Chapter 6

Front 1

Consumer buyer behavior:

Back 1

The buying behavior of final consumers-individuals and households that buy goods for personal consumption.

Front 2

Consumer market:

Back 2

All the individuals and households that buy or acquire good and services for personal consumption.

Front 3

Culture:

Back 3

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Front 4

Subculture:

Back 4

A group of people with shared value systems based on common life experiences and situations.

Front 5

Cross-cultural marketing:

Back 5

Including ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing to consumer similarities across subcultures rather than differences.

Front 6

Social class:

Back 6

Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.

Front 7

Group:

Back 7

Two or more people who interact to accomplish individual or mutual goals.

Front 8

Word-of-mouth influence:

Back 8

The impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior.

Front 9

Opinion leader:

Back 9

A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.

Front 10

Online socail networks:

Back 10

Online social communities-blogs, social networking websites, and other online communities- where people socialize and exchange information and opinions.

Front 11

Family:

Back 11

Is the most important consumer buying organization in society. Marketers are interested in the roles and influence of the husband, wife, and children on the purchase of different products and services.

Front 12

Economic Situation:

Back 12

Will affect his or her store and product choices. Marketers watch trends of personal income, savings, and interest rates.

Front 13

Occupation:

Back 13

Affects the goods and services bought. Blue-collar workers tend to buy more rugged work clothes, whereas executives buy more business suits.

Front 14

Age and life cycle stage:

Back 14

Tastes in food, clothes, furniture, and recreation are often related to this. Buying is also affected by the stage of the family life cycle.

Front 15

Lifestyle:

Back 15

A persons pattern of living as expressed in his or her activities, interests, and opinions.

Front 16

Personality:

Back 16

The unique psychological characteristics that distinguish a person or group.

Front 17

Motive (drive):

Back 17

A need that is sufficiently pressing to direct the person to seek satisfaction of the need.

Front 18

Perception:

Back 18

The process by which people select, organize, and interpret information to form a meaningful picture of the world.

Front 19

Learning:

Back 19

Changes in an individual's behavior arising from experience.

Front 20

Belief:

Back 20

A descriptive thought that a person holds about something.

Front 21

Attitude:

Back 21

A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.

Front 22

Cognitive dissonance:

Back 22

Buyer discomfort caused by post purchase conflict.

Front 23

New product:

Back 23

A good, service, or idea this is perceived by some potential customers as new.

Front 24

Adoption process:

Back 24

The mental process through which an individual passes from first hearing about an innovation to final adoption.

Front 25

Business buyer behavior:

Back 25

The buying behavior of organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others.

Front 26

Business buying process:

Back 26

The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands.

Front 27

Derived demand:

Back 27

Businesses demand that ultimately comes from the demand for consumer goods.

Front 28

Supplier development:

Back 28

Systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others.

Front 29

Straight re-buy:

Back 29

A business buying situation in which the buyer routinely reorders something without any modifications.

Front 30

Modified re-buy:

Back 30

A business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers.

Front 31

New task:

Back 31

A business buying situation in which the buyer purchases a product or service for the first time.

Front 32

Systems selling (or solutions selling):

Back 32

Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.

Front 33

Buying center:

Back 33

All the individuals and units that play a role in the purchase decision-making process.

Front 34

Product value analysis:

Back 34

Carefully analyzing a product's or service's components to determine whether they can be redesigned and made more effectively and efficiently to provide greater value.

Front 35

E-procurement:

Back 35

Purchasing through electronic connections between buyers and sellers-usually online.