Marketing-Ch 6
reference groups
a group of people that an individual admires, identifies with, and wants to be a part of
physiological
according to Maslow, the need for food, water, sleep, shelter, and air
social
according to Maslow, the need for friends, love, and belonging
security
according to Maslow, the need for physical safety and economic security
esteem
according to Maslow, the need for respect and recognition
self-actualization
according to Maslow, the ultimate psychological need that arises after basic physical and psychological needs are met and self-esteem is achieved; the motivation to fulfill one's potential
ethnicity
affiliation or identity within a group of people bound by common ancestry and culture
self-concept
an individual's belief about his or her identity, image, and capabilities
needs
anything you require to live
personal identity
characteristics that make a person unique
final consumers
consumers who make purchases for personal use
business consumers
consumers who make purchases for resale
extensive decision making
decision making for expensive purchases or purchases consumers spend a great deal of time and effort evaluating
routine decision making
decision making for purchases made frequently
limited decision making
decision making that takes more time; often it is associated with more expensive products or purchased less frequently
personality
enduring pattern of emotions and behaviors that define an individual
attitude
frame of mind developed from a person's values, beliefs, and attitudes
social environment
groups and organizations that people live and interact with on a regular basis
culture
history, beliefs, customs, and traditions of a group
age
how long something has existed
Abraham Maslow
humanistic psychologist known for his "Hierarchy of Needs"
steps of the consumer decision-making process
problem recognition information search alternative evaluation purchase post-purchase evaluation
patronage motives
reason to purchase based on loyalty
rational motives
reasons to purchase based on facts or logic
emotional motives
reasons to purchase based on feelings, beliefs, or attitutes
types of decision making
routine limited decision extensive
examples of rational motives
saving time or money
breakeven point
the amount of sales at which net sales is equal to total costs
gender
the classification of being male or female
buying behavior
the decision processes and actions of consumers as they make purchases
consumer decision-making process
the process by which consumers collect and analyze information to make choices among alternatives
buying motives
the reasons that you buy
motivation
the set of positive or negative factors that direct individual behavior
consumer behavior
the study of consumers and how they make decisions
lifestyle
the way a person lives as reflected by material goods, activities, and relationships
want
unfulfilled desire
examples of emotional motives
use of love, affection, guilt, fear or passion
