Mkt 231 Test 2 Chapter 12

Front 1

collective decision making

Back 1

more than one person involved in the process

Front 2

organizational buyer

Back 2

purchases goods and services on behalf of companies

buy form B2B markets -- specialize in meeting the needs of organizations

Front 3

organizational and industrial purchase decision

Back 3

impulse buying rare
many people
risky
lots of $$
personal selling

Front 4

buying center

Back 4

a group of people making decisions

Front 5

initiator

Back 5

brings up the idea or need

Front 6

gatekeeper

Back 6

information search and controls information

important

Front 7

influencer

Back 7

sways the decision

engineers for programs and such

Front 8

buyer

Back 8

makes the purchase

Front 9

user

Back 9

uses the product or service

Front 10

extended family

Back 10

granparents, aunts, uncles, and cousins

Front 11

nuclear family

Back 11

most common

parents and kids

Front 12

family household

Back 12

at least two people related by blood or marriage

Front 13

fertility rate

Back 13

the number of birth per year per 1000 women of childbearing age

Front 14

voluntarily childless

Back 14

women of childbearing age who choose to have no children

Front 15

boomerang kids

Back 15

18 - 34 that return home to live with parents

1/5th

more on entertainment instead of housing staples

Front 16

pets

Back 16

pet industry pulls in more revenue than either the toy or candy industries

Front 17

family life cycle

Back 17

combines trends in income and family composition with changes in demands

as we age our preferences age, and we have the money

Front 18

consensual purchase decision

Back 18

agree on purchase

getting a dog -- split up duties

Front 19

accommodative purchase decision

Back 19

different preferences and cannot agree on a purchase

tv viewing choices

Front 20

interpersonal need

Back 20

a teenager may care more about what his or her family buys for the house than will a college student

Front 21

product involvement and utility

Back 21

a family member who is an avid coffee drinker will obviously be more interested in a new coffeemaker than some other item

Front 22

responsibility

Back 22

people are more likely to have disagreements about a decision if it entails long term consequences

dog

Front 23

power

Back 23

conflict can arise when one person continually used the power he has within the group to satisfy his priorities

Front 24

autonomic decision

Back 24

one family member chooses product

decorating falls to women

Front 25

syncretic decision

Back 25

family jointly makes decision

going on vacation

Front 26

Family financial officer

Back 26

tracks bills and decides how surplus will be spent

jointly as newlywed

Front 27

june cleaver, the sequal

Back 27

women who stay at home, white, highly educated, and upscale

Front 28

tug of war

Back 28

forced to work,but arent happy. strapped for time, buy well known products

Front 29

strong shoulders

Back 29

lower income -- positive view

single moms-- try new brands

Front 30

mothers of invention

Back 30

enjoy motherhood and also work out of the home

husbands pitch in alot

Front 31

sex role stereotypes

Back 31

couples who beleive in tradition sex roles tend to make individual decisions for sex type products

Front 32

spousal resources

Back 32

the spouse who contributes more resources has greatest influence

Front 33

experience

Back 33

couples who have gained experience as a decision making unit make individual decisions more frequently

Front 34

socioeconomic status

Back 34

middle class families make more joint decision that do higher or lower

Front 35

primary market : kid

Back 35

spending allowance on wants and needs

Front 36

parental yielding

Back 36

parental decision maker influenced by a childs request and surrenders

nag factor--

Front 37

future market kids

Back 37

brand loyalty

kodak -- making photography cool

Front 38

consumer socialization

Back 38

the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning in the marketplace

freinds, teacher

2 primary --- family and media

Front 39

parents influence indirect

Back 39

observational learning

passing down product preferences

Front 40

parents influence direct

Back 40

determine the degree to which their children will be exposed to information sources

Front 41

television

Back 41

the more children are exposed to television the more they will accept images depicted as real

watch adult programs, behave like adults

Front 42

sex role socialization

Back 42

pick up gender identity as early as age one or two

toys and tv promote

boys and girls are different