chapter 5
Adopter Categories
1. Innovators 2. Early Adopters 3. Early Majority 4. Late Majority 5. Laggards
Consumer Buyer Decision Process
1. Need recognition 2. Information search 3. Evaluation of alternatives 4. Purchase decision 5. Post-purchase behavior
Consumer Buyer Decision Process
1. need recognition 2. info search 3. evaluation of alternatives 4. purchase decision 5. post purchase behavior
consumer satisfaction
A mild, positive emotional state resulting from a favorable appraisal of a consumption outcome
derived demand
Business demand that ultimately comes from (derives from) the demand for consumer goods.
Business Markets
Organizations that buy natural resources, component products, and services that they resell, use to conduct their business, or use to manufacture another product.
Sorry, no manipulations with clipboard allowed
Sorry, no manipulations with clipboard allowed
Solution Selling
a process by which the salesperson uncovers and clarifies a customer's problem, works with the customer to create a vision of how things could be better, and then develops a plan for implementing the vision
Consumer Market
consumers who purchase goods and services for personal use
Maslow's Hierarchy of Needs
physiological, safety, social, esteem, self-actualization
E-procurement
purchasing through electronic connections between buyers and sellers - usually online
Consumer buyer behavior
the buying behavior of final consumers - individuals and households that buy goods and services for personal consumption
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
consumer satisfaction/dissatisfaction
the overall attitude a person has about a product after it has been purchased
cognitive dissonance
unpleasant mental experience of tension resulting from two conflicting thoughts or beliefs
Major American Social Classes
upper class, middle class, working class, lower class
