Chapter 5 Flashcards
People who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money
Economic buyers
These are needs concerned with making the best use of the consumers time and money
Economic needs
What is discretionary income
What is left of income after paying taxes and paying for necessities
What are needs
The basic forces that motivate a person to do something
What Are wants
Needs that are learned during a persons life
It’s strong stimulus that encourages action to reduce the need
Drive
Biological needs such as the need for food drink rest and sex
Physiological need
Needs concerned with protection and physical well-being
Safety needs
Needs concerned with love friendship status and esteem
Social needs
Individuals need for personal satisfaction
Personal needs
How we gather and interpret information from the world around us
Perception
Selective exposure
Our eyes and mind seek out and noticed only information that interests us
What is selective perception
People screen out or modify ideas messages and information that conflict with previously learned attitudes and beliefs
What is selective retention
People remember only what they want to remember
A change in a person’s thought process is caused by a prior experience
Learning
Product signs ads and other stimuli
Cues
An effort to satisfy a drive
Response
Occurs in the learning process for the consumers responses followed by satisfaction
Reinforcement
What is an attitude
A persons point of view toward something
What is a belief
A person’s opinion towards something
Outcome or event that a person anticipates or look forward to
Expectation
Confidence a person has in the premises or actions of another person
Trust
The analysis of a persons day-to-day pattern of living that is expressed in that person’s AIO
Psychographics
The analysis of a persons day-to-day pattern of living in his express and that person is AIO
Lifestyle analysis
People whose children are grown and who are now able to spend money their own ways
Empty-nesters
Group of people who have approximately equal social position is viewed by others
Social class
The people to whom an individual looks from forming attitudes about a particular topic
Reference group
Person who influences others
Opinion leader
Whole set of beliefs attitudes and ways of doing things I’m on a reasonably homogenous set of people
Culture
What is extensive problem-solving
Type of problem solving consumers use for a completely new or important need
What is Limited problem-solving
When a consumer is willing to put some effort into deciding the best way to satisfy a need
What is routinized response behavior
When consumers regularly select a particular way of satisfying a need when it occurs
What is a low involvement purchase
They purchased that has a little importance or relevance for the customer
What is dissonance
Tension caused by uncertainty about the rightness of the decision
The steps individuals go through on the way to excepting a rejecting a new idea
Adoption processm
