basics of motivation

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Basics of Motivation:

People are motivated by many things, some positive others not. Some motivating factors can

move people only a short time, like hunger which will last only until you are fed. Others candrive a person onward for years.

Motivation is the driving force within individuals that impels them to action. Motivation is the

activation or energization of goal-oriented behavior. Motivation may be intrinsic or etrinsic.!he term is generally used for humans but, theoretically, it can also be used to describe the

causes for animal behavior as well. "ccording to various theories, motivation may be rooted in

the basic need to minimize physical pain and maimize pleasure, or it may include specific needssuch as eating and resting, or a desired ob#ect, hobby, goal, state of being, ideal, or it may be

attributed to less-apparent reasons such as altruism, morality, or avoiding mortality.

Needs :

Needs are the essence of the marketing concept. Marketers do not create needs but can makeconsumers aware of needs. " need is something that is necessary for humans to live a healthy

life. $eeds are distinguished from wants because a deficiency would cause a clear negative

outcome, such as dysfunction or death. $eeds can be ob#ective and physical, such as food and

water, or they can be sub#ective and psychological, such as the need for self-esteem. On asocietal level, needs are sometimes controversial, such as the need for a nationalized health care

system. %nderstanding needs and wants is an issue in the fields of politics, social science, and philosophy.

Types of Needs

& Innate Needs: Physiological 'or biogenic( needs that are considered primary needs or motives& Acquired Needs: )earned in response to our culture or environment. "re generally

psychological and considered secondary needs

Goals *" goal or ob#ective is a pro#ected state of affairs that a person or a system plans or intends to

achieve+a personal or organizational desired end-point in some sort of assumed development. tis the sought-after results of motivated behavior.Types of goals:

& Generic goals : are general categories of goals that consumers see as a way to fulfill their

needs& Product-specific goals : "re specifically branded products or services that consumers select as

their goals

Positive and negative motivation:

Positive motivation is a response which includes en#oyment and optimism about the tasks thatyou are involved in. Positive motivation induces people to do work in the best possible manner

and to improve their performance. %nder this better facilities and rewards are provided for their

better performance. Such rewards and facilities may be financial and non-financial. Negative motivation aims at controlling the negative efforts of the work and seeks to create a

sense of fear for the worker, which he has to suffer for lack of good performance. t is based on

the concept that if a worker fails in achieving the desired results, he should be punished. $egative motivation involves undertaking tasks because there will be undesirable outcomes, eg.

failing a sub#ect, if tasks are not completed.

"lmost all students will eperience positive and negative motivation, as well as loss of

motivation, at different times during their life at %niversity.



oth positive and negative motivation aim at inspiring the will of the people to work but they

differ in their approaches. hereas one approaches the people to work in the best possible

manner providing better monetary and non-monetary incentives, the other tries to induce the man by cutting their wages and other facilities and amenities on the belief that man works out of fear.

Rational versus Emotional Motives/ Rationality implies that consumers select goals based on totally ob#ective criteria such as size,

weight, price, or miles per gallon." conscious, logical reason for a purchase. " motive that can

be defended by reasoning or logical argument/ Emotional motives imply the selection of goals according to personal or sub#ective criteria. "

feeling eperienced by a customer through association with a product.

The Dynamic Nature of Motivation

/ $eeds are never fully satisfied

/ $ew needs emerge as old needs are satisfied

/ People who achieve their goals set new and higher goals for themselves

Model of the Motivation Process:

!he motivational process is the steps that you take to get motivated. t is a process, that when

followed produces incredible results. t is amazing what you can do if you are properly

motivated, and getting properly motivated is a matter of following the motivational process. )ikeany other process it takes a little work and foresight and planning on your part. 0owever, the

return on your investment of time is significant, and it is important when needing etra

motivation that you apply the motivational process.



n the initiation a person starts feeling lacknesses. !here is an arousal of need sourgent, that the bearer has to venture in search to satisfy it. !his leads to creation of tension,which urges the person to forget everything else and cater to the aroused need first. !his tension

also creates drives and attitudes regarding the type of satisfaction that is desired. !his leads a

person to venture into the search of information. !his ultimately leads to evaluation of alternatives where the best alternative is chosen. "fter choosing the alternative, an action is

taken. ecause of the performance of the activity satisfaction is achieved which than relieves the

tension in the individual.

