Understanding Consumer Motivation

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Questions and Answers

What is the most basic motivation related to the human need for survival?

Hunger (correct)

Desire for luxury goods

FOMO (Fear of Missing Out)

Desire for social status

Which motivation may lead consumers to make purchases that are pleasurable or protective?

Greed and envy

Peer pressure

Fear of judgment

Love (emotional love) (correct)

What type of motivation considers factors like convenience, cost savings, and safety?

Social

Emotional

Impulsive

Rational (correct)

Which motivation is driven by pressure from sources that are influenced by other people?

Social Signup and view all the answers

According to Thorndike’s Law of Effect, what motivates consumers to buy products?

Positive results such as pleasure and safety Signup and view all the answers

Which of the following represents a category of needs in Alderfer’s ERG theory?

Existence Needs Signup and view all the answers

According to Maslow’s Hierarchy of Needs, which need must be satisfied before social needs can be fulfilled?

Safety needs Signup and view all the answers

What is the principle that states once a need has been satisfied, it no longer motivates us?

Deficit Principle Signup and view all the answers

In consumer behavior, what motivates individuals to fill desires for physiological and material well-being?

Existence Needs Signup and view all the answers

Which of the following is not one of Alderfer’s ERG categories of needs?

Safety Needs Signup and view all the answers

What is the main principle of Thorndike’s Law of Effect?

Positive results lead to motivation, negative results lead to avoidance Signup and view all the answers

According to Maslow's Hierarchy of Needs, which need category includes desires for satisfying interpersonal relationships?

Relatedness Needs Signup and view all the answers

What is the progression principle in Maslow's Hierarchy of Needs?

You cannot reach a level until all levels below it have been met Signup and view all the answers

What are consumers motivated to fill in Alderfer’s ERG theory?

Categories of needs Signup and view all the answers

According to Thorndike’s Law of Effect, what do consumers avoid when making purchasing decisions?

Negative results such as economic cost and emotional cost Signup and view all the answers

In Maslow's Hierarchy of Needs, what represents desires for continued psychological growth and development?

Growth Needs Signup and view all the answers

Study Notes

Basic Human Motivations

The most basic motivation related to survival is physiological needs, which include food, water, shelter, and sleep.
Consumers may make purchases that are pleasurable or protective driven by hedonic motivation.

Consumer Decision Factors

Motivation influenced by convenience, cost savings, and safety is referred to as utilitarian motivation.
Social motivation is influenced by pressure from peers and society, leading to consumer choices based on others' opinions.

Theories of Motivation

Thorndike’s Law of Effect states that consumers are motivated to buy products that result in satisfaction or positive outcomes.
Alderfer’s ERG theory includes categories of existence, relatedness, and growth needs.
According to Maslow’s Hierarchy of Needs, physiological needs must be fulfilled before social needs can be pursued.

Concepts in Psychological Motivation

The principle of satiation states that once a need is satisfied, it no longer serves as a motivator.
Individuals are motivated to fulfill desires for physiological and material well-being through their purchasing behavior.
Alderfer’s ERG theory does not include "self-actualization" as one of its categories of needs.

Principles of Needs

The main principle of Thorndike’s Law of Effect is that behaviors leading to desirable outcomes are more likely to be repeated by consumers.
In Maslow's Hierarchy, the love and belonging category addresses desires for satisfying interpersonal relationships.
The progression principle in Maslow’s Hierarchy of Needs suggests that individuals must fulfill lower-level needs before addressing higher-level ones.

Consumer Avoidance and Growth

According to Thorndike’s Law of Effect, consumers tend to avoid purchasing decisions that lead to negative outcomes or dissatisfaction.
In Maslow’s framework, desires for continued psychological growth and development are represented in the self-actualization category.

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Description

Explore the motivations behind consumer buying behavior in this quiz. Learn and apply theories such as Thorndike’s Law of Effect, Maslow’s Hierarchy of Needs, and Alderfer’s ERG to understand why people make purchasing decisions. Test your knowledge and discuss recent purchases to analyze consumer motivation.