Exam 7: Organizational Buyer Behavior of Group Market

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

A nongroup form of organizational business is the:

The first step in the buygrid framework is that of:

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

Those that have the formal authority to select suppliers and arrange the terms of the purchase are called:

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

Over ________ percent of all associations hold meetings.

Organizational demand that ultimately comes from the demand for consumer goods is called:

Which of the following is NOT a part of the organizational buying process?

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

Describe the eight steps in the business buying process.

Which of the following provides the highest opportunity for upsell?

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

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

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

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

________ are rewards participants receive for achieving a goal.

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

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

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