| A | B |
|---|
| consumer behavior | the study of consumers and how they make decisions |
| final consumers | buy products or services for personal use |
| business consumers | buy goods and services to resell or for use in producing and marketing other goods and services |
| need | anything that you require to live |
| want | a culturally defined way to fulfill that need |
| motivation | the set of positive or negative factors that direct individual behavior |
| buying motives | the reasons that you buy |
| hedonic motives | reasons to purchase based on feelings and emotions |
| rational motives | reasons to buy based on facts or logic |
| patronage motives | reason to purchase based on loyalty to a particular business or brand |
| buying behavior | the decision processes and actions of consumers as they buy services and products |
| consumer decision-making process | the process by which consumers collect and analyze information to make choices among alternatives |
| personal identity | consists of the characteristics that make a person unique |
| personality | a pattern of emotions and behaviors that define an individual |
| attitude | a frame of mind developed from a person's values, beliefs, and feelings |
| self-concept | an individual's belief about his or her identity, image, and capabilities |
| lifestyle | the way a person lives as reflected by material goods, activities, and relationships |
| reference group | a group of people or an organization that an individual admires, identifies with, and wants to be a part of |
