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Motivation
07/25/11 Copyright with Prof. Sandeep Gundeti
Motivation is the driving force within individuals that impels them to action. Innate needs are physiological (biogenic); they include the needs for food, water, air, clothing, shelter and sex. Acquired needs are needs that we learn in response to our culture or environment; these may include needs for self-esteem, prestige, affection, power and learning. Positive and negative motivation. Rational versus emotional motives.
Dynamics of motivation
07/25/11 Copyright with Prof. Sandeep Gundeti
Needs are never fully satisfied. New needs emerge as old needs are satisfied. Success and failure influence goals. Substitute goals Frustration Defense mechanism
Provide
Hierarchy of needs
07/25/11 Copyright with Prof. Sandeep Gundeti
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Imagetakenfromwikipedia.org
qMcClellands theory of needs qFreuds theory Psychological forces shaping peoples behaviour are largely unconscious and that a person cannot fully understand his or her own motivations. qMaslows theory Hierarchy of needs qHerzbergs theory Two factor theory
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Involvement
07/25/11 Copyright with Prof. Sandeep Gundeti
Is related to the consumers values and selfconcept, which influence the degree of personal importance ascribed to a product or situation. Can vary across individuals and different situations Is related to some form of arousal.
Dimensions of involvement
07/25/11 Copyright with Prof. Sandeep Gundeti
Antecedents are bases or sources that interact with each other to generate the degree of involvement the consumer will experience at any particular time.
Person,
Response factors
Case/Activity
Attitudes
07/25/11 Copyright with Prof. Sandeep Gundeti
An attitude is a learned predisposition to behave in a consistently favorable or unfavorable way with respect to a given object. The attitude object. Attitudes are a learned predisposition. Attitudes have consistency. Attitudes occur within a situation.
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beliefs.
consumers emotions or feelings about a particular product or brand constitute the affective component of an attitude.
or tendency that an individual will undertake a specific action or behave in a particualr way with regard to the attitude object. Intention to buy
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The attitude-toward-object model The attitude-toward-behavior model Theory of reasoned action model
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Attitude-toward-the-ad models
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Cognitive dissonance theory Attribution theory Self perception theory Foot-in-the-door technique Attributions toward others Attributions toward things
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Personality
07/25/11 Copyright with Prof. Sandeep Gundeti
Those inner psychological characteristics that both determine and reflect how a person responds to his or her environment. Personality reflects individual differences. Personality is consistent and enduring. Personality can change.
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Theories of Personality
07/25/11 Copyright with Prof. Sandeep Gundeti
Trait theory
Consumer
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Consumer innovativeness Dogmatism Social character Need for uniqueness Optimum stimulation level Sensation seeking Variety-novelty seeking
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Brand Loyalty
07/25/11 Copyright with Prof. Sandeep Gundeti
Brand personification Product personality and gender Product personality and geography Personality and color
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One or multiple selves The makeup of the self-image The extended self Altering the self Virtual personality or self
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Case/Activity
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