plant versus
choosing a new copier?