What's the Motive LAP Flashcard

Front

When customers make purchases, they are actually buying the __________ that products offer.

Back

benefits

Front

Determine whether the following statement is true or false: Two prospects may buy the same product to obtain different benefits.

Back

True, products offer different benefits to different prospects.

Front

The reasons that cause people to purchase products are called

Back

buying motives.

Front

When people make purchases on the basis of reason or logic, they are using __________ buying motives.

Back

rational

Front

When customers buy on the basis of their feelings or impulses, they are using __________ buying motives.

Back

emotional

Front

Customers purchase from one business rather than another because of __________ buying motives.

Back

patronage

Front

The concern for a product’s durability can best be described as a(n) __________ buying motive.

Back

rational

Front

Which of the following buying motives could best be described as emotional: Increased production, Accuracy, Quality of materials, Group approval

Back

Group approval

Front

Which of the following is a patronage buying motive: State of health, Desire for variety, The product’s safety, Product assortment

Back

Product assortment

Front

A prospect who wants to buy tickets for a white-water rafting trip to experience the adventure of the rapids has __________ buying motives.

Back

emotional