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People who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money. |
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Needs that are concerned with making the best use of a consumer's time and money - as the consumer judges it. |
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What is left of income after paying taxes and paying for necessities |
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The basic forces that motivate a person to do something |
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“Needs” that are learned during a person’s life |
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A strong stimulus that encourages action to reduce a need |
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Concerned with biological needs – food, liquid, rest, and sex |
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Concerned with protection and physical well-being (perhaps involving health, security, medicine, and exercise) |
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| Concerned with love, friendship, status, and esteem – things that involve a person’s interaction with others |
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| Concerned with an individual’s need for personal satisfaction – unrelated to what others think or do |
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| How we gather and interpret information from the world around us |
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| Our eyes seek out and notice only information that is interesting to us |
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| The screening out or modification of our ideas, messages, and information that conflicts with our previously learned attitudes and beliefs |
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| Remembering only what we want to remember |
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| A change in a person’s thought process caused by prior experience |
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| Products, signs, ads, and other stimuli in the environment |
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| An effort to satisfy a drive |
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| Occurs when the response to the drive is followed by reinforcement – that is, reduction in the drive |
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A person’s point of view toward something
(Like vs. Dislike) |
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A person’s opinion about something
(Positive vs. Negative) |
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| An outcome or event that a person anticipates or looks forward to |
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PYSCHOGRAPHICS
(LIFESTYLE ANALYSIS)
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| The analysis of a person’s day-to-day pattern of living as expressed in that person’s Activities, Interests, and Opinions – sometimes referred to as AIOs |
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| People whose children are grown and who are now able to spend their money in other ways |
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| A group of people who have approximately equal social position as viewed by others in society |
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| The people to whom an individual looks when forming attitudes about a particular topic |
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| A person who influences others |
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| The whole set of beliefs, attitudes, and ways of doing things of a reasonably homogenous set of people |
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EXTENSIVE PROBLEM SOLVING
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| When someone puts much effort into deciding how to satisfy a need – as is likely for a completely new purchase or to satisfy an important need |
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| Used by most consumers when some effort is required in deciding the best way to satisfy a need |
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ROUTINIZED RESPONSE BEHAVIOR
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| When an individual regularly selects a particular way of satisfying a need when it occurs |
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LOW-INVOLVEMENT PURCHASES
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| Purchases that have little importance or relevance for the customer |
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| The feeling of uncertainty about whether or not the correct decision was made |
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| The steps an individual goes through on the way to accepting or rejecting a new idea |
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