Buying Motives

Something which is desired but not always essential is a

• want

• need

• benefit

• buying motive

Why do people buy goods and services?

• To determine wants and needs

• To satisfy wants and needs

• To spend available funds

• To support the business community

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

• prestige

• services

• benefits

• features

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

• False; prospects buy products based on the products' features

• False; products offer the same benefits to all prospects

• True; all prospects have the same product wants and needs

• True; products offer different benefits to different prospects

The reasons that cause people to purchase products are called

• needs

• features

• wants

• buying motives

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

• rational

• emotional

• patronage

• inappropriate

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

• rational

• emotional

• patronage

• detached

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

• rational

• emotional

• patronage

• impulsive

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

• rational

• emotional

• patronage

• traditional

Which of the following buying motives could best be described as emotional:

• Accuracy

• Group approval

• Increased production

• Quality of materials