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31 Cards in this Set
- Front
- Back
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Consumer buyer behavior |
the buying behavior of final consumers - individuals, and households that buy goods and services for personal consumption |
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consumer market |
all the individuals and household that buy or acquire goods and services for personal consumption |
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culture |
the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions |
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subculture |
a group of people with shared value systems based on common life experiences and situations |
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cross-cultural market |
including ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing to consumer similarities across subcultures and rather than differences |
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social class |
relatively permanent and ordered divisions in a society whose members share similar values, interests and behaviors |
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group |
two or more people who interact to accomplish individual or mutual goals
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word-of-mouth influence |
the impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior |
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opinion leader |
a person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others |
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online social networks |
online social communities - blogs, social networking sites, and other online communities - where people socialize or exchange information and opinions |
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lifestyle |
a person' pattern of living as expressed in his or her activities, interests, and opinions |
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personality |
the unique psychological characteristics that distinguish a person or group |
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motive |
a need that is sufficiently pressing to direct the person to seek satisfaction of the need |
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perception |
the process by which people select, organize, and interpret information to form a meaningful picture of the world |
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learning |
changes in an individual's behavior arising from experience |
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belief |
a descriptive thought that a person holds about something |
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attitude |
a person's consistently favorable or unfavorable evaluations, feelings and tendencies toward an object or idea |
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cognitive dissonance |
buyer discomfort caused by post-purchase conflict |
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new product |
a good, service or idea that is perceived by some potential costumers as new |
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adoption process |
the mental process through which an individual passes from first hearing about an innovation to final adoption |
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business buyer behavior |
buying behavior of organizations that buy goods and services for use in the productoin of other products and services that are sold, rented, or supplied to others |
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business buying process |
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 |
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derived demand |
business demand that ultimately comes from (derives from) the deamand for consumer goods |
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supplier development |
systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for us in making products or reselling them to others |
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straight rebuy |
business buying situation in which the buyer routinely reorders something without any modifications |
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modified rebuy |
a business buying situation in which the buyer wants to modify product specifications, prices, terms or suppliers |
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new task |
a business buying situation in which the buyer purchases a product or service for the first time |
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systems selling (or solutions selling) |
buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation |
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buying center |
all the individuals and units that play a role in the purchase decision-making process |
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productive value analysis |
carefully analyzing a product's or service's components to determine if they can be redesigned and made more effectively and efficiently to provide greater value |
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e-procurement |
purchasing through electronic connections between buyers and sellers-usually online |
