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Question 1

ALLOCENTRIC

Answer 1

• seeks new experiences and adventure

• outgoing and self-confident in behavior.

• prefers to fly, explore exotic areas

• enjoy meeting people from foreign/different cultures.

Question 2

PSYCHOCENTRIC

Answer 2

• self-inhibiting, nervous, and non-adventurous
- refuse to travel by air for psychological reasons rather than financial

Question 3

MIDCENTRIC

Answer 3

isn’t exceptionally adventurous but still open to new experiences.
- preferred destinations for this traveler are cultural, historical, and even ecological.

Question 4

Typologies of Tourists as a Consumers

Answer 4

1. allocentric
2. psychocentric
3. midcentric

Question 5

4 PHASES

Answer 5

PHASE 1
Bubble travelers do not have much money, knowledge.
- prefer packaged tours.
- observe different cultures without being part of it.
- travel mostly out of curiosity.

PHASE 2
Idealized experience seekers confident tourists with foreign tours.
- flexible and comfortable.
- prefer tour offers made for individuals.

PHASE 3
Seasoned Travelers more affluent tourists than the idealized-experience seekers.
- confident to experiment and experience different places and environments.

PHASE 4
Complete immersers tourists immersing completely into the foreign culture, heritage, culinary experience, and language.
- Their holidaying is well-planned but not well-structured.

Question 6

FACTORS AFFECTING
CONSUMER BEHAVIOR

Answer 6

• consumer behavior affects how guests choose hotels, restaurants, and entertainment.
• Consumer tourists stems from field of human psychology. It is satisfaction-forming factor.

Question 7

factors of MOTIVATION can be categorized into two types:

Answer 7

1. INTRINSIC MOTIVATION
   • Internal factors arouse, direct,
   - integrate person’s behavior and influence his decisions for travelling.
   • guaranteeing one’s capabilities on different emotional fronts.
2. EXTRINSIC MOTIVATION
   • external motives that influence tourists and pull them towards certain motivation and subsequent decision.
   • gets motivated by external factors such as money
   - need to feel knowledgeable on scale of expenditure and performance.

Question 8

Attitudes
of Consumer

Answer 8

person’s relatively consistent evaluations, feelings and tendencies towards an object.
- knowledge of a person, place, object and his positive or negative feelings about the same.

Question 9

Consumer’s
Perception

Answer 9

Customers can form different perceptions on
the same object due tofollowing perceptual processes:

1. Selective Attention - screening out stimuli that person possibly attend to.
   - role of marketers is trying harder to attract consumer’s attention.
2. Selective distortion - twist information based on their personal meanings and prejudice.
3. Selective retention - supports own beliefs.
   - Only good points remembered among competing products.

Question 10

Values or Beliefs

Answer 10

belief is consumer holds about something.

• consumer believes or values a specific mode of conduct which is satisfactory personally or socially.
• tourist may believe that H2O Hotel has the best facilities because it is
down under the water and price is reasonable because of such rare experience.

Question 11

PERSONALITY OF THE CONSUMER

Answer 11

1. AGE AND LIFECYCLE STAGE
   Preferences for leisure activities, travel places, food and entertainment are age-related.

2.OCCUPATION
goods and services affected by their nature of occupation.
- Executives usually dine in full service restaurant while rank and file employees bring their pack lunch or buy lunch from a nearby fastfood restaurant.

3. ECONOMIC SITUATION
   affected by individual’s economic situation.
   - During recession consumers cut back on meals, entertainment and vacation. Personal income, savings and interest rate need to be studied by marketers.
4. Lifestyle
   pattern of living as displayed in his activities, interests and opinions or the
   “total person” interacting with his environment.
5. SELF-CONCEPT
   one’s mental self-picture. If a consumer sees himself as outgoing and active, he will likely to purchase a cruise vacation.

Question 12

SOCIAL FACTORS

Answer 12

1. SOCIAL CLASS
   prefer different places, events

Social class is person occupies in society and could be determined by income, wealth,

2. FAMILY
   structure and income of family matter when it comes to buyer behavior.
3. INTERNET AND SOCIAL MEDIA
   instant access to reviews and opinions about travel spots and accommodations around the world, as well as airlines, car rental agencies and other related travel companies.

Question 13

Tourism destinations such as

Answer 13

infrastructure, amenities, influence tourist behavior.

Question 14

The buyer decision process, as identified by Kollat, Blackwell, and Engel in 1968, involves

Answer 14

recognizing a need and initiate problem recognition.

Question 15

Information involves

Answer 15

customers consulting

Question 16

buyer’s decision is influenced by

Answer 16

destination’s , accessibility, amenities, and significance.

Question 17

place of origin

Answer 17

grooming of the tourist

Question 18

1. personal sources

Answer 18

are the family, friends, neighbors
and acquaintances.

