Marketing for Hospitality and Tourism 7th Edition Kotler Test Bank

Marketing for Hospitality and Tourism 7th Edition

Kotler Test Bank

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Marketing for Hospitality and Tourism, 7e (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
Answer: C

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
Answer: B

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

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

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
Answer: C

5) The first step in the buygrid framework is that of:

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

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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
Answer: D

7) Over ________ percent of all associations hold meetings.

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

8) ________ are rewards participants receive for achieving a goal.

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

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

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

10) A nongroup form of organizational business is the:

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

11) 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: C

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12) 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: D

13) There are almost ________ conventions held each year in the United States.
A) 14,000
B) 15,000
C) 16,000
D) 25,000
Answer: A

14) 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
Answer: C

15) 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
Answer: A

16) 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
Answer: A

17) Which of the following provides the highest opportunity for upsell?
A) Conventions
B) Conferences
C) Seminars
D) Meetings
Answer: D

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18) Which of the following provides a strong to definite repeat sales opportunity?
A) Conventions
B) Conferences
C) Seminars
D) Meetings
Answer: D

19) 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
Answer: D

20) ________ 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
Answer: D

21) 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
Answer: A

22) ________ is a command performance for employees of a company.

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

23) 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
Answer: C

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24) 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
Answer: A

25) In an Organizational Buying process, ________ select product requirements and suppliers.
A) Buyers
B) Users
C) Deciders
D) Approvers
Answer: C

26) Compared with consumer purchases, a business purchase usually involves more buyers and
more professional effort.
Answer: TRUE

27) Culture and customs are types of forces that are seen as major influences on business buying
behavior.
Answer: TRUE

28) In current business buying there is a trend toward single sourcing, or using one supplier.
Answer: TRUE

29) Deciders are those individuals that will actually use the product being purchased.
Answer: FALSE

30) A convention can be a major source of revenue for the sponsoring organization.
Answer: TRUE

31) Conventions are a specialty market requiring few meeting facilities.

Answer: FALSE

32) In most associations the elected president is in charge of arranging association meetings.
Answer: FALSE

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

34) Demand for consumer goods is derived from demand for business goods.
Answer: FALSE

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Marketing for Hospitality and Tourism 7th Edition Kotler Test Bank

35) One feature of attendance at a corporate meeting is having a long lead time in planning a
corporate meeting.
Answer: FALSE

36) What are the typical roles played by the various participants in the organizational buying
process?
Answer: Answers will vary.

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

Answer: Answers will vary.

38) Describe the eight steps in the business buying process.

Answer: Answers will vary.

39) There are four main categories of group business. Briefly describe each.
Answer: Answers will vary.

40) What does a company whose product's demand is derived face in the market?
Answer: Answers will vary.

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