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RMG 302 (15)
Lecture

Motivation/Values

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Department
Retail Management
Course
RMG 302
Professor
Donna Smith
Semester
Winter

Description
Motivation The processes that cause people to behave as they do. Utilitarian Practical Hedonic Impractical (Subjective and Experimental) Drive Theory Focuses on biological needs. Tension The unpleasant state that exists if a persons consumption needs arent fulfilled Homeostasis Activating goal-oriented behaviour that attempts to reduce the unpleasant state and return to a balanced one Expectancy Theory Behaviour is largely pulled by expectations of achieving desirable outcomes Biogenic Needs Food, water, air, shelter Psychogenic Needs Acquired in the process of becoming a member of a culture. Status, power, affiliation Valence Positive or Negative Motivational Conflict: Approach-Approach: Choosing between 2 alternatives. (Theory of Cognitive Dissonance People have a need for order and consistency in their lives, tension is created when beliefs conflict) Approach-Avoid: Desire a goal but wish to avoid (McDonalds, weight) Avoid-Avoid: Choosing 2 undesirable alternatives (Paying off
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