Arousal of Motives:

!he arousal of any particular set of needs at a specific moment in time may be caused by internal

stimuli found in the individual1s physiological condition,by emotional or cognitive processes or by stimuli in outside environment.

/ Physiological arousal

/ 2motional arousal/ 3ognitive arousal

/ 2nvironmental arousal



4. Physiological Arousal odily needs at any one specific moment in time are based on the

individual physiological condition at the moment. 2.." drop in blood sugar level or

stomach contractions will trigger awareness of a hunger need. 2.." decrease in bodytemperature will induce shivering,which makes individual aware of the need for warmth

this type of thing, they arouse related needs that cause uncomfortable tensions until they

are satisfied. 2..Medicine,low fat and diet

5. Emotional Arousal Sometime daydreaming results in the arousal 'autistic thinking( or stimulation of latent needs.People who are board or who are frustrated in trying to

achieve their goals or often engage in daydreaming, in which they imagine themselves in

all sorts of desirable situations. 2.." young woman who may spend her free time ininternet single chat room.

6. Cognitive arousal Sometime random thoughts can lead to a cognitive awareness of

needs."n advertisement that provides reminders of home might trigger instant yearning

to speak with ones parents.

7. Environment arousal !he set of needs an individual eperiences at particular time are

often activated by specific cues in the environment.ithout these cues the needs might

remain dormant.e.!he 81o clock news, the sight or smell of bakery goods,fast food

commercials on television, all these may arouse the need for food 2..$ew cell phonemodel display in the store window.

Philosohies Concerned !ith Arousal of Motives

/ ehaviorist School 9 ehavior is response to stimulus 9 2lements of conscious thoughts are to be ignored

9 3onsumer does not act, but reacts

/ 3ognitive School 9 ehavior is directed at goal achievement

9 $eeds and past eperiences are reasoned, categorized, and transformed into attitudes and

beliefs

The "election of Goals

!he goals selected by an individual depend on their*

/ Personal eperiences

/ Physical capacity/ Prevailing cultural norms and values

/ :oal1s accessibility in the physical and social environment

Motivation theories and mar#eting strategy:

A$raham Maslo!%s &Need 'ierarchy Theory(:



One of the most widely mentioned theories of motivation is the hierarchy of needs theory putforth by psychologist "braham Maslow. Maslow saw human needs in the form of a hierarchy,ascending from the lowest to the highest, and he concluded that when one set of needs is

satisfied, this kind of need ceases to be a motivator.

"s per his theory this needs are*

'i( Physiological needs* !hese are important needs for sustaining the human life. ;ood, water,

warmth, shelter, sleep, medicine and education are the basic physiological needs which fall in the primary list of need satisfaction. Maslow was of an opinion that until these needs were satisfied

to a degree to maintain life, no other motivating factors can work.

'ii( Security or Safety needs* !hese are the needs to be free of physical danger and of the fear of

losing a #ob, property, food or shelter. t also includes protection against any emotional harm.'iii( Social needs* Since people are social beings, they need to belong and be accepted by others.

People try to satisfy their need for affection, acceptance and friendship.

'iv( 2steem needs*"ccording to Maslow, once people begin to satisfy their need to belong, theytend to want to be held in esteem both by themselves and by others. !his kind of need produces

such satisfaction as power, prestige status and self-confidence. t includes both internal esteem

factors like self-respect, autonomy and achievements and eternal esteem factors such as states,recognition and attention.



'v( $eed for self-actualization * Maslow regards this as the highest need in his hierarchy. t is the

drive to become what one is capable of becoming, it includes growth, achieving one1s potential

and self-fulfillment. t is to maimize one1s potential and to accomplish something."s each of these needs are substantially satisfied, the net need becomes dominant. ;rom the

standpoint of motivation, the theory would say that although no need is ever fully gratified, a

substantially satisfied need no longer motivates. So if you want to motivate someone, you needto understand what level of the hierarchy that person is on and focus on satisfying those needs or

needs above that level.

