| A | B |
|---|
| Benefit | An advantage consumers receive from using a product. |
| Buying motives | The reasons or benefits that cause people to make purchases to satisfy want and needs; customer's rason for buying goods and services; why people buy. |
| Dominant buying motive | The reason for making a purchase that has the greatest influence on a customer's buying decision. |
| Emotional motives | Reasons for buying that involve an appeal to the customer's emotions or feelings. |
| Empathetic | Acting according to an intellectual identification with the thoughts, feelings, values, attitudes, and/or actions of another person. |
| Feature | A fact about or characteristic of a product |
| Need | Something required or essential tha is lacking. |
| Patronage | Loyalty to a particular business. |
| Prestige | Important, distinquished, or lofty in status; regarded with respect. |
| Rational motives | Reasons for buying that appeal to the sense of reason or judgement. |
| Raw materials | Items in their natural state or condition |
| Regulations | An established set of rules. |
| Vendor | A supplier of goods, usually a wholesaler or distributor. |
| Want | A desire for something that may or may not be required. |
