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The Hierarchy of Needs
Vocabulary
What Motivates Buyers?
100
What are some examples of physiological needs
food, sleep, water, shelter, air
100
A _______ is anything you require to live and they are considered to be the root of all human behavior.
Need
100
True or False: Motivation is the set of positive or negative factors that direct individual behavior.
True.
200
Who is the creator of the hierarchy of needs
Abraham Maslow
200
A _______ is an unfulfilled desire.
Want
200
What are the three categories of buying motives?
Emotional Motives, Rational Motives, and Patronage Motives
300
What is the highest level of the hierarchy of needs
Self-Actualization
300
______________ buy goods or services to produce and market other goods and services or for resale.
Business Consumers
300
__________ motives include factors such as saving time or money or obtaining the highest quality or greatest value.
Rational
400
Name the 5 levels of the hierarchy of needs
Physiological, Security, Social, Esteem, Self-Actualization
400
The study of consumers and how they make decisions is called ___________.
Consumer Behavior
400
_______ motives can involve a favorite restaurant, a brand of soda, a salesperson the customers feels comfortable with, or a regularly visited website of a business.
Patronage
500
True or False: A house can fit in all the levels of the hierarchy of needs.
True.
500
The ________________ is the process by which consumers collect and analyze information to make choices among alternatives.
The Consumer Decision-Making Process
500
Describe the three different categories of buying motives.
Rational Motives: reasons to buy based on facts or logic. Patronage Motives: reasons to buy based on loyalty. Emotional Motives: reasons to purchase based on feelings, beliefs, or attitudes.