MRKT Exam II vocab

MRKT Exam II vocab - EXAM II Vocabulary CH 5 Adoption...

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EXAM II Vocabulary CH 5 Adoption process - the mental process through which an individual passes from first hearing about an innovation to final adoption Attitude - a person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea. Belief - a descriptive thought that a person holds about something Business buyer behavior - the buying behavior of the organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others to profit Buying center - all the individuals and units that participate in the business buying-decision process Cognitive dissonance Consumer buying behavior - the buying behavior of final consumers – individuals and households who buy goods and services for personal consumption Consumer market - all the individuals and households who 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 Derived demand - business demand that ultimately comes from (derives from) the demand for consumer goods E-procurement Group - two or more people who interact to accomplish individual or mutual goals Learning - changes in an individual’s behavior arising from experience Lifestyle - a person’s pattern of living as expressed in his or her activities, interest, and opinions Modified re-buy - a business buying situation in which the buyers wants to modify product specifications, prices, terms, or suppliers Motive (or drive) - a need that is sufficiently pressing to direct the person to seek satisfaction of the need New product - a good, service, or idea that is perceived by some potential customers as new New task - a business buying situation in which the buyer purchases a product or service for the first time Online social networks - online social communities – blogs, social net working websites, or even virtual worlds – where people socialize or exchange information and opinions Opinion leader - person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influences on others Perception - the process by which people select, organize, and interpret information to form a meaningful picture of the world Personality
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- the unique psychological characteristics that lead to relatively consistent and lasting responses to one’s environment Social class - relatively permanent and ordered divisions in a society whose members share similar values, interest, and behaviors Straight re-buy - a business buying situation in which the buyer routinely re-orders something without modifications Subculture - a group of people with shared value systems based on common life experiences and situations Systems selling (solutions selling) - selling a complete solution to a problem, helping buyers to avoid all the separate decisions involved in a complex buying situation
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This note was uploaded on 09/26/2011 for the course MRKT 341 taught by Professor Staff during the Spring '08 term at UNL.

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MRKT Exam II vocab - EXAM II Vocabulary CH 5 Adoption...

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