Chapter 4 Flashcards
What are internal behaviors that affect your choices?
Personal Characteristics
Psychological Attributes
What are external behaviors that affect your choices?
Cultural Factors -Culture -Subculture Situational Factors -Physical Surroundings -Personal circumstances -Time Social Factors -Family -Social class -Opinion leaders -Reference groups
What internal personal characteristics affect your choices?
Demographics Life Cycle Stage (age) Occupation Lifestyle Gender Income Education
What internal psychological attributes affect your choices?
Motivation Attitude Perception Learning Personality
Name the 4 Contemporary Theories of Motivation.
Maslow’s Hierarchy of Needs Theory
Harzberg’s Two Factor Theory
Aldelfer’s ERG Theory
McClelland’s Achievement Motivation Theory
What is Maslow’s Hierarchy of Need Theory and it’s Key Elements?
Humans have wants and needs that influence their behavior. People advance only to the next level if the lower needs are met.
- Physiological
- Safety
- Love/Social
- Self-Esteem
- Self-Actualization
What is Herzberg’s Two Factor Theory and it’s Key Elements?
Certain factors in the workplace result in job satisfaction
- Motivators (challenging work, recognition, & Responsibility)
- Hygiene Factors (status, job security, salary, & benefits)
What is Aldelfer’s ERG Theory and it’s Key Elements?
Expansion on Maslow’s hierarchy, placing needs in 3 categories
- Existence
- Relatedness
- Growth
What is McClelland’s Achievement Motivation Theory and it’s Key Elements?
There are 3 categories of needs ad people differ in the degree to which the various needs influence their behavior.
- Need for Achievement
- Need for Power
- Need for Affiliation
What are the 5 stages of the decision making process?
- Problem Recognition
- Search for Information
- Evaluation of Alternatives
- Product Choice Decision
- Post-Purchase Decision
A significant outcome of an individual’s motivation that mediates the product choice decision. It is activated by three elements:background and psychological profile, aspirational focus, and the environment at the time of purchase decision
Involvement
value of goods and services individuals receive through the public sector.
Public consumption
the value of the consumption goods and services acquired and consumed by households.
Private consumption
consumer decision making that is used when we are purchasing products that we are familiar with, but still need to gather more information about which brand or model will best fit our needs.
Limited decision making
decision making that happens in day to day life like buying a soap or shampoo
Routine decision making
