| A | B |
|---|
| Consumer Behavior | Describes how consumers make buying decisions, choose among alternates, use products |
| Need | Anything you require for survival |
| Want | Something that is desired |
| Scarcity | The idea that resources used in production of products are limited. |
| Five steps | Recognize a need or desire, gather info about alternatives, evaluate and narrow down choices, purchase best choice, evaluate purchase |
| Routine | Frequently purchases, low cost products that require little thought |
| Limited | Expensive items, less frequently purchased |
| Extensive | Major, infrequent purchase decisions |
| New | Involves buying a product or service for first time |
| Modified | Consumers make new decisions about a product they have bought before |
| Repeat | Buying same products and services over and over again |
| Convenience | Bought regularly without planning |
| Staple Products | Routine purchases for products like milk and paper towels |
| Impulse products | Purchases with no advance planning like gum and candy |
| Emergency Purchases | Purchases due to an urgent need like rood and car repairs |
| Shopping | Products that consumers want to own after they meet personal needs |
| Specialty | Products that have strong brand loyalty |
| Unsought | Products that are not actively sought out by consumers |
| Motivation | An incentive or reason for doing something |
| Buying Motives | Driving forces that cause consumers to buy products and services |
| Emotional MOtives | Purchases are based on feelings, beliefs, or attitudes |
| Rational Motives | Purchases based on facts and logic |
| Patronage Motives | Purchases based on loyalty |
| Personality | Individual's emotions, traits, behaviors influence their purchase decisions |
| Gender | Men and women have different needs |
| Age | Wants and needs change as people get older |
| Culture | Shared attitudes and behaviors of a social group influence choices |
| Social Influences | Whom you interact with on regular basis can influence your buying behavior |
| Marketing Influences | Advertising appeals to a strong need or want within the consumer |
