Shared Flashcard Set

Details

Principles of Marketing
Chapter 5
23
Marketing
Undergraduate 3
02/09/2008

Additional Marketing Flashcards

 


 

Cards

Term
Adoption process 146
Definition
The mental process through which an individual passes from first hearing about an innovation to final adoption.
Term
Business buyer behavior 149
Definition
The buying behavior of the organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit.
Term
Buying center 152
Definition
All the individuals and units that participate in the business buying decision process.
Term
Cognitive dissonance 144
Definition
Buyer discomfort caused by postpurchase conflict.
Term
Consumer buyer behavior 128
Definition
The buying behavior of final consumers--individuals and households who buy goods and services for personal consumption.
Term
Consumer market 128
Definition
All the individuals and households who buy or acquire goods and services for personal consumption.
Term
Culture 129
Definition
The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
Term
Derived demand 149
Definition
Business demand that ultimately comes from (derives from) the demand for consumer goods.
Term
Group 133
Definition
Two or more people who interact to accomplish individual or mutual goals.
Term
Learning 140
Definition
Changes in an individual's behavior arising from experience.
Term
Lifestyle 136
Definition
A person's patter of living as expressed in his or her activities, interests, and opinions.
Term
Modified rebuy 151
Definition
A business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers.
Term
Motive (or drive) 138
Definition
A need that is sufficiently pressing to direct that person to seek satisfaction of the need.
Term
New product 146
Definition
A good, service, or idea that is perceived by some potential customers as new.
Term
New-task situation 151
Definition
A business buying situation in which the buyer purchases a product or service for the first time.
Term
Opinion leader 133
Definition
Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others.
Term
Perception 139
Definition
The process by which people select, organize, and interpret information to form a meaningful picture of the world.
Term
Personality 137
Definition
The unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment.
Term
Social class 132
Definition
Relatively permanent and ordered divisions in a society whose members share similar values, interest, and behaviors.
Term
Straight rebuy 151
Definition
A business buying situation in which the buyer routinely reorders something without any modifications.
Term
Subculture 130
Definition
A group of people with shared value systems based on common life experiences and situations.
Term
Systems selling 151
Definition
Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
Term
Value analysis 156
Definition
An approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production.
Supporting users have an ad free experience!