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32 Cards in this Set

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  • Back
economic buyers
people who know all the facts and logically compare choices to get the greatest satisfaction.
economic needs
needs concerned with making the best use of a consumer's time and oney
needs
the basic forces that motivate a person to do something
wants
"needs that are learned during a person's life
drive
strong stimulus that encourages action to reduce a need
physiological needs
biological needs-food, rest, liquid
safety needs
concerned with protection and physical well-being (health, financial security, medicine, exercise)
social needs
concerned with love, friendship, status, and esteem
personal needs
needs for personal satisfaction
perception
how we gather and interpret information from the world around us
selective exposure
our eyes and minds seek out and notice only information that interest us
selective perception
we screen out or modify ideas, messages, and information that conflict with our previously learned attitudes and beliefs
selective retention
we remember only what we want to remember
learning
a change in a person's though process caused by prior experience
cues
products, signs, ads, and other stimuli in the environment
response
an effort to satisfy a drive
reinforcement
the learning process occurs when the response is followed by satisfaction
attitude
a person's point of view toward something
belief
a person's opinion about something
expectation
an outcome or event that a person anticipates or looks forward to
Trust
The confidence a person has in the promises or actions of another person.
Psychographics (lifestyle analysis)
the analysis of a person's day to day pattern of living as expressed in that person's activities, interest, and opinions (AIO dimensions)
social class
a group of people who have approximately equal social position as viewed by others in society
reference group
the people to whom an individual looks when forming attitudes about a particular topic
opinion leader
a person who influences others
culture
the whole set of beliefs attitudes and ways of doing things of a reasonably homogenous set of people
extensive problem solving
they put much effort into deciding how to satisfy a need
limited problem solving
some effort is required in deciding the best way to satisfy a need
routinized response behavior
regularly selecting a specific way of satisfying a need when it occurs
low-involvement purchases
purchases that have little importance or relevance for the customer
dissonance
feeling of uncertainty about whether the correct decision was made
adoption process
awareness, interest, evaluation, trial decision, confirmation