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Consumer Behavior And Motivation
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Book Synopsis Inside Consumption by : S. Ratneshwar
Download or read book Inside Consumption written by S. Ratneshwar and published by Psychology Press. This book was released on 2005 with total page 390 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now that consumption has become the defining phenomenon of human life and society, this book addresses the effects of critical life events on consumption motives and the sociological and intergenerational influences on consumers.
Book Synopsis The 3M Model of Motivation and Personality by : John C. Mowen
Download or read book The 3M Model of Motivation and Personality written by John C. Mowen and published by Springer Science & Business Media. This book was released on 2013-03-14 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Integrating control theory, evolutionary psychology, and a hierarchical approach to personality, this book presents a new approach to motivation, personality, and consumer behavior. Called the 3M, which stands for `Meta-theoretic Model of Motivation', this theory seeks to account for how personality traits interact with the situation to influence consumer attitudes and actions. The book proposes that multiple personality traits combine to form a motivational network that acts to influence behavior. Mowen argues that in order to understand the causes of enduring behavioral tendencies, one must identify the more abstract traits underlying surface behaviors. In constructing the 3M model, the author reports data from fifteen empirical studies employing over 3500 respondents. In this hierarchical model, four types of personality traits are identified: elemental, compound, situational, and surface traits. Eight elemental traits are proposed as forming the underlying dimensions of personality. Consistent with control theory, the research reveals that the elemental traits combine to form compound traits, such as self-efficacy, task orientation, playfulness, and competitiveness. These elemental and compound traits combine with situational influences to cause enduring behavioral tendencies within general situational contexts. Examples of situational traits investigated include impulsive buying, value consciousness, sports interest, and health motivation. In the 3M model the elemental, compound, and situational traits combine to yield surface traits, which are enduring dispositions to act in specific behavioral contexts. Five surface traits are empirically investigated in the book: compulsive buying, sports participation, healthy diet lifestyles, proneness to bargaining, and a tendency to frugality. Across these five studies, the empirical results reveal that the 3M model accounts for over 44% of the variance in the surface trait measures. By presenting a new meta-theory of motivation and personality that is testable, Mowen's 3M model accounts for high levels of variance in consumer behavior. By integrating the work of selected past and current theorists into a comprehensible whole, the 3M model provides coherence in a field currently dominated by conflicting ideas, theories, and approaches. The book provides evidence that by understanding the individual dispositions that underlie consumer behavior, public policy officials and marketing specialists can develop better communication programs to influence and persuade their target audiences. The book shows how to employ the 3M model to segment the marketplace, provide psychographic inventories, position brands, create promotional themes, and develop brand personalities.
Book Synopsis Consumer Behavior and Motivation by :
Download or read book Consumer Behavior and Motivation written by and published by . This book was released on 1956 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Marketing to Mindstates: The Practical Guide to Applying Behavior Design to Research and Marketing by : Will Leach
Download or read book Marketing to Mindstates: The Practical Guide to Applying Behavior Design to Research and Marketing written by Will Leach and published by Lioncrest Publishing. This book was released on 2018-10-09 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your nonconscious mind will filter out more than 99 percent of marketing you
Book Synopsis Consumer Behavior and Motivation by :
Download or read book Consumer Behavior and Motivation written by and published by . This book was released on 1988 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Consumer Behavior and Motivation by : Marketing symposium, University of Illinois
Download or read book Consumer Behavior and Motivation written by Marketing symposium, University of Illinois and published by . This book was released on 1956 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Naked Consumer Today by : Jan Callebaut
Download or read book The Naked Consumer Today written by Jan Callebaut and published by Garant. This book was released on 2002 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Modern market research has made significant progress in pushing the envelope of analytical models of consumer behavior, but common and highly visible marketing failures indicate that something is missing in this approach. Long-term success in marketing requires an actionable understanding of consumer motivations. This book details Censydiam's (The Center for Systematic Diagnostics in Marketing) insights into these matters - ranging from the importance of the unconscious in consumer decision-making to the effective use of a universally applicable psychological model that can yield country-specific results. It is true that we live in a very quantitative age. Academics are more inclined to bemoan the lack of numerical literacy among our citizens than to advocate a better understanding of human nature. In terms of market research, this means that many studies leap to quantification too quickly. People's motivations are not so easily put into an analytical black box. Quantification is ultimately necessary, but it is critical to understand the correct questions to ask before we attempt to become precise about consumers' buying dynamics."
