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Study sets matching "marketing chapter 6 buyer"

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Study sets matching "marketing chapter 6 buyer"

25 terms
Chapter 6 Business Marketing and Buyer Behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (derives from) the…
systematic development of networks of supplier partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
33 terms
Chapter 6: business markets and business buyer behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
37 terms
Chapter 6: business markets and business buyer behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
20 terms
Chapter 6: Business Markets and Business Buyer Behavior
The buying behavior go organizations t…
The decision process by which business…
Which market is bigger: consumer marke…
Are there more or less buyers in the b…
Business buyer behavior
Business buying process
Business markets
less, but these buyers are larger
The buying behavior go organizations t…
Business buyer behavior
The decision process by which business…
Business buying process
25 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Straight Rebuy
The buying behavior of the organizations that buy goods and s…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
A business buying situation in which the buyer routinely reor…
Business Buyer Behavior
The buying behavior of the organizations that buy goods and s…
Business Buying Process
The decision process by which business buyers determine which…
25 terms
Marketing Chapter 6 Business Markets and Business buyer behavior
Business Buyer Behavior
Business Buying process
Derived Demand
Supplier Development
The buying behavior of organizations that... buy goods and servi…
The decision process by which business... buyers determine which…
Business demand that ultimately comes... from (derives from) the…
Systematic development of networks of... supplier-partners to en…
Business Buyer Behavior
The buying behavior of organizations that... buy goods and servi…
Business Buying process
The decision process by which business... buyers determine which…
26 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Supplier Development
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (services from) th…
Systematic development of networks of supplier-partners to en…
Business Buyer Behavior
The buying behavior of organizations that buy goods and servi…
Business Buying Process
The decision process by which business buyers determine which…
25 terms
Chapter 6: Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (derives from) the…
systematic development of networks of supplier-partners to en…
Business buyer behavior
the buying behavior of organizations that buy goods and servi…
Business buying process
the decision process by which business buyers determine which…
25 terms
Chapter 6: Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Supplier development
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from, derives from, the…
Systematic development of networks of supplier partners to en…
Business Buyer Behavior
The buying behavior of organizations that buy goods and servi…
Business Buying Process
The decision process by which business buyers determine which…
25 terms
Chapter 6 Business Market and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Supplier Development
The buying behavior of organizations that buy goos and servic…
decision process by which business buyers determine which pro…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
Business Buyer Behavior
The buying behavior of organizations that buy goos and servic…
Business Buying Process
decision process by which business buyers determine which pro…
33 terms
Chapter 6: Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Main differences between Business Mark…
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
Market structure and demand, the nature of the buying unit, a…
Business Buyer Behavior
The buying behavior of organizations that buy goods and servi…
Business Buying Process
The decision process by which business buyers determine which…
25 terms
Chapter 6 :: Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
p. 174... The buying behavior of organizations that buy goods an…
p. 174... The decision process by which business buyers determin…
p. 175... Business demand that ultimately comes from (derives fr…
p. 176... Systematic development of networks of supplier-partner…
Business buyer behavior
p. 174... The buying behavior of organizations that buy goods an…
Business buying process
p. 174... The decision process by which business buyers determin…
25 terms
Chapter 6: business markets and business buyer behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of orgs that buy goods and services for u…
the decision by which business buyers determine which product…
bsuiness deamnd that ult comes from (derives from) the demand…
systematic devlopment of networks of supplier-partners to ens…
business buyer behavior
the buying behavior of orgs that buy goods and services for u…
business buying process
the decision by which business buyers determine which product…
25 terms
Chapter 6: Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
derived demand
supplier development
the buying behavior or organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (derives from) the…
systematic development of networks of supplier-partners to en…
Business buyer behavior
