Management and Organizational Studies 1021A/B Lecture 9: review for final

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Michael Aloisio

Document Summary

Four influences on the consumer purchase decision process. Also called internal influences, shape how customers think and feel, how they will understand and respond to information, and why they behave in the ways that they do. Include motivation, personality, perception, learning, values, beliefs and attitudes, lifestyle, self- concept. Motivation - the energizing force that stimulates behaviour to satisfy a need, occurs when a need is felt with such intensity to drive the individual to take action to satisfy it. Motivation research - different from consumer to consumer almost like therapy, talking about things that are subtle, ask people questions that are indirect, Like associating brands with animal and foods which are designed to tell deep purchase reasons. Freud"s theory: individual consumers are motivated, those motivation are largely unconscious, shaped by subconscious motives (e. g. middle aged guys buying flashy sports cars)