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a. Biological
and
Physiological
needs
-
air,
food,
drink,
shelter,
warmth,
sex,
sleep.
b. Safety
needs
-
protection
from
elements,
security,
order,
law,
stability,
freedom
from
fear.
c. Love
and
belongingness
needs
-
friendship,
intimacy,
affection
and
love,
-
from
work
group,
family,
friends,
romantic
relationships.
d. Esteem
needs
-
achievement,
mastery,
independence,
status,
dominance,
prestige,
self-respect,
respect
from
others.
e. Self-Actualization
needs
-
realizing
personal
potential,
self-fulfillment,
seeking
personal
growth
and
peak
experiences.
Reference:
http://www.simplypsychology.org/maslow.html
4.
Explain
what
is
motivation?
What
kind
of
motivation
does
shopper
have
and
and
how
does
motivation
affect
shopper
behavior?
A
motive
is
an
impulse
that
causes
a
person
to
act.
Motivation
is
an
internal
process
that
makes
a
person
move
toward
a
goal.
Motivation,
like
intelligence,
cant
be
directly
observed.
Instead,
motivation
can
only
be
inferred
by
noting
a
persons
behavior.
There
are
two
kinds
of
motivation
shopper
have
which
are
current
dissatisfaction
and
future
promise.
a. Current
dissatisfaction
Every
purchase
decision
(every
decision,
no
exceptions)
begins
with
a
buyer's
current
dissatisfaction.
Feeling
dissatisfied
with
something
automatically
makes
a
person
a
buyer.
As
soon
as
that
dissatisfaction
sets
in,
buyers
begin
looking
for
a
way
to
right
the
wrong.
As
a
sales
person,
it
becomes
your
job
to
discover
that
"wrong"
and
lead
buyers
toward
the
new
"right."
Current
dissatisfaction
serves
as
the
primary
motivating
factor.
The
greater
the
dissatisfaction,
the
higher
the
urgency.
b. Future
promise
With
a
well-defined
idea
of
what
is
wrong
in
your
buyer's
world,
focus
next
on
what
right
looks
like.
Future
promise
is
the
mental
picture
buyers
carry
around
in
their
heads
that
helps
to
move
them
forward.
Reference:
http://www.sparknotes.com/psychology/psych101/motivation/section1.rhtml
https://www.entrepreneur.com/article/237192