Book Synopsis A Dictionary of Marketing by : Charles Doyle
Download or read book A Dictionary of Marketing written by Charles Doyle and published by Oxford University Press, USA. This book was released on 2011-03-24 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: Covers traditional marketing techniques and theories alongside the latest concepts, and acknowledges the increased importance of marketing in the customer-oriented environment.
Book Synopsis Consumer Behavior; Conceptual Foundations by : Joe Kent Kerby
Download or read book Consumer Behavior; Conceptual Foundations written by Joe Kent Kerby and published by . This book was released on 1975 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Consumer Mind Set: Motivation by : Christoph Stockstrom
Download or read book Consumer Mind Set: Motivation written by Christoph Stockstrom and published by GRIN Verlag. This book was released on 2005-07-29 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2003 in the subject American Studies - Culture and Applied Geography, grade: 1,0, University of Hamburg, language: English, abstract: Introduction We know nothing about motivation. All we can do is write books about it. PETER F. DRUCKER Motivation is a hypothetical construct serving to explain the stimuli of human behavior1, i.e. it describes what “makes people tick”. Hence, understanding motivation is of vital importance whenever one interacts with other people. In the field of business it is especially relevant in organization science and marketing. While organization science emphasizes the motivation of employees, marketing focuses on the motivation of consumers in order to enable a company to design products which meet consumers’ needs and wants. In this context “[t]he investigation of motivation is central to understanding the acquisition, consumption, and disposition of goods, services, and ideas.”2 Taking into account the fundamental role of motivation as a key driver of human behavior, PROFESSOR DRUCKER’S claim would indicate that marketing managers would largely have to rely on luck when designing and marketing their products. However, the situation concerning targeted marketing activities does not seem to be so bleak, if one considers that some companies consistently outperform others. Merely attributing this to a luckier marketing department therefore seems inappropriate. Hence, it is the aim of this paper to probe PROFESSOR DRUCKER’S opinion and shed some light on the different aspects of motivation in consumer research. This requires taking into account the theoretical background of motivation, as well as an analysis of the problems practitioners face when measuring this hypothetical construct. Moreover, one has to investigate how they use these results to derive appropriate marketing strategies. For this purpose, the paper is organized as follows: The second section – without claiming to be exhaustive – provides an overview of the theory necessary to appreciate the importance of motivation. The third section turns to the practical implications considering the collection of information on motivation and the exploitation of this data for marketing purposes. The paper finishes with a summary of the obtained results.
Book Synopsis Understanding Participative Consumer Behavior by : Florian Jodl
Download or read book Understanding Participative Consumer Behavior written by Florian Jodl and published by . This book was released on 2010 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Ernest Dichter and Motivation Research by : S. Schwarzkopf
Download or read book Ernest Dichter and Motivation Research written by S. Schwarzkopf and published by Springer. This book was released on 2010-08-20 with total page 300 pages. Available in PDF, EPUB and Kindle. Book excerpt: The work of motivation and consumer researcher Ernest Dichter was a milestone in the psychological creation of the modern consumer. This collection contextualizes Ernest Dichter within twentieth-century consumer culture and it charts the rise of psychological approaches to consumption in post-war Europe and North America.
Book Synopsis Motivation-need Theories and Consumer Behavior by : W. Fred van Raaij
Download or read book Motivation-need Theories and Consumer Behavior written by W. Fred van Raaij and published by . This book was released on 1977 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Consumer Behavior For Dummies by : Laura Lake
Download or read book Consumer Behavior For Dummies written by Laura Lake and published by John Wiley & Sons. This book was released on 2009-05-11 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: Consumer behaviour.
Download or read book The Science of Why written by D. Forbes and published by Springer. This book was released on 2015-07-13 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this groundbreaking book, author David Forbes explains human motivation and provides ways that marketers can effectively reach the consumer. The book uses decades of psychology research and the author's own tool, the Forbes Matrix that identifies, organizes, and explains the nine core motivations.
