Therefore, they cannot be directly extended to a purchase situation that involves a combination of dichotomies involving purchase behavior-satisfaction and purchase behavior-dissatisfaction. These utility needs can be seen as the basic needs that products satisfy. Vroom, Work and Motivation, New York: Third, Jacoby emphasizes not to overlook that the desired outcomes of a behavior are influenced by "motivational inputs".
Jacoby suggests the partitioning of the evaluation component into input or antecedent and output or consequent "values".
The University of Chicago Press, second edition.
Zahn, Aspirations and Affluence: Functional motives are related to the technical functions the product performs. In addition, achievement needs are not operating in all purchase situations.
As indicated in Table 1, the summation of Ts and Tf provides the tendency or motive to achieve Tawhich may be derived from the given algebraic relationship: Figure 1 gives the sequence of the three choice levels as they occur in consumer decision making regarding travel.
Clark," Motivation in Work Groups: Social motives are related to the impact that consumption makes on relevant others. Therefore, the outcome or consequence has attraction or value to the individual. These motives are not only important for the specific brand choice but also for the generic product choice.
Symposium "New Directions in Marketing," Aesthetic-emotional motives are the style, design, luxury, and comfort of a product class.
A distinction is made between input and output. These situational factors apply usually for a specific brand or type. Coates, "Executive and Supervisors: Holt, 2 volumes.Building the Consumer Connection: Or How to Succeed in High-Tech Retail The motivation is simple.
Without a strong consumer connection, the risk of retailers developing a private label brand remains high. High-tech consumer products are different than other.
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. INSTINCTS AND NEEDS.
Note: It is important to consider the consumer’s motivation for buying products. To achieve this goal, we can use the Means-End chain, wherein we consider a logical progression of consequences of product use that eventually lead to desired end benefit.
For high involvement products, consumers are more likely to. consumer behavior in high technology markets Rashi Glazer, University of California Berkeley Among the most important business phenomena of our generation is the degree to which entire categories of products and services are based on technologies that did not even exist just a few years prior to their introduction.
the Chasm, Marketing and Selling High-Tech Products to Mainstream Customer (revised edition), HarperCollins Publishers, New York, The high-tech marketing guru (and principle of The Chasm Group marketing consultants), Geoffrey Moore offers time tested insights into the problems and dangers facing growing software companies, and a.
CONSUMER MOTIVATION AND HIGH TECH PRODUCTS Consumer Motivation and High Tech products Consumer Motivation and High Tech products Introduction New technology has become included in every single channel of people's lives¸ resulting in a technology culture (Winkler¸ ).Download