Flashcards
MERC: Chapter 5
Cards in this deck (28)
- 1Consumer Buying BehaviorThe buying behavior of final consumers—individuals and households that buy goods and services for personal consumption.
- 2Consumer MarketAll the individuals and households that buy or acquire goods and services for personal consumption.
- 3CultureThe set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
- 4SubcultureA group of people with shared value systems based on common life experiences and situations.
- 5Cross-Cultural MarketingIncluding ethnic themes and cross- cultural perspectives within a brand’s mainstream marketing, appealing to consumer similarities across subcultures rather than differences.
- 6Social ClassRelatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.
- 7Word-Of-Mouth InfluenceThe impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior.
- 8Opinion LeaderA person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.
- 9Online Social NetworksOnline social communities—blogs, social networking Web sites, and other online communities—where people socialize or exchange information and opinions.
- 10LifestyleA person’s pattern of living as expressed in his or her activities, interests, and opinions.
- 11PersonalityThe unique psychological characteristics that distinguish a person or group.
- 12Motive (Drive)A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
- 13PerceptionThe process by which people select, organize, and interpret information to form a meaningful picture of the world.
- 14AttitudeA person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.
- 15Cognitive DissonanceBuyer discomfort caused by post-purchase conflict.
- 16New ProductA good, service, or idea that is perceived by some potential customers as new.
- 17Adoption ProcessThe mental process through which an individual passes from first hearing about an innovation to final adoption.
- 18Business Buying BehaviorThe 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.
- 19Business Buying ProcessThe 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.
- 20Derived DemandBusiness demand that ultimately comes from (derives from) the demand for consumer goods.
- 21Supplier DevelopmentSystematic development of 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.
- 22Straight RebuyA business buying situation in which the buyer routinely reorders something without any modifications.
- 23Modified RebuyA business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers.
- 24New TaskA business buying situation in which the buyer purchases a product or service for the first time.
- 25Systems Selling (Solutions Selling)Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
- 26Buying CenterAll the individuals and units that play a role in the purchase decision-making process.
- 27Product Value AnalysisCarefully 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.
- 28E-ProcurementPurchasing through electronic connections between buyers and sellers—usually online.
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- Flashcards on MERC: Chapter 5, created by aleghandro on 01/10/2015.
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- aleghandro
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