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Definition
| Refers to the processes that lead people to behave as they do. It occurs when a need is aroused that the consumer wishes to satisfy. |
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Definition
| Creates a state of tension that drives the consumer to attempt to reduce or eliminate it. |
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| A desire to achieve some functional or practical benefit, as when a person loads up on green vegetables for nutritional reasons. |
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Definition
| An experiential need, involving emotional responses or fantasies, as when basil longs for a juicy steak. |
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Definition
| The consumer's desired end state. |
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Definition
| The magnitude of the tension it creates determines the urgency the consumer feels to reduce it. |
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Definition
| The particular form of consumption chosen to satisfy a need. |
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Definition
| The degree to which a person will expend energy to reach one goal as opposed to another reflects his or her motivation to attain that goal. |
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Term
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Definition
| Focuses on biological needs that produce unpleasant states of arousal. |
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Term
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Definition
| This state activates goal-oriented behavior, which attempts to reduce or eliminate this unpleasant state and return to a balance. |
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Definition
| Suggests that expectations we will achieve desirable outcomes- positive incentives- rather than being pushed from within motivate our behavior. |
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Term
| Theory of Cognitive Dissonance |
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Definition
| Is based on the premise that people have a need for order and consistency in their lives and that a state of dissonance exists when beliefs or behaviors conflict with on another. |
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Term
| Maslow's Hierarchy of Needs |
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Definition
-Psychological- Water, sleep, food.
-Safety- Security, shelter, protection.
-Belongingness- Love, friendship, acceptance by others.
-Ego Needs- Prestige, status, accomplishment
-Self- Actualization- Self-fulfillment, enriching experiences.
-Social- "I can share m |
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Term
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Definition
| Is a "person's perceived relevance of the object based on their inherent needs, values, and interests." |
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Definition
| Is a belief that some condition is preferable to its opposite. |
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Term
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Definition
| Desired end states, that apply to many different cultures. |
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Term
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Definition
| Actions we need to take to achieve these terminal values. |
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Term
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Definition
| This approach assumes that people link very specific product attributes (indirectly) to terminal values: We choose among alternative means to attain some end state we value (such as freedom or safety). |
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Definition
| Refers to the importance people attach to worldly possessions. |
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Term
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Definition
| Refers to a consumer's level of interest in a particular product. |
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Term
| Purchase Situation Involvement |
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Definition
| Refers to differences in motivation when people buy the same product but in different contexts. |
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