Marketing

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Author:
mkane6
ID:
134339
Filename:
Marketing
Updated:
2012-02-12 22:29:10
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Consumer buyer behavior
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Description:
Consumer and buyer behavior
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  1. Consumer buyer behavior
    the buying behavior of final consumers- individuals and households that buy goods and services for personal consumption
  2. Consumer market
    all the individuals and households that buy or acquire goods and services for personal consumption
  3. Culture
    the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions
  4. Subculture
    a group of people with shared value systems based on common life experiences and situations
  5. Social class
    relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors
  6. Group
    two or more peope who interact to accomplish individual or mutual goals
  7. Opinion leader
    person within a reference groupu who, because of special skills, knowldge, personality, or other characteristics, exerts social influence on others
  8. Online social networks
    online social communitites- blogs, social networking Web sites, or even virtual worlds- where people socialize or exchange information and opinions
  9. Lifestyle
    a person's pattern of living as expressed in his or her activities, interests, and opinions
  10. Personality
    the unique psychological characteristics that distinguish a person or group
  11. Motive (drive)
    a need that is sufficiently pressing to direct the person to seek satisfaction of the need
  12. Perception
    the process by which people select, organize, and interpret information to form a meaningful picture of the world
  13. Learning
    Changes in an individual's behavior arising from experience
  14. Belief
    a descriptive thought that a person holds about something
  15. Attitude
    a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
  16. Cognitive dissonance
    buyer discomfort caused by postpurchase conflict
  17. New product
    a good, service, or idea that is perceived by some potential customers as new
  18. Adoption process
    the mental process through which an individual passes from first hearing about an innovation to final adoption
  19. 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 to resell or rent them to others at a profit
  20. Derived demand
    business demand that u ltimately comes from (derives from) the demand for consumer goods
  21. 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
  22. Straight rebuy
    a business buying situation in which the buyer routinely reorders something without any modifications
  23. Modified rebuy
    a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers
  24. New task
    a business buying situation in which the buyer purchases a product or service for the first time
  25. Systems selling (or solutions selling)
    buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation
  26. Buying center
    all the individuals and units that play a role in the purchase decision-making process
  27. Value analysis
    carefully analyzing a product's or service's components to determine if they can be redesigned and made more effectively and efficiently to provide greater value
  28. E-procurement
    purchasing through electronic connections between buyers and sellers- usually online
  29. Market segmentation
    dividing a market into smaller segments with distinct needs, characteristics, or behavior that might require separate marketing strategies or mixes
  30. Market targeting (targeting)
    the process of evaluating each market segment's attractiveness and selecting one or more segments to enter
  31. Differentiation
    actually differentiating the market offering to create superior customer value
  32. Positioning
    arranging for a market offering to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers
  33. Geographic segmentation
    dividing a market into different geographical units such as nations, states, regions, counties, cities, or neighborhoods
  34. Demographic segmentation
    dividing the market into segments based on variables such as age, gender, family size, family life cycle, income, occupation, education, religion, race, generation, and nationality
  35. Age and life-cycle segmentation
    dividing a market into different age and life-cycle groups
  36. Gender segmentation
    dividing a market into different segments based on gender
  37. Income segmentation
    dividing a market into different income segments
  38. Psychographic segmentation
    dividing a market into different segments based on social class, lifestyle, or personality characteristics
  39. Behavioral segmentation
    dividing a market into segments based on consumer knowledge, attitudes, uses, or responses to a product
  40. Occasion segmentation
    dividing the market into segments according to occasions when buyers get the idea to buy, actually make their purchase, or use the purchased item
  41. Benefit segmentation
    dividing the market into segments according to the different benefits that consumers seek from the product
  42. Intermarket segmentation
    forming segments of consumers who have similar needs and buying behavior even though they are located in different countries
  43. Target market
    a set of buyers sharing common needs or characteristics that the company decides to serve
  44. Undifferentiated (mass) marketing
    a market-coverage strategy in which a firm decides to ignore market segment differences and go after the whole market with one another
  45. Differentiated (segmented) marketing
    a market-coverage strategy in which a firm decides to target several market segments and designs separate offers for each
  46. Concentrated (niche) marketing
    a market-coverage strategy in which a firm goes after a large share of one or a few segments or niches
  47. Micromarketing
    the practice of tailoring products and marketing programs to the needs and wants of specific individuals and local customer segments- includes local marketing and individual marketing
  48. Local marketing
    tailoring brands and promotions to the needs and wants of local customer segments- cities, neighborhoods, and even specific stores
  49. Individual marketing
    Tailoring products and marketing programs to the needs and preferences of indivicual customers- also labeled "one-to-one marketing," "customized marketing," and "markets-of-one-marketing."
  50. Product position
    the way the product is defined by consumers on important attributes- the place the product occupies in consumers' minds relative to competing products
  51. Competitive advantage
    an advantage over competitors gained by offering greater customer value, either through lower prices or by providing more benefits that justify higher prices
  52. Value proposition
    the full positioning of a brand- the full mix of benefits upon which it is positioned
  53. Positioning statement
    a statement that summarizes company or brand positioning- it takes this form: To (target segment and need) our (brand) is (concept) that (point-of-difference).

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