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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
Created by: 516754436