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CHP3
| Term | Definition |
|---|---|
| consumer buyer behavior | the buying behavior of final consumers - individuals and households that buy goods and services for personal consumption |
| consumer market | all the individuals and households that buy or acquire goods and services for personal consumption |
| culture | the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions |
| subculture | a group of people with shared value systems based on common life experiences and situations |
| social class | relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors |
| group | two or more people who interact to accomplish individual or mutual goals |
| word-of-mouth influence | the impact of the personal words and recommendations of trusted friends, associates, and other consumers on buyer behavior |
| opinion leader | a person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others |
| online social networks | online social communities - blogs, social networking Web sites, and other online communities - where people socialize or exchange information and opinions |
| lifestyle | a person's pattern of living as expressed in his or her activities, interests, and opinions |
| personality | the unique psychological characteristics that distinguish a person or group |
| motive (drive) | a need that is sufficiently pressing to direct the person to seek satisfaction of the need |
| perception | the process by which people select, organize, and interpret information to form a meaningful picture of the world |
| learning | changes in an individual's behavior arising from experience |
| belief | a descriptive thought that a person holds about something |
| attitude | a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea |
| cognitive dissonance | buyer discomfort caused by postpurchase conflict |
| new product | a good, service, or idea that is perceived by some potential customers as new |
| adoption process | the mental process through which an individual passes from first hearing about an innovation to final adoption |
| business buyer behavior | the 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 |
| business buying process | the 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 |
| derived demand | the business demand for products and services that ultimately derives from the demand for consumer goods |
| supplier development | systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials exists for use in making products or reselling them to others |
| straight rebuy | a business buying situation in which the buyer routinely reorders something without any modifications |
| modified rebuy | a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers |
| new task | a business buying situation in which the buyer purchases a product or services for the first time. |
| systems selling (or solutions selling) | buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation |
| buying center | all the individuals and units that play a role in the purchase decision-making process |
| product value analysis | carefully analyzing a product's or service's components to determine if they can be redesigned and made more effectively and efficiently to provide greater value |
| E-procurement | purchasing through electronic connections between buyers and sellers - usually online |
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