Chapter 5 Flashcards
(14 cards)
What economic needs influence a buyers decision?
Economy of Purchase or use
Convenience
efficiency in use
dependability
how do psychological variables affect an individuals buying behavior?
motivation perception learning attitude trust lifestyle
how do social influences affect an individuals buying behavior?
family social class reference groups culture ethnic groups
how do characteristics of the purchase situation influence consumer behavior?
purchase reason
time
surroundings
- personal needs?
concerned with an individuals need for personnel satisfaction, unrelated to what others do
ex. freedom, fun, accomplishment and relaxation
- social needs?
derived from a person interactions with others
ex. friendship, status, esteem, love
- safety needs?
concerned with protection and physical well being
ex. health, medicine, exercise and security
- physiological needs?
most basic needs people experience
ex. food, liquid, rest and sex
what is selective exposure?
means the consumer seek out and notice only the information that interest them
what is retention?
means that consumer only remember what they want to remember
what is perception?
people screen out or modify ideas, messages, and information that conflict with previously learned attitudes and beliefs
what are reference groups?
the people to whom an individual looks to when forming attitudes about particular topics
what are opinion leaders?
people who influence others, can provide important word of mouth advertising. marketers can use opinion leaders as endorsers for their product.
what is a drive, need and want?
- a strong internal stimulus that encourages action to reduce a need. 2. basic forces that motivate to do something. 3. ;earned needs, that is, they are needs expressed as a desire for a particular need-satisfier.