Question 19

2. commercial sources

Answer 19

advertising, salespeople, dealers,

Question 20

3. Public Sources

Answer 20

restaurant reviews and editorials in magazines

Question 21

4. Internet composer

Answer 21

view company’s website, blogs, reviews, comments

Question 22

1. PRE-PURCHASE EVALUATION

Answer 22

using objective and subjective criteria, such as price and location,

• consider consumer’s experience before developing beliefs about the brand’s standing

Question 23

2. PURCHASE

Answer 23

aligns with criteria, family disagreements or personal financial changes.

• experience can positive or negative after purchase.

Question 24

3. POST-PURCHASE

Answer 24

After use, customer evaluates the purchase, expectations.
- dissatisfied (expectations not met) or impressed (expectations exceeded).

• tourism and hospitality providers to “under promise” and “over deliver” to bring satisfaction to customers.

Question 25

4. CONSUMER PROBLEM-SOLVING PROCESSES

Answer 25

Howard and Sheth identified **3 levels of commitment in consumer buying:** **habitual problem-solving, repeat buying, and re-evaluating.** **Habitual problem-solving** tourists positive experience with For example, a tourist staying in the same hotel every time they visit the Philippines may have a repeat purchase.

Question 26

5. LIMITED-PROBLEM SOLVING

Answer 26

when purchasing tourism or hospitality offerings. For example, tourist may reserve the same hotel for a second visit to the Philippines.

Question 27

6. EXTENDED PROBLEM-SOLVING

Answer 27

without established criteria - detailed searches

Question 28

ORGANIZATIONAL BUYING PROCESS

Answer 28

1. Problem recognition new offering may require training for the salesforce, which the sales manager may schedule for a weekend meeting. Externally, hotel or destination sale representatives may offer a competitive corporate program for future bookings. 2. GENERAL NEED DESCRIPTION buyer determines the requirements of the offering, such as food and beverage, a function room, audio-visual equipment, coffee break, and sleeping rooms for salespeople during training meetings. They discuss prices, function rooms, sleeping rooms, food and beverage, and more. Hotel marketers may collaborate with the planning team for assistance during this phase. 3. PRODUCT SPECIFICATION discussing the overall requirements and specific needs, such as the training facility's capacity. Hotel marketers must be prepared to answer buyer questions about the hotel's capabilities to complete the specifications. 4. SUPPLIER SEARCH buyer looks for the most suitable hotels. The buyer may look into trade directories, search on the Internet, or call by phone those familiar hotels. He may conduct also an ocular inspection once it comes up on the short list of hotels. 5. PROPOSAL SOLICITATIONS requested to submit their proposals. Hotel marketers must be proficient in research, writing, and presenting proposals, possibly using video presentations to convince buyers of their hotels' capabilities and resources to beat the competition. 6. SUPPLIER SELECTION buyer evaluates hotels based on their facilities, service delivery, and staff professionalism. They may request a visual tour to narrow down the selection and may negotiate with preferred hotels for better prices and terms before making the final choice. 7. ORDER-ROUTINE SPECIFICATIONS The buyer submits the final order detailing the order-routine specifications, to which the hotel responds with a formal contract outlining the training date, rental spaces, minimum food guarantee, price, terms, and other relevant details. 8. PERFORMANCE REVIEW if the hotel meets specifications to ensure future business. Daily meetings between the buyer and hotel representative are essential to address any issues, ensuring the hotel provides excellent service. This is crucial for the buyer's post-purchase assessment, it helps them perceive the hotel's commitment to providing excellent service.

Question 29

PARTICIPANTS IN THE ORGANIZATIONAL BUYING PROCESS UIDABG

Answer 29

1. USER require a product or service for its smooth functioning, - use the product or service. 2. INFLUENCERS do not make the final decision to buy. - influencing 3. DECIDERS responsible of selecting product/ service requirements and supplies. - have authority to decide whether to buy 4. APPROVERS - approve the proposed actions. 5. BUYERS - select suppliers and arrange the termsof purchase. - given role of creating product specifications, vendors' selection and negotiating. 6. GATEKEEPERS - prevent sellers or information from reaching members of team in charge of buying. - event planner passes through secretary before going into the decision-making.

Question 30

2 types of Marketing

Answer 30

1. CORPORATE MEETINGS cover training, management - Small groups and incentive travel are gaining popularity in hotel businesses, Small hotels offer special packages, discounted by big hotels. - small meeting arrangements: simple for non-meeting planners, - Incentive travel: performance reward in the form of entertaining trips paid by employers. Aim of increasing sales. focused on fun 2. ASSOCIATION MEETINGS sponsor various kinds of meetings such as regional

Question 31

smerf

Answer 31

Describe the five small group meeting market: Social, military, education, regions, fraternal organization

Question 32

Behavior of business travelers

Answer 32

Evolve and improve using technology

Question 33

Youniverse

Answer 33

individual taste and preference are the only thing matters