Chapter 5 Flashcards
(29 cards)
Consumer buyer behaviour
The buying behaviour 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 behaviours learned by a member of society from family and other important institutions
Cultural groups
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 behaviours
Group
Two or more people who interact to accomplish individual or mutual goals
Opinion leader
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 websites or even virtual worlds - where people socialise 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 physiological characteristics that distinguish a person or group
Brand personality
The specific mix of human traits that may be attributed to a particular brand
Motive
A need that is sufficiently pressing to direct the person to seek satisfaction of the need
Perception
The process by which people select, organise and interpret information to form a meaningful picture of the world
Learning
Changes in an individual’s behaviour arising from experience
Belief
A descriptive thought that a person holds about something
Attitude
A person’s consistently favourable or unfavourable evaluations, feelings and tendencies towards an object or idea
Cognitive dissonance
Buyer discomfort caused by post-purchase 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 behaviour
The buying behaviour of the organisations that buy goods and services for use in the production of other products and services or to resell or rent them to others at a profit
Derived demand
Business demand that ultimately comes from (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 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