the buying behavior or organizations that buy goods and servi…
Business buying process
the decision process by which business buyers determine which…
38 terms
Chapter 6: Business Markets and Business Buyer Behavior
business buyer behavior
business buying process
derived demnad
differences between business markets a…
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (derives from) the…
1. market structure and demand... 2. nature of the buying unit... 3…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
26 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
The buying behavior of orgs. that buy goods and services for…
Decision process by which business buyers determine which pro…
Business demand that ultimately comes from the demand or cons…
Systematic development of networks of supplier-partners to en…
Business buyer behavior
The buying behavior of orgs. that buy goods and services for…
Business buying process
Decision process by which business buyers determine which pro…
29 terms
Chapter 6: Business markets and Business buyer behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
Systematic development of networks of supplier-partners to en…
Business buyer behavior
The buying behavior of organizations that buy goods and servi…
Business buying process
The decision process by which business buyers determine which…
18 terms
Chapter 6: Business markets and business buyer behavior
what are other names for organizationa…
buyer types
producers
intermediares
industrial marketing and business to business
people purchasing in and for various kinds of organizations
manufacturer. they make something
most interested in the capability of the product. They buy st…
what are other names for organizationa…
industrial marketing and business to business
buyer types
people purchasing in and for various kinds of organizations
19 terms
Chapter 6: Business Markets and Business Buyer Behavior
Derived Demand
Buying center
Straight rebuy
Modified rebuy
Business demand that ultimately comes from (derives from) the…
All the individuals and units that play a role in the purchas…
A business buying situation in which the buyer routinely reor…
A business buying situation in which the buyer wants to modif…
Derived Demand
Business demand that ultimately comes from (derives from) the…
Buying center
All the individuals and units that play a role in the purchas…
25 terms
Chapter 6 - Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
Systematic development of networks of supplier-partners to en…
Business buyer behavior
The buying behavior of organizations that buy goods and servi…
Business buying process
The decision process by which business buyers determine which…
25 terms
Chapter 6 Business Markets and Business Buyer Behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
14 terms
Chapter 6 - Business Markets and Business Buyer Behavior
Buying Center
Users
Influencers
Buyers
All the individuals and units that play a role in the purchas…
Members of the buying organization who will actually use the…
People in an organization's buying center who affect the buyi…
People in an organization's buying center who make an actual…
Buying Center
All the individuals and units that play a role in the purchas…
Users
Members of the buying organization who will actually use the…
8 terms
Chapter 6: Business Markets and Business Buyer Behavior
business buyer behavior
derived demand
differences between B2B and B2C
supplier development
the buying behavior of organizations that buy goods and servi…
business demand ultimately comes from the demand for consumer…
B2B is much more complex, large sums of money economic consid…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
derived demand
business demand ultimately comes from the demand for consumer…
25 terms
Chapter 6: Business Markets and Business Buyer Behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (derives from) the…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
34 terms
Chapter 6 (Business Markets and Buyer Behavior)
Business buyer behavior
Business buying process
Nature of buying power
Supplier development
the buying behavior of organizations that buy goods and servi…
the process where business buyers determine which products an…
business buying decisions are more complex then costumer buyi…
the systematic development of networks of supplier-partners t…
Business buyer behavior
the buying behavior of organizations that buy goods and servi…
Business buying process
the process where business buyers determine which products an…
43 terms
Chapter 6 - Business Markets and Business Buyer Behavior
Business Customers
Business Buying Process
Business market is much larger than the
Main Differences between the business…
those that buy goods and services for use in producing their…
The decision process by which business buyers determine which…
Consumer Market
1. Market Structure and Demand... 2. The nature of the buying un…
Business Customers
those that buy goods and services for use in producing their…
Business Buying Process
The decision process by which business buyers determine which…
12 terms
Chapter 6 - Business markets and business buyer behavior
Consumer markets
Busniess market
Business buying process
Derived demand
All the individuals and households that buy or acquire goods…
Marketplaces where organizations purchase raw materials, natu…
Is the decision - making process by which: ... - business buyers…
