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30 Cards in this Set
- Front
- Back
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Reinforcement
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occurs when the response is followed by satisfaction-- that is, reduction in the drive
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Attitude
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a person's point of view toward something
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Belief
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a person's opinion about something
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Expectation
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an outcome or event that a person anticipates or looks forward to
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Trust
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the confidence a person has in the promises or actions of another person, brand, or company
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Psychographics or lifestyle analysis
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the analysis of a person's day to day pattern of living as expressed in that person's actvities, interests, and opinions
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Empty Nesters
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people whose children are grown and who are now able to spend their money in other ways
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Social class
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a group of people wo have approx. equal social position as viewed by others in the society
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Reference group
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refers to the people to whom an individual looks when forming attitudes about a particular topic
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Opinion Leader
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a person who influences others
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Culture
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the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people
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Routinized response behavior
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when he or she regularly selects a particular way of satisfying a need when it occurs
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low-involvement purchases
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purchases that have little importance or relevance for the customer
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Dissonance
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a feeling of uncertainty about whether the correct decision was made
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Adoption Process
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the steps individuals go through on the way to accepting or rejecting a new idea
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Business and organizational customers
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any buyers who buy for resale or to produce other goods and services
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Purchasing Managers
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buying specialists for their employers
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Multiple buying influence
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means that several people play a part in making a purchase decision
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Requisition
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a request to buy something
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Purchasing Specifications
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a written description of what the firm wants to buy
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ISO 9000
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a way for a supplier to document its quality procedures according to internationally recognized standards
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New-task Buying
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occurs when a customer organization has a new need and wants a great deal of information
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Straight rebuy
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a routine repurchase that may have been made many times before
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Modified rebuy
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the in-between process where some review of the buying situation is done
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Competitive bid
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the terms of sale offered by the supplier in response to the purchase specifications posted by the buyer
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Vendor Analysis
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a formal rating of suppliers on all relevant areas of performance
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Negotiated contract buying
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agreeing to contracts that allow for changes in the purchase arrangements
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Outsource
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contract with an outside firm to produce goods or services rather than to produce them internally
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North American Industry Classification System codes
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groups of firms in a similar line of business
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Foreign Corrupt Practices Act
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passed by the US Congress in 1977, prohibits US firms from paying bribes to foreign officials
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