COMMERCE 3MB3 Lecture Notes - Lecture 4: Life Insurance, Pumpkin Pie Spice, Super Bowl
18 Dec 2015
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Document Summary
Motivational processes answer the question of why we behave in certain ways. Need arousal tension state drive to reduce tension. Needs can be biological (eating, sleeping) or psychological (needing love, etc. The need reduction route is affected by cultural and personal factors; the need becomes a want. Expectancy theory: we are motivated by our expectations of. If i spend most of tonight studying, will it improve my grade on tomorrow"s math exam. Can account for biological and cognitive processes that. The more desirable the expectation, the greater the effort drive motivation to achieve the end goal. Avoidance goals those with positive attraction (a+ on a test) those we try to avoid (failing a class) Decisions that combine multiple motives create internal conflict or dissonance. When both alternatives are circumstances that we prefer to avoid. Choosing the lesser of two evils: e. x. life insurance might not want to think about it but it is, e. x.
