Different Consumers Have Different Needs During the Purchase Process

question 78

Essay

Different consumers have different needs during the purchase process.Researchers Nunes and Cespedes argue that,in many markets,buyers fall into four categories.List and briefly define these four categories.

Recognize the individuals’ differences in using schemas based on their needs and cognitive closure requirements.

Understand the concept and application of cognitive heuristics in social judgments.

Recognize the role of mood and affect on memory recall and judgment.

Identify the influence of social inference flaws on perception and cognition.

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Definitions:

Superego

In Freudian psychoanalysis, a part of the personality that acts as a moral center, guiding behavior in accordance with learned social norms.

Conscience

Part of The Superego That Produces Guilt, depending on how acceptable behavior is.

Freud's Personality Theory

A theory proposed by Sigmund Freud that suggests personality is formed through conflicts among three fundamental structures of the human mind: the id, ego, and superego.

Id

In Freudian psychoanalysis, the part of the mind which is the source of instinctual impulses and demands for immediate satisfaction of basic needs.