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Schiffman CB10 PPT 04
Schiffman CB10 PPT 04
FOUR
Consumer Motivation
Learning Objectives
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 2
Motivation as a Psychological Force
• Motivation is the
driving force within
individuals that impels
them to action.
• Needs are the essence
of the marketing
concept. Marketers do
not create needs but
can make consumers
aware of needs.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 3
Model of the Motivation Process
Figure 4.2
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 4
Types of Needs
• Innate Needs
– Physiological (or biogenic) needs that are
considered primary needs or motives
• Acquired Needs
– Learned in response to our culture or
environment. Are generally psychological and
considered secondary needs
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 5
Goals
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 6
How Does this Ad Appeal to
One’s Goals?
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It Appeals to Several Physical
Appearance-related goals.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 8
The Selection of Goals
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Discussion Questions
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Motivations and Goals
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 11
Blogger’s Motivation - Table 4.1 (excerpt)
Construct Items
Blogging for I use my blog to free my mind when I am moody.
self- I express myself by writing in my blog.
expressing My blog is the place where I express what I feel.
Blogging for I use my blog as my diary to document my life.
life By writing text and posting video/audio files, I keep a record of my life.
documenting
Blogging for I’m willing to comment on what other bloggers say.
commenting I’d like to respond to other blogs that I read (no matter if I know of the
blogger or not).
I’d like to receive people’s comments on what I post on my blog.
Blogging for Blogging helps me to make more like-minded friends.
forum In my blogroll I have friends with whom I can share things.
participating By blogging I interact with a set of blogs that have contents similar to
what I put in my blog.
Blogging for Blogging helps me extract information behind events that interest me.
information Blogging helps me explore more information about products and/or
seeking services.
To me it is convenient to search for information by blogging.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 12
Rational versus Emotional Motives
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 13
Discussion Questions
• What products
might be purchased
using rational and
emotional motives?
• What marketing
strategies are
effective when there
are combined
motives?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 14
The Dynamics of Motivation
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 15
Substitute Goals
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 16
Frustration
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 17
Defense Mechanisms- Table 4.2 (excerpt)
Construct Items
Aggression In response to frustration, individuals may resort to aggressive behavior
in attempting to protect their self-esteem. The tennis pro
who slams his tennis racket to the ground when disappointed with
his game or the baseball player who physically intimidates an umpire
for his call are examples of such conduct. So are consumer
boycotts of companies or stores.
Rationalization People sometimes resolve frustration by inventing plausible reasons
for being unable to attain their goals (e.g., not having enough
time to practice) or deciding that the goal is not really worth pursuing
(e.g., how important is it to achieve a high bowling score?).
Regression An individual may react to a frustrating situation with childish or
immature behavior. A shopper attending a bargain sale, for example,
may fight over merchandise and even rip a garment that another
shopper will not relinquish rather than allow the other
person to have it.
Withdrawal Frustration may be resolved by simply withdrawing from the situation.
For instance, a person who has difficulty achieving officer
status in an organization may decide he can use his time more
constructively in other activities and simply quit that organization.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 18
Arousal of Motives
• Physiological arousal
• Emotional arousal
• Cognitive arousal
• Environmental arousal
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How Does This Ad
Arouse One’s Needs?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 20
The Ad Is Designed to Arouse One’s Yearning
for an Adventurous Vacation by Appealing to
the Sense of Touch
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 21
Philosophies Concerned with
Arousal of Motives
• Behaviorist School
– Behavior is response to stimulus
– Elements of conscious thoughts are to be ignored
– Consumer does not act, but reacts
• Cognitive School
– Behavior is directed at goal achievement
– Needs and past experiences are reasoned, categorized,
and transformed into attitudes and beliefs
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 22
Types and Systems of Needs
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Murray’s List of Psychogenic Needs
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Murray’s List of Psychogenic Needs
(continued)
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Maslow’s Hierarchy of Needs
Figure 4.10
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To Which of Maslow’s
Needs Does This Ad Appeal?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 27
Both Physiological and Social Needs
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To Which of Maslow’s
Needs Does This Ad Appeal?
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Egoistic Needs
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To Which of Maslow’s
Needs Does This Ad Appeal?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 31
Self-Actualization
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Discussion Questions
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A Trio of Needs
• Power
– individual’s desire to control environment
• Affiliation
– need for friendship, acceptance, and belonging
• Achievement
– need for personal accomplishment
– closely related to egoistic and self-actualization
needs
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 34
To Which of the Trio
of Needs Does This Ad Appeal?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 35
The Affiliation Needs Of Young,
Environmentally Concerned Adults
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 36
To Which of the Trio
of Needs Does This Ad Appeal?
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 37
Affiliation Need
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 38
Power And Achievement Needs
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 39
Measurement of Motives
• Researchers rely on a
combination of
techniques
• Qualitative research is
widely used
• Projective techniques are
often very successful in
identifying motives.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 40
Qualitative Measures of Motives
Table 4.7 (excerpt)
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 41
Motivational Research
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mechanical, photocopying, recording, or otherwise, without the prior written
permission of the publisher. Printed in the United States of America.
Copyright 2010 Pearson Education, Inc. publishing as Prentice Hall Chapter Four Slide 43