Marketing-Ch 6

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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


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