| A | B |
|---|
| attitude | a frame of mind developed from a person''s values, beliefs, and feelings |
| business consumers | those who buy goods and services to produce and market other goods and services or for resale |
| buying behavior | the decision processes and actions of consumers as they buy services and products |
| consumer behavior | the study of consumers and how they make decisions |
| consumer decision-making process | the process by which consumers collect information and choose among alternatives |
| culture | the history, beliefs, customs, and traditions of a group |
| emotional motives | the forces of love, affection, guilt, fear, or passion that compel consumers to buy |
| buying motives | the reasons that people buy |
| lifestyle | the way a person lives as reflected by material goods, activities, and relationships |
| final consumers | those who buy a product or service for personal use |
| motivation | the set of positive or negative factors that direct individual behavior |
| patronage motives | the reason to buy based on loyalty |
| personal identity | the characteristics and character that make a person unique |
| personality | an enduring pattern of emotions and behavior that define an individual |
| rational motives | the reason to buy based on facts or logic |
| reference group | a group of people or an organization that an individual admires, identifies with, and wants to be a part of |
| self-concept | an individual''s belief about his or her identity, image, and capabilities |
| want | an unfulfilled desire |
| need | anything you require to live |
