Flashcards in Chapter 4 Deck (16)
What are internal behaviors that affect your choices?
What are external behaviors that affect your choices?
What internal personal characteristics affect your choices?
Life Cycle Stage (age)
What internal psychological attributes affect your choices?
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.
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)
What is Aldelfer's ERG Theory and it's Key Elements?
Expansion on Maslow's hierarchy, placing needs in 3 categories
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
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
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
value of goods and services individuals receive through the public sector.
the value of the consumption goods and services acquired and consumed by households.
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