Princ.of Marketing Chap 5

Front 1

Consumer buyer behaviour

Back 1

The buying behaviour of the final consumers.

Front 2

Consumer market

Back 2

All the individuals and housholds that buy or acquire goods and services for personal consumption.

Front 3

Culture

Back 3

A set of basic values, perceptions, mants and behaviours learned by a member of society from family and other important institutions.

Front 4

Cultural groups

Back 4

A group of people with shared value systems based on common life experiences and situations.

Front 5

Factors that influence buyer behaviour

Back 5

Cultural, Social, Personal, Psychological

Front 6

Social class

Back 6

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

Front 7

Group

Back 7

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

Front 8

Opinion leader

Back 8

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

Front 9

Online social networks

Back 9

Online social communities where people socialise or exchange information and opinions.

Front 10

Lifestyle

Back 10

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

Front 11

Personality

Back 11

The unique psychological characteristics that distinguish a person or group.

Front 12

Brand personality

Back 12

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

Front 13

Motive (drive)

Back 13

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

Front 14

Perception

Back 14

The process in which people select, organise amd interpret information to form a meaningful picture of the world.

Front 15

Maslow's hierarchy of needs theory

Back 15

Self-actualisation, Esteem needs, social needs, safety needs, physiological needs.

Front 16

Learning

Back 16

Relatively permanent changes in an individual's behaviour arising from experience.

Front 17

Belief

Back 17

A descriptive thought that a person holds about something.

Front 18

Attitude

Back 18

A person's consistantly favourable or unfavourable evaluations, feelings, and tendencies towards an object or idea.

Front 19

The buyer decision process

Back 19

Need recognition>Information search>Evaluations of alternatives>Purchases decision>Post-purchase behaviour.

Front 20

Cognitive dissonance

Back 20

Buyer discomfort caused by post-purchase conflict.

Front 21

New product

Back 21

A good, service or idea that is perceived by some potential customers as new.

Front 22

Adoption process

Back 22

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

Front 23

Derived demand

Back 23

Business demand that ultimately comes from the demand of consumer goods.

Front 24

Business buyer behaviour

Back 24

The buyer behaviour of the organisations 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 25

Supplier development

Back 25

Systematic developmentof networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others.

Front 26

Straight rebuy

Back 26

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

Front 27

Modified rebuy

Back 27

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

Front 28

New task

Back 28

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

Front 29

Systems selling

Back 29

Buying a packaged solution to a problem from a single seller.

Front 30

Buying centre

Back 30

All the individuals and units that play a role in the purchase descision-making process.

Front 31

Major influences of business buyer behaviour

Back 31

Environmental, Organisational, Interpersonal, Individual

Front 32

Stages of business buying process

Back 32

Problem recognition>General need description>Product specification> Supplier search>Proposal solicitation>Supplier selection>Order-routine specification>Performance review.

Front 33

Value analysis

Back 33

Carefully analysis a product's or service's components to determin if they can be redesigned and made more effectively and efficently to provide greater value.

Front 34

E-procurement

Back 34

Purchasing through electronic connections between buyers and selles.