Business demand that ultimately comes from (derives from) the…
Consumer markets
All the individuals and households that buy or acquire goods…
Busniess market
Marketplaces where organizations purchase raw materials, natu…
33 terms
Chapter 6: Business Markets and Business Buyer Behavio
business buyer behavior
Business buying process
Objective 1
different than consumer markets
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
bussiness Markets
large in size, far more dollars and items than in consumer ma…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
Business buying process
the decision process by which business buyers determine which…
25 terms
Chapter 6 Business markets and business buyer behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
The buying behavior of organizations that buy goods and servi…
The decision process by which business buyers determine which…
Business demand that ultimately comes from the demand for con…
Systematic development of networks of supplier-partners to en…
Business buyer behavior
The buying behavior of organizations that buy goods and servi…
Business buying process
The decision process by which business buyers determine which…
25 terms
Chapter 6: Business Markets and Business Buyer Behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
25 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Straight Rebuy
The buying behavior of the organizations that buy goods and s…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
A business buying situation in which the buyer routinely reor…
Business Buyer Behavior
The buying behavior of the organizations that buy goods and s…
Business Buying Process
The decision process by which business buyers determine which…
36 terms
Chapter 6: Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived Demand
Supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from the demand for con…
systematic development of networks of supplier-partners to en…
Business buyer behavior
the buying behavior of organizations that buy goods and servi…
Business buying process
the decision process by which business buyers determine which…
25 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Straight Rebuy
The buying behavior of the organizations that buy goods and s…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
A business buying situation in which the buyer routinely reor…
Business Buyer Behavior
The buying behavior of the organizations that buy goods and s…
Business Buying Process
The decision process by which business buyers determine which…
25 terms
Chapter 6 business markets business buyer behavior
business buyer behavior
business buying process
derived demand
suplier development
buying behavior of organization that buy good services for us…
decision process which business buyers determine which produc…
business demand that comes from the demand for consumer goods
systematic development of networks of supplier partners to en…
business buyer behavior
buying behavior of organization that buy good services for us…
business buying process
decision process which business buyers determine which produc…
26 terms
Chapter 6- Business Markets & Business Buyer Behavior:
Business Buyer Behavior:
Business Buying Process:
Main Differences between Business Mark…
Business Market Structure & Demand:
The buying behavior of organizations that buy goods & service…
The decision process by which business buyers determine which…
1) Market Structure & Demand... 2) Nature of the Buying Unit... 3)…
Business market normally deals w/ far fewer but far larger bu…
Business Buyer Behavior:
The buying behavior of organizations that buy goods & service…
Business Buying Process:
The decision process by which business buyers determine which…
24 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business buyer behavior
Business buying process
Derived demand
Supplier development
...
...
...
...
Business buyer behavior
...
Business buying process
...
37 terms
Chapter 6 Business Markets and Business Buyer Behavior
objectives
business buyer behavior
business buying process
business markets different than consum…
1) business markets... 2) business buyer behavior... 3) the busines…
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
large in size, far more dollars and items than in consumer ma…
objectives
1) business markets... 2) business buyer behavior... 3) the busines…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
24 terms
chapter 6 business market and business buyer behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the dicions process by which business buyers determine which…
business demand that ultimately comes from derices from the d…
systematic development of networks of suppiers partners to en…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the dicions process by which business buyers determine which…
21 terms
Chapter 6: Business Markets and Business Buyer Behavior
business buyer behavior
business buying process
derived demand
supplier development
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyer determine which…
business demand that ultimately comes from (derives from) the…
systematic development of networks of supplier- partners to e…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyer determine which…
25 terms
Chapter 6 Business Markets and Business Buyer Behavior
Business Buyer Behavior
Business Buying Process
Derived Demand
Straight Rebuy
The buying behavior of the organizations that buy goods and s…
