Personal Selling Mod 2

Front 1

need activated state

Back 1

the discrepancy between the actual state of being and the desired state of being.

Front 2

goal directed behavior

Back 2

the search for and acquisition of solution that brings the new actual state into line with the desired state.

Front 3

motivation

Back 3

a need activated state within a buyer that leads to some specific goal directed behavior in the form of a purchase decision.

Front 4

derived demand

Back 4

denotes that the demand in business markets is closely associated with the demand for consumer goods.

Front 5

acceleration principle

Back 5

the demand for goods and services in the business market is more volatile than that of the consumer market.

Front 6

business buyers' buying process

Back 6

1) recognition of the problem or need
2) determination of the characteristics of the item and the quantity needed
3) description of the characteristics of the item and the quantity needed.
4) search for and qualification of potential sources
5) acquisition and analysis of proposals
6) evaluation of proposals and selection of suppliers
7) selection of an order routine
8) performance feedback and evaluation

Front 7

needs

Back 7

the result of a gap between buyers' desired states and their actual states.

Front 8

situational needs

Back 8

related to the specific environment, time, and place (emergency car repair)

Front 9

functional needs

Back 9

represents the need for a specific core task or function to be performed

Front 10

social needs

Back 10

the need for acceptance from and association with others.

Front 11

psychological needs

Back 11

the desire for feelings of assurance and risk reduction, as well as positive emotions and feelings such as success, joy, excitement, and stimulation.

Front 12

knowledge needs

Back 12

the desire for personal development, information, and knowledge to increase thought and understanding as to how and why things happen.