Maslow1s need theory has received wide recognition, particularly among practicing managers.!his can be attributed to the theory1s intuitive logic and ease of understanding. 0owever,

research does not validate these theory. Maslow provided no empirical evidence and other

several studies that sought to validate the theory found no support for it.

Maslo!%s hierarchy of needs in mar#eting )alication*

!o help with training of Maslow<s theory look for Maslow<s 0ierarchy of $eeds motivators in

advertising. !his is a great basis for Maslow and motivation training eercises*

iological and Physiological needs - wife=child-abuse help-lines, social security benefits,Samaritans, roadside recovery.

Safety needs - home security products 'alarms, etc(, house an contents insurance, life assurance,schools.

elongingness and )ove needs - dating and match-making services, chat-lines, clubs and

membership societies, Macdonalds, <family< themes like the old style Oo stock cube ads.2steem needs - cosmetics, fast cars, home improvements, furniture, fashion clothes, drinks,

lifestyle products and services.

Self-"ctualization needs - Open %niversity, and that<s about it> little else in mainstream media

because only 5? of population are self-actualizers, so they don<t constitute a very big part of themainstream market.

McGuire%s Classification of Motives

Active

)Proactive*

Passive

)Reactive*

Cognitive

)Thin#ing

*

Preservation

4. Consistency

+,

Attri$ution

-,

Categorisation

.,

/$0ectification

Gro!th 1, Autonomy 2,

"timulation

3, Matching 4, 5tilitarian

Affective Preservation 6, Tension Reduction 78, "elf 77, Ego 7+,



)9eeling* eression Defence Reinforcement

Gro!th 7-, Assertion 7.,

Affiliation

71,

;dentification

72, Modeling

Discovering urchase motives

uying motives determine two things*

• what consumers want to do, and

• how much they want to do it.

!o market successfully, purchase motives

• first have to be directed towards your goods, not someone else<s.

• Second, the drive has to be strong enough so that people will act on it> they have to be

willing to pay the price in terms of dollars, time, and effort.

<atent and Manifest Motives



Marketing Strategies ased onMotivation 3onflict

ith 'he many motives consumers have and the many situations in which these motives are

activated, 'here are fre@uent conflicts between motives. !he resolution of a motivational conflictoften affects consumption patterns. n many instances, the marketer can analyze situations that

are likely to result in a motivational con flict, provide a solution to the conflict, and attract the

patronage of those consumers facing the motivational conflict. !here arc three lypes ofmotivational conflict of importance to marketing managers*

& "pproach-"pproach 3onflict

& "pproach-"voidance 3onflict

& "voidance-"voidance 3onflictAroach=Aroach Motivational Conflict " consumer who must choose between two

attractive al ternatives faces approach-approach conflict. !he more e@ual this attraction, the

greater the conflict. " con sumer who recently received a large cash gift for graduation'situational variable( might be ton( between a trip to 0awaii 'perhaps powered by a need for

stimulation( and a new mountain bike 'perhaps driven by the need for assertion(. !his conflict

could be resolved by a timely advertisement designed lo encourage one or the other action. Or a



price modification, such as Abuy now, pay later.A could result in a resolution whereby both

alternatives are selected.

Aroach=Avoidance Motivational Conflict " consumer facing a purchase choice with both positive and negative conse@uences confronts approach-avoidance conflict. " person who is

concerned about gain ing weight yet likes snack foods faces this type of problem. 0e or she may

want the taste and emotional sat isfaction associated with the snacks 'approach( but docs not wantlo gain weight 'avoidance(. !he develop ment of lower-caloric snack foods reduces this conflict

and allows the weight-sensitive consumer to en#oy snacks and also control calorie intake.

