Marketing Test 3

Front 1

Consumer Buyer Behavior

Back 1

The buying behavior of final consumers- individuals and households that 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 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

Social Class

Back 5

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

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, or other characteristics exerts social influence on others. AKA the influentials or leading adopters.

Front 8

Online Social Networks

Back 8

Online social communities, blogs, social networking sites, where people socialize or exchange info/opinions

Front 9

Lifestyle

Back 9

a person's pattern of living as expressed in his or her activities, interests, and opinions

Front 10

Personality

Back 10

the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment.

Front 11

Brand personality

Back 11

the specific mix of human traits that may be attributed to a particular brand

Front 12

Motive(Drive)

Back 12

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

Front 13

Perception

Back 13

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

Front 14

Learning

Back 14

changes in an individual's behavior arising from experience

Front 15

Belief

Back 15

a descriptive thought that a person holds about something

Front 16

Attitude

Back 16

a persons consistently favorable or unfavorable evaluations, feelings, toward an object or idea

Front 17

Complex Buying Behavior

Back 17

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands

Front 18

Dissonance reducing buying behavior

Back 18

consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

Front 19

Habitual buying behavior

Back 19

consumer buying behavior in situations characterized by low-consumer involvement and few significantly perceived brand differences

Front 20

Variety-Seeking buying behavior

Back 20

consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Front 21

Need Recognition

Back 21

the first stage of the buyer decision process, in which the consumer recognizes a problem or need

Front 22

Information Search

Back 22

the stage of the buyer decision process in which the consumer is aroused to search for more information.

Front 23

Alternative evaluation

Back 23

the stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set

Front 24

Purchase Decision

Back 24

the buyers decision about which brand to purchase

Front 25

Postpurchase Behavior

Back 25

the stage of the buyer decision process in which the consumers take further action after purchase, based on their satisfaction or dissatisfaction.

Front 26

cognitive Dissonance

Back 26

buyer discomfort caused by postpurchase conflict

Front 27

new product

Back 27

a good/service/idea that is perceived by some potential customers as new

Front 28

adoption process

Back 28

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

Front 29

Selective Attention

Back 29

tendency for people to screen out most information we're exposed to

Front 30

Selective Distortion

Back 30

Tendency of people to interpret information in a way to support what they already believe

Front 31

Selective Retention

Back 31

Consumers are likely to remember good points made about a brand their favor, and to forget good points about another brand

Front 32

Cues

Back 32

Minor stimuli that determine when,where,and how the person responds

Front 33

Business buyer behavior

Back 33

the buying behavior of the organizations that buy goods and services for use in the production of other products and services or to resell or rent them to others at a profit

Front 34

Business Buying Process

Back 34

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

Front 35

Derived Demand

Back 35

business demand that ultimately comes from the demand for consumer goods

Front 36

Supplier Development

Back 36

systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products or reselling them to others

Front 37

Straight Rebuy

Back 37

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

Front 38

Modified Rebuy

Back 38

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

Front 39

New Task

Back 39

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

Front 40

Systems Selling

Back 40

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

Front 41

Users

Back 41

members of the buying organization who will actually use the purchased product or service

Front 42

buying center

Back 42

all the individuals and units that play a role in the purchase decision making process

Front 43

influencers

Back 43

people in an organizations buying center who affect the buying decision, they often help define specifications and also provide information for evaluating alternatives

Front 44

buyers

Back 44

the people in the organizations buying center who make an actual purchase

Front 45

deciders

Back 45

people in the organizations buying center who have formal or informal power to select or approve the final suppliers

Front 46

gatekeepers

Back 46

people in the organizations buying center who control the flow of information to others

Front 47

problem recognition

Back 47

the first stage of the business buying process in which someone in the company recognizes a problem or need that can be met by acquiring a good or service

Front 48

General Need Description

Back 48

the stage in the business buying process in which the company describes the general characteristics and quantity of a needed item

Front 49

product Specification

Back 49

the stage of the business buying process in which the buying organization decides on and specifies the best technical product characteristics for a needed item

Front 50

supplier search

Back 50

the stage of the business buying process in which the buyer tries to find the best vendors

Front 51

proposal solicitation

Back 51

the stage of the business buying process in which the buyer invites qualified suppliers to submit proposals

Front 52

supplier selection

Back 52

the stage of the business buying process in which the buyer reviews proposals and selects a supplier

Front 53

Order-Routine specification

Back 53

the stage of the business buying process in which the buyer writes the final order with the chosen supplier, listing the technical specifications, qty needed, expected time of delivery, etc

Front 54

Performance Review

Back 54

the stage of the business buying process in which the buyer assesses the performance of the supplier and decides to continue, modify, or drop the arrangement

Front 55

E-procurement

Back 55

purchasing through electronic connections between buyers and sellers- usually online

Front 56

Institutional Market

Back 56

schools, hospitals, nursing homes, prisons, and other institutions that provide goods/services to people in their care.

Front 57

government market

Back 57

government units- state, federal, and local, that purchase or rent goods and services for carrying out the main functions of gov't/

Front 58

Retailing

Back 58

All activities involves in selling goods or services directly to final consumers for their personal use

Front 59

Retailer

Back 59

A business whose sales come primarily from retailing

Front 60

Specialty Store

Back 60

a retail store that carries a narrow product line with a deep assortment within that line

Front 61

Department Store

Back 61

a retail organization that carries a wide variety of product lines- each line is operated as a separate department managed by specialist buyers or merchandisers.

