Week 3 Flashcards
extended problem solving
car,house,education
limited problem solving
resturant, computer, phone
routine problem solving
gum, shampoo, cereal
situational influences
purchase task / reason for purchase
social surroundings
physical surroundings
temporal effect (time)
antecedent states (moods)
psychological influences
motivation: an energizing force that causes behaviour that satisfies a need
different levels of needs exist (Maslow’s hierarchy)
maslow’s hierarchy of needs
self-actualization needs: fulfillment of ambitions and hopes
esteem needs: status, respect, prestige
social needs: friendship, belonging, love
safety needs: freedom from harm, financial security
physiological needs: food, water, shelter
psychological influences
personality (competitive, easy-going)
self-concept (actual: how people actually see themselves) ideal (how people would like to see themselves)
perception: process of selecting, organizing interpreting info to create a meaningful picture of the world
psychographics
the analysis of consumer lifestyles that offers insight into behaviours
sociocultural influence
personal influence, family influence (consumer socialization, family life cycle, family decision-making), social class, culture and subculture
culture
set of values, ideas, and attitudes that are learned and shared among the member of a group
business marketing (B2B)
marketing to firms, governments, or non-profit organizations
organizational buyers
manufacturers, wholesalers, retailers, and government agencies that buy goods and services for their own use or for resale
different markets
industrial (agricultural, fishing, mining)
resellers (Lob-laws)
government (CBC)
non-profit (hospitals)
characteristics of organizational buying
derived demand, size of order/purchase, number of potential buyers, organizational buying objectives
B2B demand
derived demand
inelastic demand
fluctuating demand
derived demand
demand for industrial products and services is driven by demand for consumer products and services
inelastic demand
demand for products does not change because of increases or decreases in price
fluctuating demand
demand for business products and services fluctuates more than demand for consumer products and services
buying centre
group of people in an organization who participate in the buying process
roles in the buying center
users
influencers
buyers
deciders
stages of consumer and organizational purchases
problem recognition
information search
evaluation of alternatives
purchase decision
post-purchase behaviour
