Term
| Organizational demand is ________ demand: it comes ultimately from the demand for consumer goods and services |
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| through good __________ ____________, marketers can identify emerging industries, companies, and associations. |
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| Hotel managers need to understand the financial health of the __________ and ___________ that they serve. If clients fall on hard times, managers need to look for replacements for their lost business |
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Definition
| corporations, associations |
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Term
| Compared with consumer purchases, a business purchase usually involves more ______ and a more _______ purchasing effort |
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| Professional meeting planners receive training in ________ skills. Hotels must have well-trained salespeople to deal with well-trained buyers |
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| ___________ buyers usually face more complex buying decisions than __________ buyers, because their purchases involve large sums of money, complex technical features, and economic considerations. |
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| In the organizational buying process, buyer and seller are often very ____________ of each other. In other words, sales is a consultative process. |
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| The decision-making unit of a buying organization, sometimes called the _____ _______, is defines as "all those individuals and groups who participate in the purchase decision-making process, who share common ______ and _____ arising from decisions" |
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Definition
| buying center, goals, risks |
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| The buying proposal is initiated by ______ who help define product specifications |
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| __________ have a direct influence on the buying decision but do not make the final decision themselves. Examples of these members include past presidents or spouses to executives. |
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| A company's sales manager selects a hotel and negotiates the arrangements. Therefore, the sales manager is a ________. |
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| Although a sales manager may select and negotiate the arrangements in the buying process, they must seek the formal permission of the __________. |
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| Gatekeepers have the power to prevent _______ or _______ from reaching members of the buying center. A secretary is an easy example of a gatekeeper. |
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| Large sellers use ________, ________ selling to reach as many buying participants as possible. Their salespeople virtually "live" with their high-colume customers. |
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Term
| Some vendors believe that the most important influences are _______. They see buyers as favoring the supplier who offers the lowest price, best product, or most service. This view suggests that hospitality marketers should concentrate on _______ and ______ variables. |
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| In reality, organizational buyers commonly respond to both economic and __________ factors. They may respond to favors, attention, and risk avoidance. |
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| Organizational buyers are heavily influences by the current and expected economic market. Factors such as the level of ________ demand, the economic _________ and the cost are important. |
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Definition
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| The hospitality marketer has to be familiar with the organization's specific _________, _________, and ________ when contemplating buying decision. |
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Definition
| objectives, policies, structure |
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| Hospitality marketers are unlikely to know the group dynamics that take place during the buying decision process, but must learn the _________ and ________ factors that shape the organizational environment. |
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Definition
| personalities, interpersonal |
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Term
| Buyers exhibit different buying styles, which is why marketers must know their customers and adapt their tactics to known ________, _________, interpersonal, and ________ factors. |
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Definition
| environmental, organizational, individual |
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Term
| The eight stages of the organizational buying process are defined as ____________ |
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Definition
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| The buying process begins when someone in the company recognizes a need that can be met by acquiring a good or service. __________ _________ can be a result of internal or external stimuli. |
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Definition
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| Determining the requirements of the product that would fulfil the problem is called formulating the ________ ________ _________ |
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Definition
| general need description. |
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Term
| When the buyer compares hotels via trade directories, a computer search, phoning properties directly, or visiting a site, we say they are conducting a ________ _________ |
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Definition
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| The final step in the buying process is actually completed postpurchase. ___________ ____________ of the product determines if the product met the buyer's specifications and if the buyer will purchase from the company again. |
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Definition
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Term
| The group business market is often more _________ and requires more ___________ information than the consumer market |
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Definition
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| Many group business markets will book more than a year in advance. During this time _________ __________ may develop so marketers must keep in contact with the buyer to assure that they made the right decision in choosing the seller's hotel. |
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Definition
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Term
| The four main categories of group business are ________, ________ meetings, _______ meetings, and _________ groups. |
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Definition
| conventions, association, corporate, SMERF |
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Term
| _________ attract large numbers but occur less frequently than _________. |
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Definition
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| The ________ _________ Exchange brings a set of standards and best practices to all parties involved in the creation and implementation of a meeting. |
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Definition
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| Conventions are a specialty market requiring extensive meeting __________. _________ is the most popular month for conventions, followed by November, September, and April. |
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Definition
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| Many hotels contract with independent _________ companies since their premises are not large enough to store equipment and personnel. |
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Definition
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| Convention bureaus are ________ marketing organizations that help hotels sign conventions and meetings |
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Definition
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| The most important attributes of a destination are for an association meeting planner are _______ of hotel facilities, ease of ___________, ___________ for the attendees, and __________ costs. |
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Definition
| availability, transportation, distance, transportation |
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Term
| The corporation's major concern is that their meetings be productive and accomplish the company's objectives: to ______ their employees and _______ enthusiasm |
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Definition
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Term
| corporate _______ must be integrated into the meeting planning to ensure that the right mix of benefits is delivered to the client. |
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Definition
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| _________ _________ rewards participants for achieving a goal usually for both individual and team performance. For instance, employees of the best performing region might be recognized and win a trip to a lavish international destination |
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Definition
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Term
| Destination packages are moving away from in-house planners to _______ ________ since they specialize in purchasing ________ of airline seats and hotel rooms and can put together packages more efficiently than in-house planners. |
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Definition
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Term
| SMERF stands for _________, __________, ________, _________, and ___________ organizations. These are smaller specialty organizations that are price sensitive. |
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Definition
| social, military, educational, religious, fraternal |
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Term
| SMERF's provide good ______ business during off-peak times because groups prefer weekend and off-season bookings. |
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| Many _________ are adding private rooms and hiring salespeople to gain their share of the meetings market |
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Definition
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| Taking a _________ approach is more effective than negotiating items separately. By disclosing the budget first, the chef and planners can develop alternatives within a specific price range. |
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Definition
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| It is commonplace for hotels to give complimentary room-nights for every ________ room-nights that the group produces. |
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| Most meeting planners want their bill within one ______ of the event and _______ percent want it within two days |
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| One of the most important aspects creating a successful function is a _________ meeting between the hotel staff and the meeting planner to review event logistics. |
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| Because of the ________ the corporate rate qualification requirements have been dropped and are now given to any businessperson that requests it. |
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Definition
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| The basic corporate rate is about _______-_______% below the hotel's rack rate. It often includes other benefits besides a discounted rate. |
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Definition
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Term
| Although the corporate contract is a discounted rate, it is _________ than the group rate. |
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Definition
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| In addition to developing hotel contracts, ______ managers set _____ _____ rates that specify the amount a company traveler can spend on food and beverage. |
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Definition
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| Some corporations use in-house travel agencies, also known as _______, which also represent other corporations, providing the advantage of ________ _________. |
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Definition
| in-plants, negotiating leverage. |
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Term
| Hotels compensate in-house travel agencies by straight _________, monthly _____, or a combination of commissions and fees |
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Definition
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