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Flashcards in Chapter 4 Deck (16):
1

What are internal behaviors that affect your choices?

Personal Characteristics
Psychological Attributes

2

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

3

What internal personal characteristics affect your choices?

Demographics
Life Cycle Stage (age)
Occupation
Lifestyle
Gender
Income
Education

4

What internal psychological attributes affect your choices?

Motivation
Attitude
Perception
Learning
Personality

5

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

6

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.

1. Physiological
2. Safety
3. Love/Social
4. Self-Esteem
5. Self-Actualization

7

What is Herzberg's Two Factor Theory and it's Key Elements?

Certain factors in the workplace result in job satisfaction

1. Motivators (challenging work, recognition, & Responsibility)
2. Hygiene Factors (status, job security, salary, & benefits)

8

What is Aldelfer's ERG Theory and it's Key Elements?

Expansion on Maslow's hierarchy, placing needs in 3 categories

1. Existence
2. Relatedness
3. Growth

9

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.

1. Need for Achievement
2. Need for Power
3. Need for Affiliation

10

What are the 5 stages of the decision making process?

1. Problem Recognition
2. Search for Information
3. Evaluation of Alternatives
4. Product Choice Decision
5. Post-Purchase Decision

11

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

12

value of goods and services individuals receive through the public sector.

Public consumption

13

the value of the consumption goods and services acquired and consumed by households.

Private consumption

14

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

15

decision making that happens in day to day life like buying a soap or shampoo

Routine decision making

16

decision making used when product is a very high involvement product, possible a high investment product as well.

Extensive decision making