Term
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Definition
| describes how consumers make purchase decisions and how they use and dispose of the purchased goods and services. it also includes factors that influence purchase decisions and product use |
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Term
| consumer decision-making process |
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Definition
| a five-step process used by consumers when buying goods or services |
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Term
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Definition
| result of an imbalance between Actual and Desired needs |
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Term
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Definition
| Recognition of an unfulfilled need and a product that will satisfy it |
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Term
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Definition
| any unit of input affecting one or more of five senses: sight, smell, taste, touch, hearing |
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Term
| internal information search |
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Definition
| the process of recalling past information stored in the memory |
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Term
| external information search |
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Definition
| the process of seeking information in the outside environment |
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Term
| nonmarketing-controlled information source |
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Definition
| a product information source that is not associated with advertising or promoting like self experience, personal sources, public sources, consumer reports |
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Term
| marketing-controlled information source |
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Definition
| a product information source that originates with marketers promoting the product |
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Term
| evoked set (consideration set) |
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Definition
| a group of brands resulting from an information search from which a buyer can choose |
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Term
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Definition
| inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions |
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Term
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Definition
| the amount of time an effort a buyer invests in the search , evaluation, decision processes of consumer behavior |
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Term
| routine response behavior |
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Definition
| the type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time |
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Term
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Definition
| the type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category |
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Term
| extensive decision making |
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Definition
| the most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information |
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Term
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Definition
| the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and artifacts, or products, of that behavior as they are transmitted from one generation to the next |
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Term
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Definition
| the enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct |
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Term
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Definition
| a alike group of people who share elements of the overall culture as well as unique elements of their own group |
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Term
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Definition
| a group of people who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms |
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Term
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Definition
| all of the formal and informal groups in society that influence an individuals purchasing behavior |
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Term
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Definition
| a reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and coworkers |
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Term
| secondary membership group |
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Definition
| a reference group with which people associate less consistency and more formally than a primary membership group, such as a club, professional group, or religious group |
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Term
| aspirational reference group |
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Definition
| a group that someone would like to join |
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Term
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Definition
| a value or attitude deemed acceptable by a group |
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Term
| nonaspirational reference group |
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Definition
| a group with which an individual does not want to associate |
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Term
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Definition
| an individual who influences the opinions of others |
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Term
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Definition
| how culture values and norms are passed down to children |
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Term
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Definition
| a way of organizing and grouping the consistencies of an individuals reactions to situations |
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Term
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Definition
| how consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations |
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Term
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Definition
| the way an individual would like to be percieved |
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Term
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Definition
| the way an individual actually perceives him or her self |
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Term
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Definition
| the process by which people select, organize, ad interpret stimuli into a meaningful and coherent picture |
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Term
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Definition
| the process whereby a consumer notices certain stimuli and ignores others |
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Term
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Definition
| a process whereby a consumer changes or distorts information that conflicts with his or her beliefs or feelings |
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Term
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Definition
| a process whereby a consumer remembers only that information that supports his or her personal beliefs |
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Term
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Definition
| a driving force that causes a person to take action to satisfy specific needs |
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Term
| Maslow's hierarchy of needs |
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Definition
| a method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self-actualization |
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Term
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Definition
| a process that creates changes in behavior, immediate or expected, through experience and practice |
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Term
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Definition
| a form of learning that occurs when one response is extended to a second stimulus similar to the first |
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Term
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Definition
| a learned ability to differentiate among similar products |
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Term
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Definition
| an organized pattern of knowledge that an individual holds as true about his or her words |
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Term
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Definition
| a learned tendency to respond consistently toward a given object |
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Term
| business marketing (industrial marketing) |
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Definition
| the marketing of goods and services to individuals and organizations for purposes other than personal consumption |
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Term
| business-to-business electronic commerce |
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Definition
| the use of the internet to facilitate the exchange of goods, services, and information between organizations |
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Term
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Definition
| a measure of a websites effectiveness; calculated by multiplying the frequency of visits by the duration of a visit by the number of pages viewed during each visit (site reach) |
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Term
| strategic alliance (strategic partnership) |
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Definition
| a cooperative agreement between business firms |
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Term
