Marketing An Intro Ch 5

Front 1

Consumer Buyer Behaviour

Back 1

The buying behavior of final consumers--individuals and households who buy goods and services for personal consumption

Front 2

Consumer market

Back 2

All the individuals and households who buy or acquire goods and services for personal consumption.

Front 3

Culture

Back 3

The set of basic values, perceptions, wants, and behaviours learned by a memeber 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

Social Class

Back 5

Relatively permanent and ordered divisions in a society whose members share simialr values, interests and behaviours.

Front 6

Group

Back 6

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

Front 7

Opinion Leader

Back 7

Person within a reference group who because of special skills, knowledge, personality, or other characsteristics exerts influence on others.

Front 8

Online Social Networks

Back 8

Online social communities--blogs, social networking web sites or even virutual worlds--where people socialize or exchange information and opinions.

Front 9

Lifestyle

Back 9

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

Front 10

Personality

Back 10

The unique psychological characstericstics that lead to relatively consistent and lasting responses to ones environment.

Front 11

Motive (drive)

Back 11

A need that is sufficently pressing to direct the person to seek satistaction of the need.

Front 12

Perception

Back 12

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

Front 13

Freud's motivational theory

Back 13

People are unconscious about the psychological forces shaping their behaviour. Buying decisions are affected by subconscious motives that the buyer may not fully understand.

Front 14

Maslow's motivational theory

Back 14

People are driven by needs at particular times. Human needs are arranged in a hierarchy with the most pressing on the bottom. Physiology satisfied first (hunger thirst), safety, social, esteem, and self actualization.

Front 15

Buyer Decision Process

Back 15

Need recognition, information search, evaluation, purchase decision, and postpurchase behaviour

Front 16

Cognitive Dissonance

Back 16

Buyer discomfort caused by postpurchase conflict.

Front 17

Adoption process

Back 17

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

Front 18

B-to-B versus Consumer Markets

Back 18

Main difference is market structure and demand, the nature of the buying unit, and the decision process.

Front 19

Derived Demand

Back 19

Business demand that ultimately comes from (derives from) the demand for consumer goods.

Front 20

Straight rebuy

Back 20

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

Front 21

Modified rebuy

Back 21

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

Front 22

New task

Back 22

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

Front 23

Systems Selling

Back 23

Selling a complete solution to a problem, helping buyers to avoid all the separate decisions involved in a complex buying situation.

Front 24

Buying Center

Back 24

All the individuals and units that particpate in the business buying decision process.

Front 25

Value Analysis

Back 25

An approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production.