the unique psychological characteristics that distinguish a person or group

The unique psychological characteristics that

This preview shows page 8 - 10 out of 16 pages.

the unique psychological characteristics that distinguish a person or group (p196) Motive (drive) a need that is sufficiently pressing to direct the person to seek satisfaction of the need (p197) Perception the process by which people select, organize, and interpret information to form a meaningful picture of the world (p199) Learning changes in an individual’s behavior arising from experience (p200) Belief a descriptive thought that a person has about something (p200) Attitude a person’s relatively consistent favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea (p200) Complex buying behavior consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands (p201) Dissonance-reducing buying behavior consumer buying behavior in situations characterized by high involvement but few perceived differences among brands (p202) Habitual buying behavior consumer buying behavior in situations characterized by low consumer involvement and few significant brand differences (p202) Variety-seeking buying behavior consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences (p202) Need recognition the first stage of the buyer decision process, in which the consumer recognizes a problem or need (p203) Information search the stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search (p203) Alternative evaluation the stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set (p204) Purchase decision the buyer’s decision about which brand to purchase (p205) Post-purchase behavior the stage of the buyer decision process in which consumers take further action after purchase based on their satisfaction or dissatisfaction with a purchase (p205)
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Cognitive dissonance buyer discomfort caused by post-purchase conflict (p205) New product a good, service, or idea that is perceived by some potential customers as new (p207) Adoption process the mental process through which an individual passes from first learning about an innovation to final adoption (p207) CH7 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 (p218) 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 (p218) Derived demand business demand that ultimately comes from (derives from) the demand for consumer goods (p219) 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 (p221) Straight rebuy
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