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| . Benefit: An advantage consumers receive from using a product |
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| 2. Buying motives: The reasons or benefits that cause people to make purchases to satisfy wants and needs; customer’s reason for buying goods or services; why people buy |
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| 3. Dominant buying motive: The reason for making a purchase that has the greatest influence on a customer’s buying decision |
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| 4. Emotional motives: Reasons for buying that involve an appeal to the customer’s emotions or feelings |
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| 5. Empathetic: Acting according to an intellectual identification with the thoughts, feelings, values, attitudes, and/or actions of another person |
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| 6. Feature: A fact about or characteristic of a product |
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| 7. Need: Something required or essential that is lacking |
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| 8. Patronage: Loyalty to a particular business |
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| 9. Prestige: Important, distinguished, or lofty in status; regarded with respect |
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| 10. Rational motives: Reasons for buying that appeal to the sense of reason or judgment |
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| 11. Raw materials: Items in their natural state or condition |
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| 12. Regulations: An established set of rules |
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| 13. Vendor: A supplier of goods, usually a wholesaler or distributor |
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| 14. Want: A desire for something that may or may not be required |
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