The decision process by which business buyers determine which…
Business demand that ultimately comes from (derives from) the…
A business buying situation in which the buyer routinely reor…
Business Buyer Behavior
The buying behavior of the organizations that buy goods and s…
Business Buying Process
The decision process by which business buyers determine which…
27 terms
Chapter 6) Consumer Markets and Consumer Buyer Behavior
consumer (buyer behavior)
consumer market
culture
subculture
buying behavior of final consumers—individuals and households…
all individuals and households that buy or acquire goods and…
set of basic values, perceptions, wants, and behaviors learne…
• group of people with shared value systems based on common l…
consumer (buyer behavior)
buying behavior of final consumers—individuals and households…
consumer market
all individuals and households that buy or acquire goods and…
35 terms
Chapter 6- Business Markets & Business Buyer Behavior
Business Buyer Behavior:
Business Buying Process:
Main Differences between Business Mark…
Business Market Structure & Demand:
The buying behavior of organizations that buy goods & service…
The decision process by which business buyers determine which…
1) Market Structure & Demand... 2) Nature of the Buying Unit... 3)…
Business market normally deals w/ far fewer but far larger bu…
Business Buyer Behavior:
The buying behavior of organizations that buy goods & service…
Business Buying Process:
The decision process by which business buyers determine which…
24 terms
Chapter 6- (Business Markets and business Buyer Behavior) Marketing Exam #2
Business Buying Behavior:
Major Categories of Businesses:
NAICS System:
Business Markets
Buying behavior of organizations that buy g/s for use in prod…
Producers of Raw Materials... Manufacturers... Service organization…
North American Industry Classification System. Reports the nu…
• Fewer but larger buyers... • Derived demand-businesses demand…
Business Buying Behavior:
Buying behavior of organizations that buy g/s for use in prod…
Major Categories of Businesses:
Producers of Raw Materials... Manufacturers... Service organization…
18 terms
Chapter 6 business markets and business buyer behavior MKTG310
business buyer behavior
business buying process
derived demand
supplier demand
the buying behavior of organizations that buy goods and servi…
the decision process by which business buyers determine which…
business demand that ultimately comes from (Derives from) the…
systematic development of networks supplier- partners to ensu…
business buyer behavior
the buying behavior of organizations that buy goods and servi…
business buying process
the decision process by which business buyers determine which…
24 terms
Buyer Behavior Chapter 6
Associative Network
Schema
Brand Equity
Chunking
a memory system that organizes individual units of informatio…
an organized collection of beliefs and feelings represented i…
a brand that has strong positive associations in a consumer's…
a process in which information is stored by combining small p…
Associative Network
a memory system that organizes individual units of informatio…
Schema
an organized collection of beliefs and feelings represented i…
11 terms
chapter 6 buyer behavior
Brand personality- Competencew
brand personality excitement
brand personality ruggedness
brand personality sincerity
Maytag "depend on us"
mountain dew
ford trucks
wrangler
Brand personality- Competencew
Maytag "depend on us"
brand personality excitement
mountain dew
23 terms
Buyer Behavior- Chapter 6
Associative Network
Brand Equity
Chunking
Classical Conditioning
What's in your mind; remember by set of relationship
Opinion of a brand from us/other
Used to encode manageable parts of info at a time; makes reca…
Stimulus associated with a response; pairing one thing with a…
Associative Network
What's in your mind; remember by set of relationship
Brand Equity
Opinion of a brand from us/other
39 terms
Buyer Behavior Chapter 6
peripheral route to persuasion
Peripheral cues
thin slice judgements
thin slice judgements and body feedback
aspects other than key message arguments that are used to inf…
easily processed aspects of a message, such as music, an attr…
evaluations made after very brief observations
Two unconscious influences being researched
peripheral route to persuasion
aspects other than key message arguments that are used to inf…
Peripheral cues
easily processed aspects of a message, such as music, an attr…
47 terms
Buyer Behavior: Chapter 6
Needs
Motives
Goals
Requirements for a motivated state
are internal forces that prompt behavior toward goal-oriented…
are tension states that push us to act in order to satisfy a…
are the sought-after objectives of motivation
Arousal... Direction
Needs
are internal forces that prompt behavior toward goal-oriented…
Motives
are tension states that push us to act in order to satisfy a…
32 terms
Buyer Behavior Chapter 6
Associative Network
Schema
Brand Equity
Chunking
a memory system that organizes individual units of informatio…
an organized collection of beliefs and feelings represented i…
a brand that has strong positive associations in a consumer's…
a process in which information is stored by combining small p…
Associative Network
a memory system that organizes individual units of informatio…
Schema
an organized collection of beliefs and feelings represented i…
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