Avoidance=Avoidance Motivational Conflict " choice involving only undesirable outcomes produces avoidance-avoidance conflict. hen a consumer<s old washing machine fails, this

conflict may occur. !he person may not want to spend money on a new washing machine, or pay

to have the old one repaired, or go without one. !he availability of credit is one way of reducing

this motivational conflict. "dvertisements em phasizing the importance of regular maintenancefor cars, such as oil tiller changes, also use this type of mo tive conflict* APay me now. or pay me

'more( later.A

9rustration:

;ailure to achieve a goal often result in feeling of frustration 'inability to attain goal-

frustration comes( --)imited physical or ;inancial resources. --Obstacle in the physical or social

environment such frustration people are likely to adopt a defense mechanism to protect their egosfrom feelings of inade@uacy.

Defense Mechanism *Methods by which people mentally redefine frustrating situations to protect

their self-images and their self-esteem

4. "ggression 'attracting( may react with anger towards his=her boss for not getting enough

money for one trip so frustrated consumers have boycotted manufacturers in an effort toimprove product @uality and have boycotted retailers in an effort to have price lowered.

5. Bationalization '3onvince themselves(!hey may decide that goal is not really worth

'reasoning for being unable to attain their goals(

6. Begression+People react to frustrating situations with childish or immature behavior

7. ithdrawal+withdrawing from the situation.2..Person who has difficulty achieving

officer status in an organisation may simply @uit the organisation or he may decide he can

use his time more constructively in other activities.

C. Pro#ection+"n individual may pro#ecting blame for his=her own failure and inabilities onother ob#ects or persons.2..the driver who has an automobile accident may blame the

other driver or the condition of the road 2..cricket player blame the ground = climate.

D. "utism or "utism thinking Eay dream that enables the ndividual to attain unfulfilled

needs ' dreaming = thinking emotionally = romantically(.



dentification Sometime people feel frustration by subconsciously identifying with other persons

or situation that they considBasics of Motivation:

People are motivated by many things, some positive others not. Some motivating factors can

move people only a short time, like hunger which will last only until you are fed. Others can

drive a person onward for years. Motivation is the driving force within individuals that impels them to action. Motivation is theactivation or energization of goal-oriented behavior. Motivation may be intrinsic or etrinsic.

!he term is generally used for humans but, theoretically, it can also be used to describe the

causes for animal behavior as well. "ccording to various theories, motivation may be rooted inthe basic need to minimize physical pain and maimize pleasure, or it may include specific needs

such as eating and resting, or a desired ob#ect, hobby, goal, state of being, ideal, or it may be

attributed to less-apparent reasons such as altruism, morality, or avoiding mortality.

Needs :

Needs are the essence of the marketing concept. Marketers do not create needs but can make

consumers aware of needs. " need is something that is necessary for humans to live a healthy

life. $eeds are distinguished from wants because a deficiency would cause a clear negativeoutcome, such as dysfunction or death. $eeds can be ob#ective and physical, such as food and

water, or they can be sub#ective and psychological, such as the need for self-esteem. On a

societal level, needs are sometimes controversial, such as the need for a nationalized health caresystem. %nderstanding needs and wants is an issue in the fields of politics, social science, and

philosophy.

Types of Needs& Innate Needs: Physiological 'or biogenic( needs that are considered primary needs or motives

& Acquired Needs: )earned in response to our culture or environment. "re generally

psychological and considered secondary needs

Goals *" goal or ob#ective is a pro#ected state of affairs that a person or a system plans or intends to

achieve+a personal or organizational desired end-point in some sort of assumed development. tis the sought-after results of motivated behavior.

Types of goals:

& Generic goals : are general categories of goals that consumers see as a way to fulfill their needs

& Product-specific goals : "re specifically branded products or services that consumers select as

their goals

Positive and negative motivation:

Positive motivation is a response which includes en#oyment and optimism about the tasks that

you are involved in. Positive motivation induces people to do work in the best possible manner

and to improve their performance. %nder this better facilities and rewards are provided for their better performance. Such rewards and facilities may be financial and non-financial. Negative motivation aims at controlling the negative efforts of the work and seeks to create a

sense of fear for the worker, which he has to suffer for lack of good performance. t is based onthe concept that if a worker fails in achieving the desired results, he should be punished.

