Deck 7: Organizational Buyer Behavior of Group Market

Question 1

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

Answer 1

C

Question 2

SMERF stands for:

A) Social, medical, educational, religious, and fraternal organizations
B) Social, medical, educational, racial, and fraternal organizations
C) Social, military, educational, racial, and fraternal organizations
D) Social, military, educational, religious, and fraternal organizations

Answer 2

D

Question 3

Which of the following is NOT a part of the SMERF market?

A) Military
B) Social
C) Religious
D) Economic

Answer 3

D

Question 4

Which of the following provides the highest opportunity for upsell?

A) Conventions
B) Conferences
C) Seminars
D) Meetings

Question 5

________ are rewards participants receive for achieving a goal.

A) Annual conventions
B) Corporate meetings
C) Trade association meetings
D) Incentive meetings

Question 6

Which of the following is NOT an influence on organizational buying?

A) Individual factors
B) Interpersonal factors
C) Organizational factors
D) Technological factors

Question 7

Which of the following provides a strong to definite repeat sales opportunity?

A) Conventions
B) Conferences
C) Seminars
D) Meetings

Question 8

Those individuals that have the power to prevent sellers from reaching the buying center are called:

A) Influencers
B) Deciders
C) Gatekeepers
D) Approvers

Question 9

The first step in the buygrid framework is that of:

A) Supplier search
B) Problem recognition
C) Product specification
D) General need description

Question 10

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

Question 11

The LEED Green Building Rating System provides design guidelines for environmentally friendly buildings. LEED stands for:

A) Leadership in Energy and Environmental Design
B) Learning in Energy and Environmental Design
C) Leadership in Evaluating Environmental Design
D) Learning in Evaluating Environmental Design

Question 12

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

Question 13

There are almost ________ conventions held each year in the United States.

A) 14,000
B) 15,000
C) 16,000
D) 25,000

Question 14

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

Question 15

Over ________ percent of all associations hold meetings.

A) 60
B) 70
C) 80
D) 90

Question 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

Question 17

A nongroup form of organizational business is the:

A) Corporate traveler
B) Trade show attendee
C) Incentive market
D) Package tour

Question 18

________ 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

Question 19

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) Winning a lottery or sweepstakes

Question 20

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

Question 21

One of the most important aspects in creating a successful function is a pre-function meeting between the hotel staff and meeting planner.

Question 22

In most associations the elected president is in charge of arranging association meetings.

Question 23

Deciders are those individuals that will actually use the product being purchased.

Question 24

One feature of attendance at a corporate meeting is having a long lead time in planning a corporate meeting.

Question 25

Provide a brief explanation of the major influences on business buyers.

Question 26

What are the typical roles played by the various participants in the organizational buying process?

Question 27

Conventions are a specialty market requiring few meeting facilities.

Question 28

________ is a command performance for employees of a company.

A) A Convention
B) A Meeting
C) A Corporate meeting
D) Incentive travel

Question 29

A convention can be a major source of revenue for the sponsoring organization.

Question 30

The Convention Industry Council (CIC) is made up of thirty member organizations that represent both buyers and suppliers to the meetings industry. They recently developed the APEX system, which stands for:

A) Accepted Practices Exchange
B) Automated Purveyor Exchange
C) Automated Purchasing Exchange
D) Accepted Purchase Exchange

Question 31

Demand for consumer goods is derived from demand for business goods.

Question 32

Culture and customs are types of forces that are seen as major influences on business buying behavior.

Question 33

Describe the eight steps in the business buying process.

Question 34

In current business buying there is a trend toward single sourcing, or using one supplier.

Question 35

Compared with consumer purchases, a business purchase usually involves more buyers and more professional effort.

Question 36

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

Question 37

Will a school system pension fund with investments across all continents be considered as a SMERF group?

A) Yes, most definitely
B) Maybe
C) No
D) Yes, only if it is a north-American enterprise

Question 38

What does a company whose product's demand is derived face in the market?

Question 39

There are four main categories of group business. Briefly describe each.

Question 40

In an Organizational Buying process, ________ select product requirements and suppliers.

A) Buyers
B) Users
C) Deciders
D) Approvers