BUS 347 Chapter Notes - Chapter 4: Drive Theory, Expectancy Theory, Homeostasis

• School: Simon Fraser University
• Department: Business Administration
• Course: BUS 347
• Professor: Unknown

Document Summary

Motivation: refers to the processes that cause people to behave as they do. It occurs when a need is aroused that the consumer wishes to satisfy (needs are a driving factor) Discrepancy exists between current state and ideal state. Anti goal: you want to avoid certain states - whereas approach goals are those you want to work towards. Drive: the degree of arousal (magnitude of tension determines urgency or drive) Drive theory: focuses on biological needs that produce unpleasant states of arousal. Homeostasis: this state attempts to eliminate the unpleasant state and return to a balanced one. Expectancy theory: suggests that behaviour is largely pulled by expectations of achieving desirable outcomes. Want: particular form of consumption used to satisfy a need. Biogenic needs: people are born with a need for elements (air water food shelter etc) Psychogenic need: are acquired in the process of becoming a member of society.