Term
| Accommodative Purchase Decision |
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Definition
| the process of using bargaining, coercion, compromise, and the weilding of power to achieve agreement among group members who have different preferences or priorities |
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Definition
| when one family member chooses a product for the whole family |
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| grown children who return to their parents' home to live |
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Term
| Business-to-Business E-Commerce |
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Definition
| internet interactions between two or more businesses or organizations |
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Term
| Buyclass Theory of Purchasing |
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Definition
| a framework that characterizes organizational buying decisions in terms of how much cognitive effort is involved in making a decision |
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Definition
| the person who actually makes the purchase |
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Definition
| the part of an organization charged with making purchasing decisions |
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Term
| Consensual Purchase Decision |
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Definition
| a decision in which the group agrees on the desired purchase and differs only in terms of how it will be achieved |
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Term
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Definition
| the process by which people acquire sklls that enable them to function in the marketplace |
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Definition
| 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 |
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Definition
| Doulbe Income, No Kids; a consumer segment with a lot of disposable income |
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Definition
| traditional family sstructure in which several generations live together |
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Definition
| the inidividual in the family who is in charge of making financial decisions |
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Definition
| the definition of a household by family members that it presents to members and to those outside the family unit |
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Definition
| a classification scheme that segments consumers in terms of changes in income and family composition and the changes in demands placed on this income |
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Definition
| a rate determined by the number of births per year per 1,000 women of childbearing age |
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Term
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Definition
| a free version of a prodcut that's supported by a paid permium version; the idea is to encourage the maximum number of people the use the product and eventually convert a small fraction of them to paying customers |
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Definition
| the person who conducts the information search and controls the flow of information availble to the group |
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Definition
| blurring of sex roles in modern society; men and women increasingly express similar attitudes about balancing home life and work |
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Definition
| overprotective mothers who hover around their kids and insert themselves into virtually all aspects of their lives |
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Term
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Definition
| according to the US census bureau an occupied housing unit |
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Definition
| the person who tries to sway the outcome of the decision |
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Definition
| the person who brings up the idea or identifies a need |
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Definition
| working mothers attempts to compromise between conflicting cultural ideals of motherhood and professionalism |
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Term
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Definition
| the rituals intended to maintain ties among family members both immediate and extended |
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Definition
| in the context of the buyclass framework; a task that requires a amodest amount of information search and evaluation often focused on identifying the appropriate vendor |
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Term
| Multiple-Intelligence Theory |
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Definition
| a perspective that argues for other types of intelligence, such as athletics prowess or musical ability, beyond the traditional math and verbal skills psychologists use to measure IQ |
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Definition
| each person who uses a product or service benefits as more people participate |
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Term
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Definition
| in the context of the buyclass framework; a task that requires a great degree of effort and information search |
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Definition
| a contemporary living arrangmenet composed of a married couple and their children |
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Term
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Definition
| people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution or resale |
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Definition
| the process that occurs when a parental decision maker is influenced by a child's product request |
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Definition
| persons of opposite sex sharing living quarters; US census designation for unmarried couples who cohabitate |
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Definition
| an approach based on the idea that groups of people with knowledge about an industry are jointly better predictors of the future than are any individuals |
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Definition
| a description of middle aged people who must care for both children and parents simultaneously |
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Term
| State of Cognitive Development |
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Definition
| the ability to comprehend concepts of increasing complexity as a person matures |
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Term
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Definition
| in the context of buyclass framework; the type of buying decision that is virually automatic and requires little deliberation |
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Definition
| purchase decision that is made jointly by both spouses |
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Term
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Definition
| spousal DM model 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 decions to maximize the couple's joint unity |
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Definition
| the person who actually consumes a product or service |
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Definition
| online program that lets several people change a document on a web page and then track those changes |
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