UNDERSTANDING BUYERS AND MARKETS Flashcards

1
Q

is the process through which the
ultimate buyer makes purchase
decisions from toothbrushes to
automobiles to vacations.

A

Consumer Behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

was a German-
American psychologist, known as one of the modern pioneers
of social, organizational, and applied psychology in the United States.

A

Kurt Lewin

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

INTERPERSONAL DETERMINANTS OF CONSUMER BEHAVIOR

A
  1. CULTURAL INFLUENCES
  2. FAMILY INFLUENCES
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

PERSONAL DETERMINANTS OF CONSUMER BEHAVIOR

A
  1. NEEDS AND MOTIVES
  2. PERCEPTIONS
  3. ATTITUDES
  4. LEARNING
  5. SELF-CONCEPT THEORY
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Psychologist Abraham H. Maslow developed a
theory that characterized needs and arranged
them into a hierarchy.

A

MASLOW’S HIERARCHY OF NEEDS

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

FOOD, WATER, MEDICINES

A

PHYSIOLOGICAL

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

HEALTH AND LIFE INSURANCE

A

SAFETY

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

COSMETIC, FOOD, ENTERTAINMENT

A

BELONGINGNESS

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

FASHION, JEWELRY, GOURMET FOODS

A

ESTEEM

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

EDUCATION, CULTURAL EVENTS, SPORTS

A

SELF- ACTUALIZATION

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

*Organizational sales and
purchases of goods and services
to support production of other
products, to facilitate daily
company operations, or for resale.

A

BUSINESS TO BUSINESS

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

In the components of B2B market, the
largest segment of the business market
is the

A

CONSUMER MARKET

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Demand for a
resource that results from
demand for the goods and
services produced by that
resource.

A

DERIVED DEMAND

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Demand
for a product that depends
on the demand for another
product used in combination
with it.

A

JOINT DEMAND

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Demand that,
throughout an industry, will
not change significantly
due to a price change.

A

Inelastic
Demand

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Group of people
with sufficient
purchasing power,
authority, and
willingness to buy.

A

MARKET

17
Q

Specific group of
people a firm
believes is most
likely to buy its
goods and services.

A

TARGET MARKET

18
Q

Division
of the total market
into smaller,
relatively
homogeneous
groups.

A

MARKET SEGMENTATION

19
Q

4 TYPES OF SEGMENTATION

A
  1. DEMOGRAPHIC
  2. PSYCHOGRAPHIC
  3. BEHAVIORAL
  4. GEOGRAPHIC
20
Q

-NATION
-STATES
-REGIONS

A

GEOGRAPHIC

21
Q

a precise form of audience
identification based on data points
like age, gender, marital status,
family size, income, education,
race, occupation, nationality,
and/or religion.

A

DEMOGRAPHIC

22
Q

Division
of a population into groups
having similar attitudes,
values, and lifestyles.

A

PSYCHOGRAPHIC SEGMENTATION

23
Q

Buyers are divided into groups
based on their knowledge,
attitude, and use or response to a
product.

A

BEHAVIORAL SEGMENTATION