written document that summarises what the marketer has learned about the market place and indicates how the firm plans to reach its marketing objectives. A firm needs to analyze buying behavior for: Buyers reactions to a firms marketing strategy has a great impact on the firms success. The basic premise of content theories is that humans have needs. Motivational traits have been shown to predict training outcomes, job performance, and organizational citizenship behaviors. Physiological theories suggest that responses within the body are responsible for emotions. What inspires employees to provide excellent service, market a company’s products effectively, or achieve the goals set for them? An engaged and motivated workforce can mean the difference between a successful business and a dying business. Social factors that impact buying behaviour are reference groups, family, role and status. Effective motivational strategies have a tremendous impact on productivity in the workplace. Consumer behavior theories are used by businesses in order to optimize their selling and marketing strategies. Motivation theories are classified as either content or process theories. Human nature is the common qualities of all human beings. A consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. Motivation is a process that starts with a physiological or psychological need that activates a behavior or a drive that is aimed at a goal. Negative reinforcement. Later on, based on theories researchers started developing models of consumer behavior since they can explain behavior more precisely than theories. 1 Questions & Answers Place. The Senior VP Has Asked You To Analyze A New Sales Venture And Determine How To Build A Clientele Foe The New Venture And For Traditional BULLET Stores. Physiological needs CASE STUDY SITUATION You Are The Vice President Of Development For BULLET, The Second Largest Discount Retailer In The Nation. As a leader, you need to interact with your followers, peers, seniors, and others, whose support you need in order to accomplish your objectives. Utilizing theories in health education makes the message more successful. It is distinct from cognitive processes that are rational and calm because motivation and emotion involve physiological arousal.. No. 1 Questions & Answers Place. Some studies have shown that consumers feel better about retailers who attempt to prevent overcrowding in their stores. The decision maker in the family has an important role in the buying process. Theories are the questions that are asked before presenting the education. There are several theories out there to explore and each one focuses on a different set of biological, social, emotional, and cognitive aspects that impact behavior. These theories tend to concentrate on how consumers spend money, what causes them to spend more money, and how the spending of consumer money should impact the planning and strategies practiced by businesses. Motivational Instincts and Drives. At the individual level of analysis, there is a plethora of different approaches, most of which have some conceptual viability, empirical support and practical use. The usual purpose of a theory is to explain empirical phenomena. Behavioral theories of motivation focus on how the results we’ve obtained from past behaviors shape our future behaviors. It is very well explained by Maslow through his need hierarchy theory comprising of basic needs, security needs, social needs, esteem needs and self-actualization needs. The psychological and behavioral processes that motivate a person to act in a particular way are referred to as process theories of motivation. 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