Chapter 5

Question 1

Consumer buyer behaviour

Answer 1

The buying behaviour of final consumers - individuals and households that buy goods and services for personal consumption

Question 2

Consumer market

Answer 2

All the individuals and households that buy or acquire goods and services for personal consumption

Question 3

Culture

Answer 3

The set of basic values, perceptions, wants and behaviours learned by a member of society from family and other important institutions

Question 4

Cultural groups

Answer 4

A group of people with shared value systems based on common life experiences and situations

Question 5

Social class

Answer 5

Relatively permanent and ordered divisions in a society whose members share similar values, interests and behaviours

Question 6

Group

Answer 6

Two or more people who interact to accomplish individual or mutual goals

Question 7

Opinion leader

Answer 7

Person within a reference group who, because of special skills, knowledge, personality or other characteristics, exerts social influence on others

Question 8

Online social networks

Answer 8

Online social communities - blogs, social networking websites or even virtual worlds - where people socialise or exchange information and opinions

Question 9

Lifestyle

Answer 9

A person’s pattern of living as expressed in his or her activities, interests and opinions

Question 10

Personality

Answer 10

The unique physiological characteristics that distinguish a person or group

Question 11

Brand personality

Answer 11

The specific mix of human traits that may be attributed to a particular brand

Question 12

Motive

Answer 12

A need that is sufficiently pressing to direct the person to seek satisfaction of the need

Question 13

Perception

Answer 13

The process by which people select, organise and interpret information to form a meaningful picture of the world

Question 14

Learning

Answer 14

Changes in an individual’s behaviour arising from experience

Question 15

Belief

Answer 15

A descriptive thought that a person holds about something

Question 16

Attitude

Answer 16

A person’s consistently favourable or unfavourable evaluations, feelings and tendencies towards an object or idea

Question 17

Cognitive dissonance

Answer 17

Buyer discomfort caused by post-purchase conflict

Question 18

New product

Answer 18

A good, service or idea that is perceived by some potential customers as new

Question 19

Adoption process

Answer 19

The mental process through which an individual passes from first hearing about an innovation to final adoption

Question 20

Business buyer behaviour

Answer 20

The buying behaviour of the organisations 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

Question 21

Derived demand

Answer 21

Business demand that ultimately comes from (derives from) the demand for consumer goods

Question 22

Supplier development

Answer 22

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

Question 23

Straight rebuy

Answer 23

A business buying situation in which the buyer routinely reorders something without any modifications

Question 24

Modified rebuy

Answer 24

A business buying situation in which the buyer wants to modify product specifications, prices, terms or suppliers

Question 25

New task

Answer 25

A business buying situation in which the buyer purchases a product or service for the first time

Question 26

Systems selling

Answer 26

Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation

Question 27

Buying centre

Answer 27

All the individuals and units that play a role in the business purchase decision-making process

Question 28

Value analysis

Answer 28

Carefully analysing a product’s or service’s components to determine if they can be redesigned and made more effectively and efficiently to provide greater value

Question 29

E-procurement

Answer 29

Purchasing through electronic connections between buyers and sellers - usually online