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Definition
| a firms beliefs that an ongoing relationship with another firm is so important that the relationship warrants maximum efforts at maintaining it indefinitely |
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Term
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Definition
| the condition tat exists when one party has confidence in an exchange partner's reliability and integrity |
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Term
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Definition
| a network of interlocking corporate affiliates |
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Term
| original equipment manufacturers (OEMs) |
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Definition
| individuals and organizations tht buy business goods and incorporate them into the products they produce for eventual sale to other producers or to consumers |
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Term
| north american industry classification system (NAICS) |
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Definition
| a detailed numbering system developed by the U.S, Canada and mexico to classify north American business establishments by their main production processes |
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Term
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Definition
| the demand for business products |
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Term
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Definition
| the demand for two or more items used together in a final product |
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Term
| multiplier effect (accelerator principle) |
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Definition
| phenomenon in which a small increase or decrease can produce a much larger change in demand for the facilities and equipment needed to make the consumer product |
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Term
| business-to business online exchange |
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Definition
| an electronic trading floor that provides companies with integrated links to their customers an suppliers |
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Term
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Definition
| a practice whereby business purchasers chose to buy from their own customers |
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Term
| major equipment (installations) |
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Definition
| capital goods such as large or expensive machines, mainframe computers, blast furnaces, generators, airplanes, an buildings |
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Term
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Definition
| goods, such as portable tools and office equipment, that are less expensive and shorter-lived than major equipment |
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Term
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Definition
| unprocessed extractive or agricultural products, such as mineral ore, lumber wheat, corn, fruits, vegetables, and fish |
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Term
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Definition
| either finished items ready for assembly or products that need very little processing before becoming part of some other product |
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Term
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Definition
| products used directly in manufacturing other products |
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Term
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Definition
| consumable items that do not become part of the final product |
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Term
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Definition
| expense items that do not become part of a final product |
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Term
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Definition
| all those people in an organization who become involved in the purchase decision |
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Term
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Definition
| a situation requiring the purchase of a product for the first time |
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Term
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Definition
| a situation in which the purchaser wants some change in the original good or service |
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Term
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Definition
| a situation n which the purchaser reorders the same goods or services without looking for new information or investing other suppliers |
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Term
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Definition
| people or organizations with needs or wants and the ability and willingness to buy |
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Term
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Definition
| a subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs |
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Term
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Definition
| the process of dividing market into meaningful relatively smaller, and identifiable segments or groups |
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Term
| segmentation bases (variables) |
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Definition
| characteristics of individuals, groups, or organizations |
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Term
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Definition
| segmenting markets by region of a country or the world, market size, market density, or climate |
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Term
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Definition
| segmenting markets by age, gender, income, ethic background, family life cycle |
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Term
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Definition
| a series of stages determined by a combination of age, marital status, and the presence or absence of children |
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Term
| psychographic segmentation |
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Definition
| segmenting markets on the basis of personality, motives, lifestyles, and geodemographics |
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Term
| geodemographic segmentation |
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Definition
| segmenting potential customers into neighborhood lifestyle categories |
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Term
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Definition
| the process of grouping customers into market segments according to the benefits they seek from the product |
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Term
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Definition
| dividing market by the amount of product bought or consumed |
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Term
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Definition
| a principle holding that 20 percent of all customers generate 80 percent of the demand |
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Term
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Definition
| business customers who place an order with he first familiar supplier to satisfy product and delivery requirements |
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Term
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Definition
| business customers who consider numerous suppliers (both familiar and unfamiliar), solicit bids, and study all proposals carefully before selecting one |
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Term
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Definition
| a group of people or organizations for which an organization designs, implements, and maintains a marketing mix intended to meet the needs of hat group, resulting in mutually satisfying exchanges |
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Term
| concentrated target strategy |
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Definition
| a strategy used to select one segment of a market for targeting marketing efforts |
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Term
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Definition
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Term
| multisegment targeting strategy |
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Definition
| a strategy that chooses two or more well-defined market segments and develops a distinct marketing mix for each |
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Term
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Definition
| a situation that occurs when sales of a new product cut into sales of a firms existing products |
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Term
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Definition
| developing a specific marketing mix into the potential customers overall perception of a brand, product line or organization in general |
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Term
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Definition
| the place a product, brand, or group of products occupies in consumers minds relative to competing offerings |
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Term
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Definition
| a positioning strategy that some firms use to distinguish their product from those of those of competitors |
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Term
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Definition
| a means of displaying or graphing, n two or more dimensions, the location of products of products in customers minds |
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Term
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Definition
