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32 Cards in this Set
- Front
- Back
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Economic Buyers
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people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money
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Economic Needs
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are concerned with making the best use of a consumer's time and money
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Needs
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the basic forces that motivate a person to do something
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Wants
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"needs" that are learned during a person's life
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Drive
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a strong stimulus that encourages action to reduce a need
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Physiological Needs
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concerned with biological needs- food, liquid, rest, and sex
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Safety Needs
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concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise.)
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Social Needs
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concerned with love, friendship, status, and esteem-things that involve a person's interaction with others
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Personal needs
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concerned with an individual's need for personal satisfaction- unrelated to what others think or do
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Perception
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how we gather and interpret information from the world around us
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Selective Exposure
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our eyes and minds seek out and notice only information that interests us.
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Selective perception
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we screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs
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Selective Retention
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we remember only what we want to remember
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Learning
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a change in a person's thought processes caused by prior experience
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Cues
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products, signs, ads, and other stimuli in the environment
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Response
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an effort to satisfy a drive
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Reinforcement
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occurs when the response is followed by satisfaction
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Attitude
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a person's point of view toward something
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Belief
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a person's opinion about something
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Expectation
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an outcome or event that a person anticipates or looks forward to
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Trust
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the confidence a person has in the promises or actions of another person, brand, or company
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Psychographics or Lifestyle Analysis
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the analysis of a person's day to day pattern of living as expressed in that person's Activities, Interests, and Opinions (AIOs)
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Social Class
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a group of people who have approximately equal social position as viewed by others in the society
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Reference Group
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the people to whom an individual looks when forming attitudes about a particular topic
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Opinion Leader
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a person who influences others
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Culture
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the whole set of beliefs, attitudes, and ways of doing things of a reasonably homogeneous set of people
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Extensive Problem Solving
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put much effort into deciding how to satisfy a need
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Limited Problem Solving
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some effort is required in deciding the best way to satisfy a need
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Routinized Response Behavior
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he or she regularly selects a particular way of satisfying a need when it occurs
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Low-involvement Purchases
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purchases that have little importance or relevance for the customer
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Dissonance
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a feeling of uncertainty about whether the correct decision was made
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Adoption Process
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the steps individuals go through on the way to accepting or rejecting a new idea
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