Flashcards
Intro MKTG CH5
Cards in this deck (30)
- 1Consumer buyer 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
- 4Total market strategyIntegrating ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing, to consumer similarities across subcultural segments rather than differences
- 5Social classRelatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors
- 6Reference groupsA group that serves as direct or indirect point of comparison or reference in forming a person's attitudes or behavior
- 7Opinion leaderA person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others
- 8Word-of-mouth influenceThe impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior
- 9Influencer marketingEnlisting established influencers or creating new influencers to spread the word about a company's brands
- 10Online social networksOnline social communities-blogs, online social media, brand communities, and other online forums-where people socialize or exchange information and opinions
- 11LifestyleA person's pattern of living as expressed in his or her activities, interests, and opinions
- 12PersonalityThe unique psychological characteristics that distinguish a person or group
- 13Motive (drive)A need that is sufficiently pressing to direct the person to seek satisfaction of the need
- 14PerceptionThe process by which people select, organize, and interpret information to form a meaningful picture of the world
- 15LearningChanges in an individual's behavior arising from experience
- 16BeliefA descriptive thought that a person holds about something
- 17AttitudeA person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
- 18Cognitive dissonanceBuyer discomfort caused by post purchase conflict
- 19New productA good, service, or idea that is perceived by some potential customers as new
- 20Adoption processThe mental process through which an individual passes from first hearing about an innovation to final adoption
- 21Business buyer 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
- 22Business 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
- 23Derived demandBusiness demand that ultimately comes from (derives from) the demand for consumer goods
- 24Supplier 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
- 25Straight rebuyA business buying situation in which the buyer routinely reorders something without modifications
- 26Modified rebuyA business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers
- 27New taskA business buying situation which the buyer purchases a product or service for the first time
- 28Systems sellingBuying a packaged solution to a problem from a single seller, thus avoiding all the separate devisions involved in a complex buying situation
- 29Buying centerAll the individuals and units that play a role in the purchase decision-making process
- 30E-procurementPurchasing through electronic connections between buyers and sellers-usually online