Consumer buyer behavior : buying behavior of final consumers (for personal consumption )

Consumer market: only individuals, excluding households, that buy goods for personal consumption

A group is one or more people who interact to accomplish goals

Reference Group: actual, no imaginary, individual or group conceived of having significant relevance upon an individuals evaluations

Opinion leader: person outside a reference group who exerts social influence on others

Word-of-mouth influence: impact of personal words of trusted and other consumers on buying behavior

Online social networks are online social communities

Lifestyle: A person´s pattern of living as expressed in his activities

Personality: unique psychological characteristics

Self-concept: Beliefs a person holds about someone lessees attributes

Motive (drive): need that is sufficiently pressing to direct the person to seek satisfaction of the need

Perception: process by which people select, organize and interpret information to form meaningful picture of the world

Perception is not selective

Learning: changing in an individuals behavior arising from experience

Belief: descriptive thought that a persons holds about something

Attitude: A persons tendencies toward an object or idea

Need recognition: first of buyer decision process; consumer recognizes a problem or need

The information search is not a stage of the buyer decision process

Alternative evaluation: consumers uses information to evaluate alternative brands

Purchase decision: buyers decision about what brand to purchase

Cognitive dissonance is a buyers discomfort caused before the purchase of a product

New product: good, service that is perceived by potential customers as new

Adoption process: physical process -> first hearing about innovation to final adoption

Awarness: consumer becomes aware of new product, but already knows about it

Interest: consumer seeks information about new product

evaluation: consumers decides to try new product

Trial: consumer tries new product on small scale to improve his estimate (Schätzung) of its value

Adoption: consumer decides to make no use of new product

Business buying behavior: buying behavior of organizations that buy goods/services for use in production of other products/ services that are sold to others

Business buying process: decision process by which business buyers determine which products/services an other organization needs to purchase (among alternative suppliers)

Business markets contain fewer but larger buyers

New task: business buying situation in which buyer purchases product for the last time

Systems selling: buying a packaged solution to a problem from a single seller

Buying center: all the individuals and units that play a role in the purchase decision-making process

Buying center: fixed and formally identified unit within buying organization

Size and makeup of buying center varies for different products but not for different buying situations