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| a type of consumer problem solving process employed when purchasing unfamiliar, expensive, or infrequently bought products |
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| an unplanned buying behavior resulting from a powerful urge to buy something immediately |
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| a five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation |
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| a buyer's doubts shortly after a purchase about whether the decision was the right one |
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| Maslow's hierarchy of needs |
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| the five levels (self-actualization, esteem, social, safety, physiological) of needs that human seek to satisfy, from most to least important |
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| changes in n individual's thought processes and behavior caused by information and experience |
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| motives that influence where a person purchases products on a regular basis |
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| an individual's enduring evaluation of, feelings about, and behavioral tendencies toward an object or idea |
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| an individual's pattern of living expressed through activities, interests, and opinions |
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| any group that positively or negatively affects a person's values, attitudes, or behvior |
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| web-based journals in which people can editorialize and interact with other internet users |
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| appears on top of webpage |
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| 80% of profit comes from 20% of customers |
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| unsolicited commercial email |
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| an arrangement unique to business marketing in which two organizations agree to buy from each other |
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| most firms establish standards for products and buy them on the basis of a set of expressed characteristics |
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| demand for industrial products that stems from demand for consumer products |
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| demand that is not significantly altered by a price increase or decrease |
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| such as secretaries, control the flow of information to and among people occupying other roles in the buying center |
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| an evaluation of each component of a potential purchase |
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| relatively inexpensive, frequently purchase items for which buyers exert minimal purchasing effort |
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| items for which buyers are willing to expend considerable effort in planning and making purchases |
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| items with unique characteristics that buyers are willing to expend considerable effort to obtain |
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| products purchased to solve a sudden problem, products of which customers are unaware, and products that people do not necessarily think about buying |
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| basic natural materials that become part of a physical product |
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| the average number of different product items offered in each product line |
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| the progression of a product through four stages: introduction, growth, maturity, and decline |
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| the stage of a product's life cycle when the sales curve peaks and starts to decline as profits continue to fall |
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| the stages buyers go through in accepting a product (awareness, interest, evaluation, trial, adoption) |
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| first adopter of new products |
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| careful choosers of new products |
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| those adopting new products just before the average person |
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| skeptics who adopt new products when they feel it is necessary |
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| the last adopters, who distrust new products |
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| a legal designation of exclusive use of a brand |
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| the part of a brand that can be spoken |
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| the part of a brand not made up of words |
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| full legal name of an organization |
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| brands initiated by producers |
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| Private distributor brand |
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| brands initiated and owned by resellers |
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| a policy of naming each product differently |
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| using an existing brand to brand a new product in a different product category |
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| one that can be reused for purposes other than its initial function (margarine container) |
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| changes affecting a product's versatility, effectiveness, convenience, or safety |
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| changes to the sensory appeal of a product |
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| Phases of new-product development |
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| idea generation, screening, concept testing, business analysis, product development, test marketing, commercialization) |
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| introducing a product on a limited basis to measure the extent to which potential customers will actually buy it |
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| creating and designing products so that customers perceive them as different from competing products |
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| the amount of quality a product possesses |
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| the degree to which a product has the same level of quality over time |
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| creating and maintaining a certain concept of a product in customers' minds |
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| a service that is not physical and cannot be touched |
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| the inability of unused service capacity to be stored for future use |
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