mrkt chapter 5

In marketing and buyer behavior, the term "new task" refers to?

A business buying situation in which the buyer purchases a product or service for the first time.

buying center

All the individuals and units that participate in the business-buying decision process

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

subculture

a group of people with shared value systems based on common life experiences and situations

social class

relatively permanent and orered diisions in a society whose members share similar values, interests, and behaviors

proposal solicitation (business buying process)

the buyer invites qualified suppliers to submit proposals

performance review (business buying processs)

the buyer reviews supplier performace, may lead the buyer to continue, modify, or drop the arrangement

supplier search (business buying process)

the buyers searches to find the best vendors

business buying 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

order-routine specification (business buying process)

the final orer with the chosn supplier or suppliers and lists items such as technical specifications, quantity needed, expected delivery time, return policies, and warranties

supplier selection (business buying process)

the members of the buying center now review the proposals and select a supplier or suppliers

group

two or more people with shared value systems based on common life experiences and situations

Cognitive dissonance as it pertains to marketing is defined as? A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea. A person's pattern of living as expressed in his or her activities, interests, and opinions. Buyer discomfort caused by postpurchase conflict. Changes in an individual's behavior arising from experience.

Buyer discomfort caused by postpurchase conflict.

Systems selling as the concept pertains to marketing is defined as? All organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others. Buying a packaged solution to a problem from a single seller. Government units-federal, state, and local-that purchase or rent goods and services for carrying out the main functions of government. 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.

Buying a packaged solution to a problem from a single seller.

The concept of lifestyle in marketing is defined as? A person's pattern of living as expressed in his or her activities, interests, and opinions. Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands. Changes in an individual's behavior arising from experience. The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

A person's pattern of living as expressed in his or her activities, interests, and opinions.

In marketing, we define consumer market as? All the individuals and units that participate in the business buying-decision process. School, hospitals, nursing homes, prisons and other institutions that provide goods and services to people in their care. All the individuals and households that buy or acquire goods and services for personal consumption. A business buying situation in which the buyer routinely reorders something without any modifications.

All the individuals and households that buy or acquire goods and services for personal consumption.

The concept of learning in marketing is defined as? Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands. A person's pattern of living as expressed in his or her activities, interests, and opinions. Changes in an individual's behavior arising from experience. The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Changes in an individual's behavior arising from experience.

In marketing and buyer behavior, the term 'opinion leader' refers to?

Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.

Adoption process as the term relates to marketing and buyer behavior is defined as? The mental process through which an individual passes from first hearing about an innovation to final adoption. Members of the organization who will use the product or service; users often initiate the buying proposal and help define product specifications. A descriptive thought that a person holds about something. A business buying situation in which the buyer purchases a product or service for the first time.

The mental process through which an individual passes from first hearing about an innovation to final adoption.

In marketing, we define the business buying process as? 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. A business buying situation in which the buyer routinely reorders something without any modifications. All organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others. All the individuals and units that participate in the business buying-decision 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.

The concept of culture as used in marketing is defined as: A person's pattern of living as expressed in his or her activities, interests, and opinions. Changes in an individual's behavior arising from experience. The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions. Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands.

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

In marketing, the concept of problem recognition is defined as?

The stage of the business buying process when someone in the company recognizes a problem or need that can be met by acquiring a specific product or service. Can result from internal or external stimuli.

product value analysis (business buying process)

an approach to cost reduction in which components are studied carefully to determine if they can be redesigned

derived demand

business demand that ultimately comes from (derives from) the demand for consumer goods

The concept of perception in marketing is defined as? Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands. Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences. Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences. The process by which people select, organize, and interpret, information to form a meaningful picture of the world.

The process by which people select, organize, and interpret, information to form a meaningful picture of the world.