Professional Documents
Culture Documents
MOTIVATION
Learning Concepts
Concept of Motivation Opponent-process
Consumer needs theory
Structure of emotions
Optimum-stimulation
level theory
Maslow’s Need
Hierarchy theory
Motivation for Hedonic
Experience
Murray’s List of Human
Needs
Reactance theory
McClleland Theory of
Perceived risk
Learned Needs Consumer attributions
What is Motivation?
Motivation refers to an activated state within a
person that leads to goal-directed behavior.
It consists of the drives, urges, wishes, or desires
that initiate the sequence of events leading to a
behavior.
The Concept of Affect
Affect or feelings, can be defined as a “ class of
mental phenomena uniquely characterized by a
consciously experienced, subjective feeling state,
commonly accompanying emotions and moods”
Emotions are distinguished from moods by their
greater intensity and their greater psychological
urgency.
When goals are satisfied, people experience positive
feelings. In contrast, when events thwart the
achievement of their goals, people experience
negative feelings
The Concept of Affect
Experiential Perspective Considers role of affect in motivating C.B. Areas of
interest: Leisure pursuits, affective impact ads. Role of affect in purchase
of high Involvement products
Attitude formation A component of attitude regarding products, ads
Information Processing Influences memory, cognitive capacity, attention
Choice Behavior Selecting an option that may feel best
Post purchase processes Post purchase satisfaction, brand loyalty
Communication Process Messages could be created that focus on eliciting
emotions
Situational influences Mood states result in part from the consumer
situation
Ten Fundamental Emotions People
Experience:
Disgust Anger
Fear
Interest Contempt
Joy Shame
Surprise Guilt
Sadness
The Structure of Emotions
Aroused
Joy
Anger
Unpleas
Pleasant ant
contentment
Sadness
Passive
Structure of Emotions
1. Do consumers experience strong Emotions?
2. Do consumers experience full range of Emotions?
Findings suggest that the response to advertisement has two
emotional dimensions, one consists of positive effective states, the
other negative states. The implication of this finding is that a single
message or event can simultaneously create both good and bad
feelings in consumers
3. Do consumers differ in intensity of Emotions?
It has been shown that affect intensity differs with different people.
People who are high on affect intensity respond more strongly to
advertisement than people with low affect intensity.
High affect intensity people react with greater empathy and feelings
of pain and fear appeals than do low affect intensity people
High affect intensity shows more positive attitude toward the object
of advertisement
Model of the Motivation Process
Learning
Needs Goal or
wants, need
Tension Drive Behavior
and fulfill-
desires ment
Cognitive
processes
Tension
reduction
Motivation
Generic Goals
the general categories of goals that consumers
see as a way to fulfill their needs
e.g., “I want to get a graduate degree.”
Product-Specific Goals
the specifically branded products or services
that consumers select as their goals
e.g., “I want to get an MBA in Marketing from
Iqra University.”
The Selection of Goals
The goals selected by an individual depend on
their:
Personal experiences
Physical capacity
Prevailing cultural norms and values
Goal’s accessibility in the physical and social
environment
Achieving
Goals by
Subscribing
to a
Magazine
Different Appeals for Same Goal Object
Motivations and Goals
Positive Motivation Negative Motivation
A driving force toward A driving force away
some object or from some object or
condition condition
Approach Goal Avoidance Goal
A positive goal toward A negative goal from
which behavior is directed which behavior is directed
away
Motive
Avoidance-Avoidance
Conflict:
Conflicts
Occurs when the subject is
Approach-
undecided while trying to
Approach
choose between two equally
Conflict:
undesirable motives
Occurs when the Approach-Avoidance Conflict:
subject is
undecided while
Occurs when the subject is
choosing between undecided between one
two equally desirable and one undesirable
desirable motives motive
Rational Versus Emotional Motives
Rationality implies that consumers select goals
based on totally objective criteria such as size,
weight, price, or miles per gallon
Emotional motives imply the selection of goals
according to personal or subjective criteria
Rational and Emotional motives in purchase situation
Aggression Projection
Rationalization Autism
Regression Identification
Withdrawal Repression
Defense Mechanisms
Aggression:
Frustrated consumers boycotted manufacturers /
Retailers to reduce prices
Rationalization:
Inventing plausible reasons for being unable to
attain their goals or the goal is not worth pursuing
Regression:
React to frustrating situation with childish or
immature behavior. A shopper attending a bargain
sale may fight over merchandize rather than other
person have it
Defense Mechanism
Withdrawal:
Simply withdrawing from the situation
A person having difficulty achieving higher position in
an organization may quit
Projection:
Blaming ones own failures and abilities on other objects
or persons
A driver who has an accident may blame the other
driver
Autism:
Refers to thinking that is almost completely dominated
by needs and emotions, with little effort made to relate
to reality
Defense Mechanism
Identification:
Subconsciously identifying with other persons or
situations they consider relevant
marketers frequently use it as basis for advertising
appeal
slice of life advertisements showing an individual
experiences a frustration and then overcomes by
using advertised product
Repression:
Individuals may forget a need .Some times
repressed needs manifest themselves indirectly
Arousal of Motives
Physiological arousal
Emotional arousal
Cognitive arousal
Environmental arousal
Cognitive
Need
Arousal
Philosophies Concerned With Arousal
of Motives
Behaviorist School
Behavior is response to stimulus
Elements of conscious thoughts are to be ignored
Consumer does not act, but reacts
Cognitive School
Behavior is directed at goal achievement
Need to consider needs, attitudes, beliefs, etc. in
understanding consumer behavior
Maslow’s Hierarchy of Needs
Self-Actualization
(Self-fulfillment)
Ego Needs
(Prestige, status, self esteem)
Social Needs
(affection, friendship, belonging)
Physiological Needs
(Food, water, air, shelter, sex)
Hierarchy Dynamics
Research shows that contrary to what Maslow
suggested, the position of an individual within
the hierarchy is not stationery
Consumers can and do move thru different
levels of the hierarchy by the purchase,
consumption and acquisition of one and the
same product
Murray’s List of
Psychogenic Needs
Sado-Masochistic Needs :
Aggression, Abasement
felt.
A second emotional reaction occurs that has a feeling