CH 10.2 Customers

Focuses on building long-term relationships with customers.

• social influence

• database marketing

• relationship selling

• telemarketing

System of gathering, storing, and using customer data for marketing directly to customers based on their histories.

• poll

• database marketing

• survey

• multi-level marketing

Influence that comes from the society in which a person lives.

• psychological influence

• situational influence

• personal influence

• social influence

Influence that comes from within a person or why a person has specific needs and wants

• psychological influence

• situational influence

• personal influence

• social influence

B2C influence that comes from the environment. The weather, store location, time of day, and promotions

• psychological influence

• situational influence

• personal influence

• social influence

Influence that makes each individual unique. Such as gender, age, race, income level

• psychological influence

• situational influence

• personal influence

• social influence

Purchase made with no planning or research.

• impulse buying decision

• limited buying decision

• routine buying decision

• extensive buying decision

Purchase made quickly and with little thought.

• impulse buying decision

• limited buying decision

• routine buying decision

• extensive buying decision

Purchase that requires some amount of research and planning

• impulse buying decision

• limited buying decision

• routine buying decision

• extensive buying decision

Purchase that involves a great deal of research and planning.

• impulse buying decision

• limited buying decision

• routine buying decision

• extensive buying decision