4201 Chapter 2.docx

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Department
Business Admin:Marketing & Log
Course
BUSML 4201
Professor
Robert Smith
Semester
Spring

Description
4201 Chapter Two The Internal Model Human Behavior Forces: Internal and external • Internal: Instincts, feelings, memories, intentions • External: Surroundings, other people, scarce resources  Environment: Immediate surroundings Major elements/people in environment that affect behaviors and feelings Physical Environment: Tangible features­ climate, geography, life forms Economic Environment: Specialization of labor, productivity, income distribution Social Environment: Group interactions, social structure, dynamics, rules, etc. Family Environment: Family behaviors, customs, etc. *Not all­inclusive, these are closely related Primary Needs of Survival: 1. Nourishment: Plans for how to find, subdue, and digest protein 2. Protection: Predators, natural hazards, etc. When these happen individual can  either do nothing (selected out), withdraw (lowest risk, avoidance), or  counterattack/attack (dangerous) fight or flight 3. Reproduction: DNA can make replicas of itself and must to survive Major properties of human instincts: Nonverbal, powerful motivators, fixed for life Instinctual evaluations: Powerful motivators (hunger, pain, fatigue) instincts and  impulses originate in the body and are characterized by lack of freedom and  compulsiveness. Evolved over time through natural selection Instinctual model: Based on primary perception­ individuals acquire data from  environment through sensory apparatus. This is then fed to sensory register and  impressions stay there .25 seconds until related to appropriate overt behavior Cognitive model: Think, plan, and reason Internal model: Ability to acquire, store, and remember verbal symbols enabling  individual to construct internal model of external environment  1. No two people encounter the same experience 2. People act according to how t
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