$egative motivation involves undertaking tasks because there will be undesirable outcomes, eg.

failing a sub#ect, if tasks are not completed.



"lmost all students will eperience positive and negative motivation, as well as loss of

motivation, at different times during their life at %niversity.

oth positive and negative motivation aim at inspiring the will of the people to work but theydiffer in their approaches. hereas one approaches the people to work in the best possible

manner providing better monetary and non-monetary incentives, the other tries to induce the man

by cutting their wages and other facilities and amenities on the belief that man works out of fear.

Rational versus Emotional Motives

/ Rationality implies that consumers select goals based on totally ob#ective criteria such as size,weight, price, or miles per gallon." conscious, logical reason for a purchase. " motive that can

be defended by reasoning or logical argument

/ Emotional motives imply the selection of goals according to personal or sub#ective criteria. "

feeling eperienced by a customer through association with a product.

The Dynamic Nature of Motivation

/ $eeds are never fully satisfied

/ $ew needs emerge as old needs are satisfied/ People who achieve their goals set new and higher goals for themselves

Model of the Motivation Process:

!he motivational process is the steps that you take to get motivated. t is a process, that whenfollowed produces incredible results. t is amazing what you can do if you are properly

motivated, and getting properly motivated is a matter of following the motivational process. )ike

any other process it takes a little work and foresight and planning on your part. 0owever, the

return on your investment of time is significant, and it is important when needing etramotivation that you apply the motivational process.



n the initiation a person starts feeling lacknesses. !here is an arousal of need sourgent, that the bearer has to venture in search to satisfy it. !his leads to creation of tension,which urges the person to forget everything else and cater to the aroused need first. !his tension

also creates drives and attitudes regarding the type of satisfaction that is desired. !his leads a

person to venture into the search of information. !his ultimately leads to evaluation of alternatives where the best alternative is chosen. "fter choosing the alternative, an action is

taken. ecause of the performance of the activity satisfaction is achieved which than relieves the

tension in the individual.

Arousal of Motives:

!he arousal of any particular set of needs at a specific moment in time may be caused by internal

stimuli found in the individual1s physiological condition,by emotional or cognitive processes or by stimuli in outside environment.

/ Physiological arousal

/ 2motional arousal/ 3ognitive arousal

/ 2nvironmental arousal



4. Physiological Arousal odily needs at any one specific moment in time are based on the

individual physiological condition at the moment. 2.." drop in blood sugar level or

stomach contractions will trigger awareness of a hunger need. 2.." decrease in bodytemperature will induce shivering,which makes individual aware of the need for warmth

this type of thing, they arouse related needs that cause uncomfortable tensions until they

are satisfied. 2..Medicine,low fat and diet

5. Emotional Arousal Sometime daydreaming results in the arousal 'autistic thinking( or stimulation of latent needs.People who are board or who are frustrated in trying to

achieve their goals or often engage in daydreaming, in which they imagine themselves in

all sorts of desirable situations. 2.." young woman who may spend her free time ininternet single chat room.

6. Cognitive arousal Sometime random thoughts can lead to a cognitive awareness of

needs."n advertisement that provides reminders of home might trigger instant yearning

to speak with ones parents.

7. Environment arousal !he set of needs an individual eperiences at particular time are

often activated by specific cues in the environment.ithout these cues the needs might

remain dormant.e.!he 81o clock news, the sight or smell of bakery goods,fast food

commercials on television, all these may arouse the need for food 2..$ew cell phonemodel display in the store window.

Philosohies Concerned !ith Arousal of Motives

/ ehaviorist School 9 ehavior is response to stimulus 9 2lements of conscious thoughts are to be ignored

9 3onsumer does not act, but reacts

/ 3ognitive School 9 ehavior is directed at goal achievement

9 $eeds and past eperiences are reasoned, categorized, and transformed into attitudes and

beliefs

The "election of Goals

!he goals selected by an individual depend on their*

/ Personal eperiences

/ Physical capacity/ Prevailing cultural norms and values

/ :oal1s accessibility in the physical and social environment

Motivation theories and mar#eting strategy:

A$raham Maslo!%s &Need 'ierarchy Theory(:



One of the most widely mentioned theories of motivation is the hierarchy of needs theory putforth by psychologist "braham Maslow. Maslow saw human needs in the form of a hierarchy,ascending from the lowest to the highest, and he concluded that when one set of needs is

satisfied, this kind of need ceases to be a motivator.

