Marketing definition chapter 5

Consumer buyer behavior
The buying behavior of final consumers- individuals and households that buy goods and services for personal consumption.
Consumer market
All the individuals and households that buy or acquire goods and services for personal consumption.
Cuture
The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
Subculture
A group of people with shared value systems based on common life experiences and situations.
Cross-cultural marketing
Including ethnic themes and cross-cultural perspectives within a brand’s mainstream marketing, appealing to consumer similarities across subcultural segments rather than differences.
Social class
Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.
Group
Two or more people who interact to accomplish individual or mutual goals.
Word of mouth influence
The impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior.
Opinion Leader
A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.
Online social networks
Online social communities – blogs, social networking Web sites, and other online communities – where people socialize or exchange information and opinions.
Lifestyle
A person’s pattern of living as expressed in his or her activities, interests, and opinions.
Personality
The unique psychological characteristics that distinguish a person or group.
Motive
A need that is sufficiently pressing to direct the person to seek satisfaction of the need.
Perception
The process by which people select, organize. and interpret information to form a meaningful picture of the world.
Learning
Changes in an individual’s behavior arising from experience.
Belief
A descriptive thought that a person holds about something.
Attitude
A person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.
Complex buying behavior
Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands.
Dissonance – reducing buying behavior
Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands.
Habitual buying behavior
Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences.
Variety-seeking buying behavior
Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences.
Need recognition
The first stage of the buyer decision process, in which the consumer recognizes a problem or need.
Information search
The stage of the buyer decision process in which the consumer is motivated to search for more information.
Purchase decision
The buyer’s decision about which brand to purchase.
Postpurchase behavior
The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction.
Cognitive dissonance
Buyer discomfort caused by postpurchase conflict.
New product
A good, service, or idea that is perceived by some potential customers as new.
Adoption process
The mental process through which an individual passes from first hearing about an innovation to final adoption.