Marketing Ii Chapter 10

Front 1

people like Orlando who purchase goods and services on behalf of companies for the companies' use in manufacturing, distribution, or sale

Back 1

Organizational buyers

Front 2

***_______ marketers specialize in meeting the needs of organization such as corporations

Back 2

Business-to-business (B2B)

Front 3

***Shopping is an activity that can be performed for either utilitarian or _______ reasons

Back 3

hedonic

Front 4

a framework that characterizes organizational buying decisions in terms of how much cognitive effort is involved in making a decision

;;________ theory of purchasing

Back 4

buyclass theory of purchasing

Front 5

the part of an organization charged with making purchasing decisions

Back 5

buying center

Front 6

habitual decision

Back 6

straight rebuy

Front 7

involves limited decision making; occurs when an organization wants to repurchase a product or service but also wants to make some minor modifications

Back 7

modified rebuy

Front 8

a ____ _____ involves extensive problem solving. Because the company hasn't made a similar decision already, there is often a serious risk that a product won't perform as it should or that it will be too costly;;a buying center with assorted specialists to evaluate the purchase, and they typically gather a lot of information before they come to a decision

Back 8

new task

Front 9

B2B _-__________ refers to internet interactions between two or more busines or organizations

Back 9

Business-to-business (B2B) e-commerce

Front 10

online program that lets several people change a document on a Web page and then track those changes

Back 10

Wiki

Front 11

this approach asserts that groups of people with knowledge about an industry, are collectively, better predictors of the future than are any of them as individuals

Back 11

prediction market

Front 12

similar to a firm that outsources production to a subcontractor; companies call upon outsiders from around the world to solve problems their own scientists can't handle

Back 12

crowdsourcing

Front 13

traditional family structure in which several generations live together

Back 13

extended family

Front 14

a contemporary living arrangement composed of a married couple and their children

Back 14

nuclear family

Front 15

according to the U.S. Census Bureau, an occupied housing unit;;one person living alone, three roommates, or two lovers constitute this

Back 15

household

Front 16

grown children who return to their parents' home to live

Back 16

boomerang kids

Front 17

_________ generation is a description of middle-aged people who must care for both children and parents simultaneously

Back 17

sandwich generation

Front 18

a rate determined by the number of births per year per 1,000 women of childbearing age.

Back 18

fertility rate

Front 19

acronym for Double Income, No Kids; a consumer segment with a lot of disposable income

Back 19

DINKS

Front 20

a classification scheme that segments consumers in terms of changes in income and family composition and the changes to demands placed on this income;;(FLC)

Back 20

family life cycle (FLC)

Front 21

a decision in which the group agrees on the desired purchase and differs only in terms of how it will be achieved;;

___________ purchase decision

Back 21

consensual purchase decision

Front 22

the process of using bargaining, coercion, compromise, and the wielding of power to achieve agreement among group members who have different preferences or priorities;;

_________________ purchase decision

Back 22

accommodative purchase decision

Front 23

the definition of a household by family members that it presents to members and to those outside the family unit;;family ________

Back 23

family identity

Front 24

groups in companies and families that customer networks invest in products and services to help them reach collective identity goals;;________ ________

Back 24

customer networks

Front 25

mothers who "hover" around their kids and insert themselves into virtually all aspects of their lives

Back 25

helicopter moms

Front 26

when one family member chooses a product for the whole family;;_____________ decision

Back 26

autonomic decision

Front 27

decision involving both partners;vacation destination;;____________ decisions

Back 27

syncretic decisions

Front 28

developing countries where analysts predict women will be a dominant force in the local economy

Back 28

sheconomy

Front 29

blurring of sex roles in modern society; men and women increasingly express similar attitudes about balancing home life and work

Back 29

gender convergence

Front 30

the individual who keeps track of the family's bills and decides how to spend any surplus funds

Back 30

family financial officer (FFO)

Front 31

working mothers' attempts to compromise between conflicting cultural ideals of motherhood and professionalism;;

________ lifestyle

Back 31

juggling lifestyle

Front 32

the rituals intended to maintain ties among family members, both immediate and extended;;primarily women;;___-network system

Back 32

kin-network system

Front 33

a model of spousal decision making in which the husband and wife take a common view and act as joint decision makers, assigning each other well-defined roles and making mutually beneficial decisions to maximize the couple's joint utility;;

Synoptic ______

Back 33

synoptic ideal

Front 34

___________ yielding occurs when a parental decision maker "surrenders" to a child's request

Back 34

Parental yielding

Front 35

the process by which people acquire skills that enable them to function in the marketplace;;kids;;

consumer __________________

Back 35

consumer socialization

Front 36

Marketers segment kids in terms of their stage of ___________ development, or their ability to comprehend concepts of increasing complexity as a person matures

Back 36

stage of cognitive development

Front 37

***a perspective that argues for other types of intelligence, such as athletic prowess or musical ability, beyond the traditional math and verbal skills psychologists use to measure IQ;;ie:Dora the explorer;;_________-intelligence theory

Back 37

Multiple-intelligence theory

Front 38

***A _______ includes a buyer, a seller, a product or service and other factors such as how the physical environment makes one feel.

Back 38

consumption situation

Front 39

***Whichof the following best identifies what consumers primarily look for in products?

Back 39

quality and value

Front 40

***Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

Back 40

the buyer's willingness to take risks