Chapter 2

Chapter 2: (Consumer b./ psychological core)

Motivation

Ability

Opportunity

Values

Needs

Goals

Perceived risk

Self-concept

Personal Relevance

Inconsistency with attitudes

influenced by

significant implications to your life

has

and consistent with

values

goals

needs

emotions

your view of yourself

the way you think others view you

is

and

Types

Characteristics

has

Social needs

Nonsocial needs

Functional needs

Symbolic needs

Hedonic needs

Needs for cognition and stimulation

Dynamism

Exist in hierarchy

Internally or externally aroused

Can conflict

Types

Performance risk

Financial risk

Physical risk

Social risk

Psychological risk

Time risk

Setting and pursuit

Goals and effort

Types

Goals and emotions

Reosurces to act

or

Product knowledge and experience

Cognitive stye

Complexity of information

Intelligence, education and age

Money

Novices

Experts

attibutes

benefits

focus on

focus on

ways info is presented

Time

Distraction

Amount, repetition, and control of informtation

Time pressure

limited information processing

Diverts consume'rs' attetion