| A | B |
|---|
| Rational Motives | Businesses use this motive to make purchases |
| Purchase | After evaluating, making a decision |
| Business consumer | Buys goods and services to sell to others |
| Emotional Motives | Hallmark cards play on this type of buying motive |
| Post-Purchase evaluation | Assess after buying |
| Final consumer | Buys goods and services to use |
| Consumer Behavior | How consumers make decisions |
| Want | A desire |
| Need | Oxygen and water |
| Hierarchy of Needs | Created by Maslow; requirements are met one level at a time |
| Self-Actualization | Realizing your potential |
| Social | Having friends |
| Esteem | Respect |
| Security | Having a home |
| Physiological | Food, sleep, water |
| Buying Motives | Reason to buy |
| Patronage Motives | Buying because that's what you've always bought |
| Buying behavior | The processes and actions of consumers as they buy |
| Consumer decision-making process | Collect information to make the best choice possible |
| Evaluation of alternatives | Assess different choices |
| Problem recognition | "I need to buy...." |
| Information search | Looking for information of various products |
| Personality | Enduring patterns of behavior |
| Social class | Lifestyle common to a group of people |
| Cultural environment | Beliefs passed from one generation to the next |
| Reference groups | Peers, family, church, co-workers. |
| Routine decision making | Inexpensive, little effort |
| Limited decision making | Purchased infrequently; for example, furniture |
| Extensive decision making | Expensive; go through all 5 steps of decision-making process |