"s per his theory this needs are*

'i( Physiological needs* !hese are important needs for sustaining the human life. ;ood, water,

warmth, shelter, sleep, medicine and education are the basic physiological needs which fall in the primary list of need satisfaction. Maslow was of an opinion that until these needs were satisfied

to a degree to maintain life, no other motivating factors can work.

'ii( Security or Safety needs* !hese are the needs to be free of physical danger and of the fear of

losing a #ob, property, food or shelter. t also includes protection against any emotional harm.'iii( Social needs* Since people are social beings, they need to belong and be accepted by others.

People try to satisfy their need for affection, acceptance and friendship.

'iv( 2steem needs*"ccording to Maslow, once people begin to satisfy their need to belong, theytend to want to be held in esteem both by themselves and by others. !his kind of need produces

such satisfaction as power, prestige status and self-confidence. t includes both internal esteem

factors like self-respect, autonomy and achievements and eternal esteem factors such as states,recognition and attention.



'v( $eed for self-actualization * Maslow regards this as the highest need in his hierarchy. t is the

drive to become what one is capable of becoming, it includes growth, achieving one1s potential

and self-fulfillment. t is to maimize one1s potential and to accomplish something."s each of these needs are substantially satisfied, the net need becomes dominant. ;rom the

standpoint of motivation, the theory would say that although no need is ever fully gratified, a

substantially satisfied need no longer motivates. So if you want to motivate someone, you needto understand what level of the hierarchy that person is on and focus on satisfying those needs or

needs above that level.

Maslow1s need theory has received wide recognition, particularly among practicing managers.!his can be attributed to the theory1s intuitive logic and ease of understanding. 0owever,

research does not validate these theory. Maslow provided no empirical evidence and other

several studies that sought to validate the theory found no support for it.

Maslo!%s hierarchy of needs in mar#eting )alication*

!o help with training of Maslow<s theory look for Maslow<s 0ierarchy of $eeds motivators in

advertising. !his is a great basis for Maslow and motivation training eercises*

iological and Physiological needs - wife=child-abuse help-lines, social security benefits,Samaritans, roadside recovery.

Safety needs - home security products 'alarms, etc(, house an contents insurance, life assurance,schools.

elongingness and )ove needs - dating and match-making services, chat-lines, clubs and

membership societies, Macdonalds, <family< themes like the old style Oo stock cube ads.2steem needs - cosmetics, fast cars, home improvements, furniture, fashion clothes, drinks,

lifestyle products and services.

Self-"ctualization needs - Open %niversity, and that<s about it> little else in mainstream media

because only 5? of population are self-actualizers, so they don<t constitute a very big part of themainstream market.

McGuire%s Classification of Motives

Active

)Proactive*

Passive

)Reactive*

Cognitive

)Thin#ing

*

Preservation

4. Consistency

+,

Attri$ution

-,

Categorisation

.,

/$0ectification

Gro!th 1, Autonomy 2,

"timulation

3, Matching 4, 5tilitarian

Affective Preservation 6, Tension Reduction 78, "elf 77, Ego 7+,



)9eeling* eression Defence Reinforcement

Gro!th 7-, Assertion 7.,

Affiliation

71,

;dentification

72, Modeling

Discovering urchase motives

uying motives determine two things*

• what consumers want to do, and

• how much they want to do it.

!o market successfully, purchase motives

• first have to be directed towards your goods, not someone else<s.

• Second, the drive has to be strong enough so that people will act on it> they have to be

willing to pay the price in terms of dollars, time, and effort.

