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40 Cards in this Set
- Front
- Back
people like Orlando who purchase goods and services on behalf of companies for the companies' use in manufacturing, distribution, or sale |
Organizational buyers |
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***_______ marketers specialize in meeting the needs of organization such as corporations |
Business-to-business (B2B) |
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***Shopping is an activity that can be performed for either utilitarian or _______ reasons |
hedonic |
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a framework that characterizes organizational buying decisions in terms of how much cognitive effort is involved in making a decision ;;________ theory of purchasing |
buyclass theory of purchasing |
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the part of an organization charged with making purchasing decisions |
buying center |
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habitual decision |
straight rebuy |
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involves limited decision making; occurs when an organization wants to repurchase a product or service but also wants to make some minor modifications |
modified rebuy |
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a ____ _____ involves extensive problem solving. Because the company hasn't made a similar decision already, there is often a serious risk that a product won't perform as it should or that it will be too costly;;a buying center with assorted specialists to evaluate the purchase, and they typically gather a lot of information before they come to a decision |
new task |
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B2B _-__________ refers to internet interactions between two or more busines or organizations |
Business-to-business (B2B) e-commerce |
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online program that lets several people change a document on a Web page and then track those changes |
Wiki |
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this approach asserts that groups of people with knowledge about an industry, are collectively, better predictors of the future than are any of them as individuals |
prediction market |
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similar to a firm that outsources production to a subcontractor; companies call upon outsiders from around the world to solve problems their own scientists can't handle |
crowdsourcing |
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traditional family structure in which several generations live together |
extended family |
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a contemporary living arrangement composed of a married couple and their children |
nuclear family |
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according to the U.S. Census Bureau, an occupied housing unit;;one person living alone, three roommates, or two lovers constitute this |
household |
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grown children who return to their parents' home to live |
boomerang kids |
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_________ generation is a description of middle-aged people who must care for both children and parents simultaneously |
sandwich generation |
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a rate determined by the number of births per year per 1,000 women of childbearing age. |
fertility rate |
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acronym for Double Income, No Kids; a consumer segment with a lot of disposable income |
DINKS |
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a classification scheme that segments consumers in terms of changes in income and family composition and the changes to demands placed on this income;;(FLC) |
family life cycle (FLC) |
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a decision in which the group agrees on the desired purchase and differs only in terms of how it will be achieved;; ___________ purchase decision |
consensual purchase decision |
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the process of using bargaining, coercion, compromise, and the wielding of power to achieve agreement among group members who have different preferences or priorities;; _________________ purchase decision |
accommodative purchase decision |
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the definition of a household by family members that it presents to members and to those outside the family unit;;family ________ |
family identity |
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groups in companies and families that customer networks invest in products and services to help them reach collective identity goals;;________ ________ |
customer networks |
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mothers who "hover" around their kids and insert themselves into virtually all aspects of their lives |
helicopter moms |
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when one family member chooses a product for the whole family;;_____________ decision |
autonomic decision |
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decision involving both partners;vacation destination;;____________ decisions |
syncretic decisions |
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developing countries where analysts predict women will be a dominant force in the local economy |
sheconomy |
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blurring of sex roles in modern society; men and women increasingly express similar attitudes about balancing home life and work |
gender convergence |
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the individual who keeps track of the family's bills and decides how to spend any surplus funds |
family financial officer (FFO) |
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working mothers' attempts to compromise between conflicting cultural ideals of motherhood and professionalism;; ________ lifestyle |
juggling lifestyle |
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the rituals intended to maintain ties among family members, both immediate and extended;;primarily women;;___-network system |
kin-network system |
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a model of spousal decision making in which the husband and wife take a common view and act as joint decision makers, assigning each other well-defined roles and making mutually beneficial decisions to maximize the couple's joint utility;; Synoptic ______ |
synoptic ideal |
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___________ yielding occurs when a parental decision maker "surrenders" to a child's request |
Parental yielding |
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the process by which people acquire skills that enable them to function in the marketplace;;kids;; consumer __________________ |
consumer socialization |
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Marketers segment kids in terms of their stage of ___________ development, or their ability to comprehend concepts of increasing complexity as a person matures |
stage of cognitive development |
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***a perspective that argues for other types of intelligence, such as athletic prowess or musical ability, beyond the traditional math and verbal skills psychologists use to measure IQ;;ie:Dora the explorer;;_________-intelligence theory |
Multiple-intelligence theory |
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***A _______ includes a buyer, a seller, a product or service and other factors such as how the physical environment makes one feel. |
consumption situation |
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***Whichof the following best identifies what consumers primarily look for in products? |
quality and value |
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***Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli? |
the buyer's willingness to take risks |