6th WEEK SHOPPER BEHAVIOR TICKET ASSIGNMENT

(Saskia Asyari / 19014105)

1. What is value?
Important and lasting beliefs or ideals shared by the members of a culture about
what is good or bad and desirable or undesirable. Values have major influence on a
person's behavior and attitude and serve as broad guidelines in all situations. Some
common business values are fairness, innovation and community involvement.
Reference: http://www.businessdictionary.com/definition/values.html
2. What is the difference between needs and wants?
Anything important required for survival including the tools you need to perform
tasks and duties is called need. Anything you would like to have or if some
particular things inexistence is not resulting to life sustainability discharge then it
can be considered as want.
Reference: http://www.igrad.com/articles/wants-versus-needs
3. Explain Maslow Hierarchical of need

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