<atent and Manifest Motives



Marketing Strategies ased onMotivation 3onflict

ith 'he many motives consumers have and the many situations in which these motives are

activated, 'here are fre@uent conflicts between motives. !he resolution of a motivational conflictoften affects consumption patterns. n many instances, the marketer can analyze situations that

are likely to result in a motivational con flict, provide a solution to the conflict, and attract the

patronage of those consumers facing the motivational conflict. !here arc three lypes ofmotivational conflict of importance to marketing managers*

& "pproach-"pproach 3onflict

& "pproach-"voidance 3onflict

& "voidance-"voidance 3onflictAroach=Aroach Motivational Conflict " consumer who must choose between two

attractive al ternatives faces approach-approach conflict. !he more e@ual this attraction, the

greater the conflict. " con sumer who recently received a large cash gift for graduation'situational variable( might be ton( between a trip to 0awaii 'perhaps powered by a need for

stimulation( and a new mountain bike 'perhaps driven by the need for assertion(. !his conflict

could be resolved by a timely advertisement designed lo encourage one or the other action. Or a



price modification, such as Abuy now, pay later.A could result in a resolution whereby both

alternatives are selected.

Aroach=Avoidance Motivational Conflict " consumer facing a purchase choice with both positive and negative conse@uences confronts approach-avoidance conflict. " person who is

concerned about gain ing weight yet likes snack foods faces this type of problem. 0e or she may

want the taste and emotional sat isfaction associated with the snacks 'approach( but docs not wantlo gain weight 'avoidance(. !he develop ment of lower-caloric snack foods reduces this conflict

and allows the weight-sensitive consumer to en#oy snacks and also control calorie intake.

Avoidance=Avoidance Motivational Conflict " choice involving only undesirable outcomes produces avoidance-avoidance conflict. hen a consumer<s old washing machine fails, this

conflict may occur. !he person may not want to spend money on a new washing machine, or pay

to have the old one repaired, or go without one. !he availability of credit is one way of reducing

this motivational conflict. "dvertisements em phasizing the importance of regular maintenancefor cars, such as oil tiller changes, also use this type of mo tive conflict* APay me now. or pay me

'more( later.A

9rustration:

;ailure to achieve a goal often result in feeling of frustration 'inability to attain goal-

frustration comes( --)imited physical or ;inancial resources. --Obstacle in the physical or social

environment such frustration people are likely to adopt a defense mechanism to protect their egosfrom feelings of inade@uacy.

Defense Mechanism *Methods by which people mentally redefine frustrating situations to protect

their self-images and their self-esteem

4. "ggression 'attracting( may react with anger towards his=her boss for not getting enough

money for one trip so frustrated consumers have boycotted manufacturers in an effort toimprove product @uality and have boycotted retailers in an effort to have price lowered.

5. Bationalization '3onvince themselves(!hey may decide that goal is not really worth

'reasoning for being unable to attain their goals(

6. Begression+People react to frustrating situations with childish or immature behavior

7. ithdrawal+withdrawing from the situation.2..Person who has difficulty achieving

officer status in an organisation may simply @uit the organisation or he may decide he can

use his time more constructively in other activities.

C. Pro#ection+"n individual may pro#ecting blame for his=her own failure and inabilities onother ob#ects or persons.2..the driver who has an automobile accident may blame the

other driver or the condition of the road 2..cricket player blame the ground = climate.

D. "utism or "utism thinking Eay dream that enables the ndividual to attain unfulfilled

needs ' dreaming = thinking emotionally = romantically(.



F. dentification Sometime people feel frustration by subconsciously identifying with other

persons or situation that they consider relevant.2.. Mouth wash, shampoo, soap..to

attract opposite se

8. Bepression9 "nother way that individuals avoid the tension arising from frustration is by

repressing the unsatisfied need 2.." couple who cannot have children may surroundthemselves with plants or pets

F. er relevant.2.. Mouth wash, shampoo, soap..to attract opposite se

8. Bepression9 "nother way that individuals avoid the tension arising from frustration is byrepressing the unsatisfied need 2.." couple who cannot have children may surround

themselves with plants or pets

basics of motivation

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