Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

A nongroup form of organizational business is the:

Accepted Answer

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

Question 3

The first step in the buygrid framework is that of:

Accepted Answer

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

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

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

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

Over ________ percent of all associations hold meetings.

Accepted Answer

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

Question 8

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

Accepted Answer

A)  Intrinsic demand 
B)  Extrinsic demand 
C)  Tertiary demand 
D)  Derived demand

Question 9

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

Accepted Answer

A)  Problem Recognition 
B)  Product Specification 
C)  Product Solicitation 
D)  Supplier Selection

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

Describe the eight steps in the business buying process.

Accepted Answer

The answer of Describe the eight steps in the business...

Question 12

Which of the following provides the highest opportunity for upsell?

Accepted Answer

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

Question 13

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

Accepted Answer

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

Question 14

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

Accepted Answer

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

Question 15

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

Accepted Answer

The answer of Provide a brief explanation of the major...

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

________ are rewards participants receive for achieving a goal.

Accepted Answer

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

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

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

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?