Marketing for Hospitality and Tourism, 8e, Global Edition (Kotler)
Chapter 7 Organizational Buyer Behavior
1) Those individuals that have the power to prevent sellers from reaching the buying center are
called:
A) Influencers
B) Deciders
C) Gatekeepers
D) Approvers
2) Those that have the formal authority to select suppliers and arrange the terms of the purchase
are called:
A) Deciders
B) Buyers
C) Influencers
D) Gatekeepers
3) Which of the following is NOT an influence on organizational buying?
A) Individual factors
B) Interpersonal factors
C) Organizational factors
D) Technological factors
4) The total demand for many business products that is NOT affected much by price changes is
called:
A) Inelastic demand
B) Determined demand
C) Derived demand
D) Induced demand
5) The first step in the buygrid framework is that of:
A) Supplier search
B) Problem recognition
C) Product specification
D) General need description
6) When meeting planners review proposals for a convention site and start to evaluate such
features as sleeping rooms and meeting rooms, they are engaged in which stage of the buygrid
framework?
A) Performance review
B) Proposal solution
C) Order-routine specification
D) Supplier selection
7) ________ are rewards participants receive for achieving a goal.
A) Annual conventions
B) Corporate meetings
C) Trade association meetings
D) Incentive meetings
8) Which of the following is NOT a part of the SMERF market?
A) Military
B) Social
C) Religious
D) Economic
9) A nongroup form of organizational business is the:
A) Corporate traveler
B) Trade show attendee
C) Incentive market
D) Package tour
10) Which of the following is NOT a part of the organizational buying process?
A) Problem Recognition
B) Product Specification
C) Product Solicitation
D) Supplier Selection
11) Incentive travel, a unique subset of corporate group business, is a reward participants receive
for:
A) Winning a lottery
B) Attending a timeshare presentation
C) Achieving or exceeding a goal
D) Meeting loyalty standards
12) The LEED Green Building Rating System provides design guidelines for certain standards of
building. LEED stands for:
A) Leadership in Energy and Environmental Design
B) Learning in Evaluative and Educational Development
C) Loyalty in Economics and Efficiency Delivery
D) Layout in Equipment and Elegant Decor
13) Convention delegates stay an average of 3.6 days and spend an average of just over $1,500
per event. This market is ________ price sensitive.
A) Highly
B) Somewhat
C) Least
D) Occasionally
14) Which of the following provides the highest opportunity for upsell?
A) Conventions
B) Conferences
C) Seminars
D) Meetings
15) Which of the following provides a strong to definite repeat sales opportunity?
A) Conventions
B) Conferences
C) Seminars
D) Meetings
16) Organizational demand that ultimately comes from the demand for consumer goods is called:
A) Intrinsic demand
B) Extrinsic demand
C) Tertiary demand
D) Derived demand
17) ________ is the stage of an industrial buying process in which the buying organization
decides on and specifies the best technical product characteristics for a needed item.
A) Product selection
B) Product evaluation
C) Product solicitation
D) Product specification
18) Users, Influencers, Approvers, Buyers, Gatekeepers are participants in the:
A) Organizational buying process
B) Organizational convention process
C) Organizational decision-making process
D) Organizational chart
19) ________ is a command performance for employees of a company.
A) A Convention
B) A Meeting
C) A Corporate meeting
D) Incentive travel
20) In an Organizational Buying process, ________ select product requirements and suppliers.
A) Buyers
B) Users
C) Deciders
D) Approvers
21) Besides dividing group markets into convention, association, and SMERF, they can also be
broken into groups based on:
A) Buying power
B) Meeting purpose
C) Company value
D) Decision time
22) According to a study, all of the following are factors that reflect travel preferences among
U.S.-based employees eligible for incentive travel EXCEPT:
A) New destination
B) Short travel time
C) Sun and sand destinations
D) Luxury
23) The most important attributes of a destination for an association meeting planner are
availability of hotel and facilities, ease of transportation, and:
A) Climate
B) Distance for attendees
C) Recreation
D) Cultural activities
24) When negotiating with meeting planners, it is better to negotiated items separately, starting
with room rate.
25) Most group rates are noncommissionable.
26) Compared with consumer purchases, a business purchase usually involves more buyers and
more professional effort.
27) Culture and customs are types of forces that are seen as major influences on business buying
behavior.
28) In current business buying there is a trend toward single sourcing or using one supplier.
29) Deciders are those individuals that will actually use the product being purchased.
30) A convention can be a major source of revenue for the sponsoring organization.
31) Conventions are a specialty market requiring few meeting facilities.
32) In most associations the elected president is in charge of arranging association meetings.
33) One of the most important aspects in creating a successful function is a pre-function meeting
between the hotel staff and meeting planner.
34) Demand for consumer goods is derived from demand for business goods.
35) One feature of attendance at a corporate meeting is having a long lead time in planning a
corporate meeting.
36) What are the typical roles played by the various participants in the organizational buying
process?
37) Provide a brief explanation of the major influences on business buyers.
38) Describe the eight steps in the business buying process.
39) There are four main categories of group business. Briefly describe each.
40) What does a company whose product’s demand is derived face in the market?