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
