Term
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Definition
| action one takes in purchasing and using products/services;including mental/social processes that come before and after these actions |
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Term
| purchase decision process |
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Definition
| buyer making choices about what to buy |
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Term
| problem recognition (part of the purchase decision process) |
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Definition
difference between person's ideal and actual situation, big enough to trigger a decision
ex: laptop not working |
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Term
information search (part of the decision process)
1. internal search
2. external search
i. personal sources
ii.public sources
iii.markete |
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Definition
1. frequently purchased items ex: shampoo
2. past experience or knowledge is inefficent; risk of making a wrong decision is greater, cost of gathering info is less
i.relatives,friends
ii.consumer reports
iii.dominated sources (websites) |
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Term
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Definition
presents objective and subjective components of a brand |
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Term
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Definition
| group of brands a consumer considers acceptable |
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Term
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Definition
| feeling of post purchase psychological anxiety |
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Term
| high-involvement purchases |
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Definition
1. is expensive
2. can have serious personal consequences
3. can reflect on one's social image
ex: plastic surgery |
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Term
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Definition
does not take much consideration
ex:toothpaste |
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Term
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Definition
1. 5 stages
2. time/effort on external info.
3. identifying and evaluating alternatives
Ex: Cars |
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Term
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Definition
1.gather some info. (friends)
2. several brands evaluated
3. limited time and effort to spend
Ex: toasters |
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Term
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Definition
1. little effort seeking external info
2. habits (low involvement)
3. low-priced, frequently purchased
Ex: Milk |
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Term
| situational influences (list 5) |
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Definition
1. purchase task (reasons for engaging)
2. social surroundings (others present)
3. physical surrounding (decor, music)
4. temporal effects (time/day, time alloted)
5. antecedent states (mood, $$) |
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Term
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Definition
| energizing force that stimualtes behavior to satisfy a need, ex: water, food |
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Term
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Definition
distinguishing psychological characteristics that lead to consistent and lasting response patterns |
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Term
| Psychological influences (list 6) |
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Definition
1. motivation
2. personality
3. perception
4. values, benefits and attitudes
5. learning
6. lifestyle |
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Term
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Definition
Pattern of living expressed in activities, interests, opinions (AIO) enabled by opportunity |
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Term
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Definition
| people to whom an individual looks as a basis for self-appraisal or as a source of personal standards; affects consumer purchases because they influence information, attitudes, and aspiration levels |
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Term
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Definition
| process by which people acquire the skills, knowledge and attitudes necessary to function as a consumer |
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Term
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Definition
| distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purhcasing behaviors |
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Term
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Definition
| subgroups within the larger, or national, culture with unique values, ideas, and attitudes, ex:african americans, hispanics, and asian americans |
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Term
North American Industry Classification System (NAICS) |
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Definition
common industry definitions for Canada, Mexico and the US
easier to measure economic activity |
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Term
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Definition
| demand for industrial products and services is driven by, or derived from, demand for consumer products and services |
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Term
1. oganizational buying criteria
2. most commonly used criteria are.. (list 7) |
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Definition
1.objective attributes of the supplier's products and services and the capabilities of the supplier itself
2.
(i.)price
(ii.) ability to meet the quality specifications
(iii.) ability to meet required delivery schedules
(iv.) technical capability
(v.) warranteis and claim policies in the event of poor performance
(vi.) past performance on previous contracts
(vii.) production facilities and capacity
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Term
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Definition
| standards certificate that is used in the global marketplace; quality management and assurance system |
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Term
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Definition
| deliberate effort by organizations buyers to build relationships that shape suppliers' products, services and capabilities to fit a buyer's needs and those of its customers |
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Term
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Definition
| industrial buying practice in which two organizations agree to purhase each other's products and services |
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Term
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Definition
| exists when a buyer and its supplier adopt mutually beneficial objectives, policies, and proceedures for the purpose of lowering the cost or increasing the value of products and services delivered to the ultimate consumer |
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Term
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Definition
individuals that share common goals, risks, and knowledge important to a purhcase decision
(buying committee) |
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