| Ultimate consumers | People who buy goods or services for their own personal or household use in order to satisfy strictly nonbusiness wants.
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| Metropolitan Statistical Area (MSA) | An urban area in the U.S. with at least 50,000 residents.
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| Micropolitan Statistical Area | An urban area that has at least one cluster of 10,000 residents but less than 50,000 residents. There are 565 of these Micro areas in the United States.
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| Combined Statistical Area (CSA) | An urban area that consists of an adjacent metropolitan area (at least 50,000 residents) and a micropolitan statistical area (between 10,000 and 50,000 residents).
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| Demographics | The characteristics of human populations, including such factors as size, distribution, and growth.
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| Family life-cycle stage | The series of life stages that a family goes through, starting with young single people, progressing through married stages with young and then older children, and ending with older married and single people.
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| Consumer buying-decision process | The series of logical stages, which differ for consumers and organizations, that a prospective purchaser goes through when faced with a buying problem.
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| Level of involvement | The amount of effort that is expended in satisfying a need.
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| Loyalty | Faithfulness in a particular brand or retailer so that the consumer purchases that brand or from that retailer without considering alternatives.
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| Impulse buying | A form of low involvement decision making; purchases made with little or no advance planning.
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| Patronage buying motives | The reasons why a consumer chooses to shop at a particular store.
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| Postpurchase cognitive dissonance | The anxiety created by the fact that in most purchases the alternative selected has some negative features and the alternatives not selected have some positive features.
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| Commercial information environment | As contrasted with the social information environment, all communications directed to consumers by organizations and individuals involved in marketing.
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| Social information environment | As contrasted with the commercial information environment, all communications among family members, friends, and acquaintances about products.
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| Culture | A complex set of symbols and artifacts created by a society and handed down from generation to generation as determinants and regulators of human behavior.
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| Subculture | Groups in a culture that exhibit characteristic behavior patterns sufficient to distinguish them from other groups within the same culture.
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| Social class | A division of, or ranking within, society based on education, occupation, and type of residential neighborhood.
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| Reference group | A group of people who influence a person's attitudes, values, and behavior.
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| Family | A group of two or more people related by blood, marriage, or adoption living together in a household.
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| Household | A single person, a family, or any group of unrelated persons who occupy a housing unit.
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| Motive | A need sufficiently stimulated to move an individual to seek satisfaction.
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| Maslow's needs hierarchy | A structure of five need levels, arranged in the order in which people seek to gratify them.
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| Perception | The process carried out by an individual to receive, organize, and assign meaning to stimuli detected by the five senses.
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| Selective perception | The process of screening all the marketing stimuli to which an individual is exposed on a daily basis.
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| Learning | Changes in behavior resulting from observation and experience.
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| Stimulus-response theory | The theory that learning occurs as a person (1) responds to some stimuli and (2) is rewarded with need satisfaction for a correct response or penalized for an incorrect one.
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| Personality | An individual's pattern of traits that influences behavioral responses.
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| Psychoanalytic theory | Freudian theory that argues people have subconscious drives that cannot be satisfied in socially acceptable ways.
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| Self-concept | The way a person sees himself/herself. Same as self-image.
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| Attitude | A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.
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| Situational influence | A temporary force associated with the immediate purchase environment that affects behavior.
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