Exam 7: Organizational Buyer Behavior of Group Market

________ 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.

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

Incentive travel, a unique subset of corporate group business, is a reward participants receive for ________.

SMERF stands for:

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

The total demand for many business products that is not affected much by price changes is called:

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

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

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

________ is a command performance for employees of a company.

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

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:

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

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?

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

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

Users, Influencers, Approvers, Buyers, Gatekeepers are participants in the:

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

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.

Conventions are a specialty market requiring few meeting facilities.