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30 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 households 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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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 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 Web sites, and other online communities--where people socialize or exchange information and opinions |
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Lifestyle |
A person's 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 (drive) |
A need that is sufficiently pressing to direct a person to seek satisfaction of 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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Buyer Decision Process |
1. Need Recognition 2. Information Search 3. Evaluation of Alternatives 4. Purchase Decision 5. Post-Purchases behavior |
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New Product |
A good, service, or idea that is perceived by some potential customers 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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Cognitive Dissonance |
Buyer discomfort cause by post-purchase conflict |
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Business Buyer Behavior |
The buying behavior of organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others |
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Business Buying Process |
The 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 |
The business demand for products and services that ultimately derives from the demand 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 exist for use in making products or reselling them to others |
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Straight Rebuy |
A business buying situation in which the buyer routinely reorders something without modification |
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Modified Rebuy |
A business buying situation in which the buyer wants to modify product specification, 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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Buying Center |
All the individuals and units that play a role in the purchase decision-making process |
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Product 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 performed through electronic connections between buyers and sellers--usually online |
