Maslow's Hierarchy of Needs – Abraham Maslow

This theory is somehow related to our topic which talk about online selling because One of the
foundational theories related to online shopping comes from psychology circles, with the famous
Maslow's Hierarchy of Needs. He introduced the five levels of human needs that is somehow are
reasons for them to make such decision, Physiological needs, Safety and security, Social (human)
belonging, Self-esteem and Self-actualization. These five may be the reasons why people tend to
choose either use online selling or traditional way as means of buying goods, because the
decisions of the buyer depend on their behavior and reasons.
Understanding this hierarchy of needs has huge value in understanding the theoretical
framework about online selling practices. Salespeople get to know prospects and ask questions
to discover their needs in a buying situation. Realizing where people are coming from on the
Maslow pyramid is a part of a seller's emotional intelligence.