Term
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Definition
| The mental process through which an individual passes from first hearing about an innovation to final adoption. |
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Term
| Business buyer behavior 149 |
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Definition
| 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 at a profit. |
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Term
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Definition
| All the individuals and units that participate in the business buying decision process. |
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Term
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Definition
| Buyer discomfort caused by postpurchase conflict. |
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Term
| Consumer buyer behavior 128 |
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Definition
| The buying behavior of final consumers--individuals and households who buy goods and services for personal consumption. |
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Term
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Definition
| All the individuals and households who buy or acquire goods and services for personal consumption. |
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Term
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Definition
| The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions. |
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Term
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Definition
| Business demand that ultimately comes from (derives from) the demand for consumer goods. |
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Term
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Definition
| Two or more people who interact to accomplish individual or mutual goals. |
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Term
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Definition
| Changes in an individual's behavior arising from experience. |
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Term
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Definition
| A person's patter of living as expressed in his or her activities, interests, and opinions. |
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Term
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Definition
| A business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers. |
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Term
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Definition
| A need that is sufficiently pressing to direct that person to seek satisfaction of the need. |
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Term
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Definition
| A good, service, or idea that is perceived by some potential customers as new. |
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Term
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Definition
| A business buying situation in which the buyer purchases a product or service for the first time. |
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Term
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Definition
| Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others. |
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Term
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Definition
| The process by which people select, organize, and interpret information to form a meaningful picture of the world. |
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Term
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Definition
| The unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment. |
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Term
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Definition
| Relatively permanent and ordered divisions in a society whose members share similar values, interest, and behaviors. |
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Term
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Definition
| A business buying situation in which the buyer routinely reorders something without any modifications. |
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Term
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Definition
| A group of people with shared value systems based on common life experiences and situations. |
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Term
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Definition
| Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation. |
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Term
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Definition
| An approach to cost reduction in which components are studied carefully to determine if they can be redesigned, standardized, or made by less costly methods of production. |
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