Book Synopsis Can Psychological and Marketing Information Both Factors Be Felt to Influence: Consumer Behavior? by : Johnny Ch Lok
Download or read book Can Psychological and Marketing Information Both Factors Be Felt to Influence: Consumer Behavior? written by Johnny Ch Lok and published by Independently Published. This book was released on 2018-08-30 with total page 84 pages. Available in PDF, EPUB and Kindle. Book excerpt: First part Psychological factor Chapter One "Motivation" psychological factor Like any human behavior, consumer behavior is seems as determined by effect of certain factors. Such as motivation psychological factor, which will influence consumer behavior. The " motivation" factor is one of the consumer behavior factors to process, phenomena to influence consumers to make decisions to purchase products and service. The " motivation" factor's effect can be relatively easily identified and measured because it is located on the " visible range" of the forces as well as its impact is tangible with the psychological factors. How can " motivation" cause a positive or negative impact on consumer activity? Understanding motivation factor how to influence consumer behavior, it can help businessmen to predict that whether how they ought need to achieve commercial policy with the objective causal phenomena to achieve the desired positive result more easily. How can motivation psychological factor influence consumer behavior? In fact, the psychological factors are not seen and difficult measurement. But, in some situation, or environment, businessmen can attempt to fell or measure or visible or predict why and how the consumer changes whose consumption behavior easily. I shall indicate that "motivation" is one example of visible and feeling and measurement psychological factor to help businessmen predict how and why the consumer's consumption desire will be changed by motivation psychological factor influence. Motivation factor can represent the consumer individual unique qualities and ways of responding to choose to buy the product or service. What is " motivation" factor mean? Motivation factor can influence every consumer how to make final purchasing decisions and to determine which factors play a decisive role in consumer behavior requires a special approach to the issue of motivation or the consumer ( motivator). This is a key issue and many science focus on the creation of the explanatory model of human behavior or consumer behavior in consumption environment.
Book Synopsis How Psychological and Marketing Information Both Factors by : Johnny Ch LOK
Download or read book How Psychological and Marketing Information Both Factors written by Johnny Ch LOK and published by . This book was released on 2018-09-17 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: First part Psychological factorChapter One "Motivation" psychological factor Like any human behavior, consumer behavior is seems as determined by effect of certain factors. Such as motivation psychological factor, which will influence consumer behavior. The " motivation" factor is one of the consumer behavior factors to process, phenomena to influence consumers to make decisions to purchase products and service. The " motivation" factor's effect can be relatively easily identified and measured because it is located on the " visible range" of the forces as well as its impact is tangible with the psychological factors. How can " motivation" cause a positive or negative impact on consumer activity? Understanding motivation factor how to influence consumer behavior, it can help businessmen to predict that whether how they ought need to achieve commercial policy with the objective causal phenomena to achieve the desired positive result more easily. How can motivation psychological factor influence consumer behavior? In fact, the psychological factors are not seen and difficult measurement. But, in some situation, or environment, businessmen can attempt to fell or measure or visible or predict why and how the consumer changes whose consumption behavior easily. I shall indicate that "motivation" is one example of visible and feeling and measurement psychological factor to help businessmen predict how and why the consumer's consumption desire will be changed by motivation psychological factor influence. Motivation factor can represent the consumer individual unique qualities and ways of responding to choose to buy the product or service. What is " motivation" factor mean? Motivation factor can influence every consumer how to make final purchasing decisions and to determine which factors play a decisive role in consumer behavior requires a special approach to the issue of motivation or the consumer ( motivator). This is a key issue and many science focus on the creation of the explanatory model of human behavior or consumer behavior in consumption environment. So, motivation factor can influence the consumer to decide the product purchase or service consumption between the objective and subjective mutually contradicting motives. For example, firstly, the consumer feels need, than " need" will cause or influence the consumer has " motive consumption desire" in the more consumption choice environment. The motivation factor" will influence the consumer feel that who needs to do choice behavior to decide to buy which product or consumer service which is the most in whose purchase decision process. So " motivation" factor will be influenced by need to cause every consumer does choice consumption behavior in any consumption choice decision making process. Hence, motivation is understanding and connecting needs, interests, values, norms, goals in such a way that they can included as reasons motives for the consumption activity. For example, when the consumer feels the product's quality is the best among of the similar product choices in the consumption market. Then, the best quality of product is a factor assuming the quality of an internal driving force to motive the consumer to choose to buy the product to use or service to consume. This is a impulse action to the consumer and the motive is a " reflection" of the best quality of product useful needs to force the consumer's desire to buy particular product. Another explanation indicates unsatisfied needs are the major motivator. When the consumer feels unsatisfied needs, then the source of consumption motivation will persuade the consumer to choose to buy the product to achieve whose satisfied needs. For every consumption cases, every consumer will usually do these three activities as below:
