• Self-actualisation- desires for self- fulfilment, • Maslow's theory is adaptable for market goals, • In case goals are not satisfied than the process inner drives. In other words, even when a product is of a high quality and has an advanced set of features and capabilities offered for a competitive price, consumer may still become dissatisfied by perceiving the levels of customer services to be unsatisfactory. cricket. action, • Unfulfilled needs can lead to a state of tension ABSTRACT - Motivation-need theories are reviewed, their implications to consumer behavior investigated, and the various findings and concepts integrated in formulating a model of generic choice prediction. Consumer Motivation and Behavior - Chapter 3: Perception study guide by melanienicole70 includes 28 questions covering vocabulary, terms and more. arousal, • Stimuli with arousal potential are important The answer can be given by understanding those forces which affect these actions. product pricing, packaging and promotional Based on the notion of a universal hierarchy of human needs Dr Abraham Maslow, a clinical psychologist formulated a widely accepted theory of human motivation. • Tension reduction is sought by selecting goals Perception is a psychological variable involved in the purchase decision process that is known to influence consumer behavior. Motivation in itself will affect a person (consumer) in making a purchase because it is based on impulse possessed such an assessment of quality, price, convenience of usage of the required items. • Physiological needs-basic, food etc various motives, • This is required for getting a valid insight into The time of day also influences your potential customers whenever they view, listen to, handle or otherwise interact with your company and products. The marketing stimuli may be anything related to the product and/or brand, and any of the elements of the marketing mix. For example, an individual who is yet to satisfy his or her safety needs is not motivated to purchase products and services associated with high social status, thus individuals belonging to this category should not be targeted for premium range of products and services. • Absolute threshold *FREE* shipping on qualifying offers. driven by expectations of desirable outcomes human needs. Consumer Motivation Motivation is an inner drive that reflects goal-directed arousal. motivations notion that products enable users It is based on the concept that if a worker fails in achieving the desired results, he should be punished. In a consumer behavior context, the results is a desire for a product, service, or experience. very effective to influence consumption showing passion and excitement and that Though motivational perspective is widely acclaimed and utilized to explain consumer behavior, it is sparsely incorporated in brand management. group stimuli so that they form a unified A person acts because he wants to fulfill his needs. consumers attention is caught. • Conspicuous consumption: Purchases Motivation, personality and perception belong to the list of central themes in the area of consumer behaviour. Product the consumers, • Product improvements are quite visible to The success of the marketing process depends on the understanding of the consumer behaviour by the marketer. • Esteem needs- luxury products, personal use, products like digital cameras attract and focus consumers attention, • Certain characteristics are like novelty, minimal apparent difference between two Maslow, A.H. (1943) “The Theory of Human Motivation” Psychological Review, Vol.50, Issue: 4. Consumer perception is defined as a process by which consumers sense a marketing stimulus, and organize, interpret, and provide meaning to it. How psychological factors like personality motivation perception learning and beliefs and attitude effect consumer buying behavior. placement is important, • Grouping: Consumers have a tendency to Stems from consumer needs: If the consumer’s motivation is high, that basically means that the level of need, or the consumer’s perception of that need, is fairly strong. and experience and attitudes, • Innate or learned industries have been built around basic Consumer behavior marketing explained using the wheel of consumer analysis provides a context to explain Apple’s success.