| changing consumers perceptions of brand in relation to competing brands |
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Term
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Definition
| the process planning, collection, and analyzing data relevant to a marketing decision |
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Term
| marketing research problem |
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Definition
| determining what information is needed and how that information can be obtained efficiently and effectively |
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Term
| marketing research objective |
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Definition
| the specific information needed to solve a marketing research problem; the objective should be to provide insightful decision-making information |
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Term
| management decision problem |
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Definition
| a broad-based problem that uses marketing research in order for managers to take proper actions |
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Term
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Definition
| data previously collected for any purpose other than the one at hand |
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Term
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Definition
| specifies which research questions must be answered, how and when the data will be gathered, and how the data will be analyzed |
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Term
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Definition
| information that is collected for the first time; used for solving the particular problem under investigation |
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Term
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Definition
| the most popular technique for gathering primary data, in which a researcher interacts with people to obtain facts, opinions, and attitudes |
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Term
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Definition
| a survey research method that involves interviewing people in the common area of shopping malls |
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Term
| computer assisted persona interviewing |
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Definition
| an interviewing method in which the interviewer reads questions from a computer screen and enters the respondents data directly into the computer |
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Term
| computer assisted self-interviewing |
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Definition
| an interviewing method in which a mall interviewer intercepts and directs wiling respondents to nearby computers where each respondent reads questions off a computer screen and directly keys his or her answers into the computer |
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Term
| central-location telephone CLT facility |
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Definition
| a specially designed phone room used to conduct telephone interviewing |
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Term
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Definition
| a type of survey that involves interviewing businesspeople at their offices concerning industrial products or services |
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Term
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Definition
| seven to ten people who participate in a group discussion led by a moderator |
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Term
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Definition
| an interview question that encourages an answer phrased in the respondents own words |
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Term
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Definition
| an interview question that asks the respondent to make a selection from a limited list of responses |
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Term
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Definition
| a closed ended question designed to measure the intensity of a respondents answer |
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Term
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Definition
| a research method tat relies on four type of observation; people watching people, people watching an activity machines watching people, and machines watching an activity |
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Term
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Definition
| researchers posing as customers who gather observational data about a store |
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Term
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Definition
| a form of observation marketing research that combines consumers online activity with psychographic and demographic profiles complied in databases |
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Term
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Definition
| the use of automated tool to monitor online buzz, chatter, and conversations |
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Term
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Definition
| the exponential growth in the volume, variety, and velocity of information and the development of complex, new tools to analyze and create meaning from such data |
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Term
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Definition
| the study of human behavior in its natural context; involves observation of behavior and physical setting |
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Term
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Definition
| a method of gathering primary data in which the researcher alters one or more variables while observing the effects of those alterations on another variable |
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Term
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Definition
| a subset from a large population |
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Term
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Definition
| the population from which a sample will be drawn |
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Term
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Definition
| a sample in which every element in the population has a known statistical likelihood of being selected |
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Term
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Definition
| a sample arranged in such a way that every element of population has an equal chance of being selected as part of the sample |
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Term
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Definition
| any sample in which little or no attempt is made to get a representative cross section of popultion |
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Term
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Definition
| a form of nonprobability sample using respondents who are convenient or readily accessible to the researcher- for example, employees, friends, or relatives |
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Term
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Definition
| an error that occurs when there is a difference between the information tested by the researcher and the information provided by the measurement process |
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Term
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Definition
| an error that occurs when a sample somehow does not represent the target population |
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Term
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Definition
| an error that occurs when a sample drawn from a population differs from the target population |
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Term
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Definition
| n error that occurs when the selected sample is an imperfect representation of the overall population |
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Term
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Definition
| firm that specialize in interviewing respondents on a subcontracted basis |
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Term
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Definition
| a method of analyzing data that lets the analyst look t the responses to one question in relation to the responses to one or more other questions |
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Term
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Definition
| media that consumers generate and share among themselves |
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Term
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Definition
| a system for gathering information from a single group of respondents by continuously monitoring the advertising, promotion, and pricing they are exposed to and the things they buy |
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Term
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Definition
| a scanner based research program that tracks the purchases of 3,000 households through store scanners in each research market |
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Term
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Definition
| scanner based sales tracking service for the consumer packaged- goods industry |
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Term
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Definition
| a field of marketing that studies the bodys responses to marketing stimuli |
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Term
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Definition
| an intelligence system that helps managers asses their competition and vendors in order to become ore efficient and effective competitors |
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