Front 62

Supermarket

Back 62

a large, low cost , low margin high volume, self service store that carries a wide variety of grocery and household products

Front 63

Convenience Store

Back 63

a small store, located near a residential area, that is open long hours seven days a week and carries a limited line of high turnover convenience goods

Front 64

Superstore

Back 64

a store of much larger than a regular supermarket that offers a large assortment of routinely purchased food products, nonfood items, and services

Front 65

Category Killer

Back 65

a giant specialty store that carries a deep assortment of a particular line and is staffed by knowledgeable employees

Front 66

Service Retailer

Back 66

a retailer whose product line is actually a service, hotels, airlines, banks, etc

Front 67

Discount Store

Back 67

a retail operation that sells standard merchandise at lower prices by accepting lower margins and higher volume

Front 68

off-Price retailer

Back 68

a retailer that buys less-than-regular wholesale prices, and sells at less than retailer.

Front 69

independent off-price retailer

Back 69

an off-price retailer that is either independently owned, or a division of a larger retail corporation.

Front 70

Factory Outlet

Back 70

an off price retailing operation that is owned and operated by a manufacturer that normally carries surplus, discontinued, and irregular goods.

Front 71

warehouse club

Back 71

off price retailer that sells a limited selection of brand name grocery items , appliances, clothing, at deep discounts to members who pay membership fee.

Front 72

Chain Store

Back 72

two or more outlets that are commonly owned and controlled

Front 73

Franchise

Back 73

a contractural associated between a manufacturer, wholesaler, or service organization, and independent businesspeople who buy the right to own and operate a franchise.

Front 74

Shopping Center

Back 74

a group of retail businesses planned, developed, owned, and managed as a unit

Front 75

Wheel or Retailing Concept

Back 75

concept that states that new types of retailers offer low margin, low price, retailers, than evolve to higher priced, higher margin operations, like the ones they replaced when they first started

Front 76

Wholesaling

Back 76

all activities involved in selling goods and services to those buying for resale or business use

Front 77

Wholesaler

Back 77

a firm engaged in primarily in wholesaling activities

Front 78

Merchant Wholesaler

Back 78

an independently owned business that takes title to the merchandise it handles

Front 79

Broker

Back 79

a wholesale who does not take title to goods and whose function is to bring buyers and sellers together and assist negotiations

Front 80

Agent

Back 80

a wholesaler who represents buyers or sellers on a relatively permanent basis, performs only a few functions, and does not take title of goods

Front 81

Manufacturers sales branches and offices

Back 81

wholesaling by sellers or buyers themselves rather than through independent wholesalers

Front 82

Direct Marketing

Back 82

Connecting directly with carefully targeted individual consumers to both obtain an immediate response and cultivate long lasting relationships

Front 83

Customer Database

Back 83

an organized collection of comprehensive data about individual customers, including geographic, demographic, psychographic, and behavioral data.

Front 84

Direct-Mail Marketing

Back 84

direct marketing by sending an offer, announcement, reminder, or other item to a person at a particular physical or virtual address.

Front 85

Catalog Marketing

Back 85

Direct marketing through print, video, or digital catalogs that are mailed to select customers, made available in stores, or presented.

Front 86

telephone marketing

Back 86

using the telephone to sell directly to customers

Front 87

Direct Response television marketing

Back 87

direct marketing via television, including direct response television advertising and home shopping channels

Front 88

Online marketing

Back 88

company efforts to market products and services and build customer relationships over the internet

Front 89

Internet

Back 89

a vast public web of computer networks that connects users of all types all around the world to each other and to an amazingly large "information repository"

Front 90

click-only companies

Back 90

operate only online without any brick and mortar market presence.

Front 91

Click and Mortar Companies

Back 91

traditional brick and mortar companies that have added online marketing to their operations

Front 92

Business to Consumer Online Marketing

Back 92

business selling goods and services online to final consumers.

Front 93

Business to Business Online marketing

Back 93

B2B sites, to reach new biz. customers, serve current customers, and obtain buying efficiencies and better prices

Front 94

Consumer to Consumer Online Marketing

Back 94

Online exchanges of goods and information between final consumers

Front 95

Consumer to Business Online Marketing

Back 95

online exchanges in which consumers search out sellers, learn about their offers, and initiate purchases, sometimes even driving transaction terms.

Front 96

Corporate/Brand Site

Back 96

a website designed to build customer goodwill, collect customer feedback, and supplement other sales channels, rather than sell products directly.

Front 97

Marketing Website

Back 97

a website that engages consumers in interactions that will move them closer to a direct purchase or other marketing outcome

Front 98

Online Advertising

Back 98

advertising that appears while consumers are surfing the web, including display ads, search related ads, online classifieds, and other forms

Front 99

Viral Marketing

Back 99

websites, videos, emails, that are so infectious that customers will want to pass them along to friends

Front 100

Online Social Networks

Back 100

online social communities, blogs, social networking websites, or virtual worlds where people socialize and exchange information and opinions

Front 101

Corporate Chain Store

Back 101

two or more outlets that are commonly owned and controlled.

Front 102

Voluntary Chain

Back 102

Wholesaler sponsored group of independent retailers engaged in group buying and merchandising.

Front 103

Retailer Cooperative

Back 103

Group of independent retailers who set up a central buying organization and conduct joint promotion efforts.

Front 104

Merchandising Conglomerate

Back 104

a free form corporation that combines several diversified retailing lines and forms under central ownership.