...Maslow’s Hierarchy of Needs With Skinner’s Behaviorist Theory |Issue |Maslow |Skinner | |Define Motivation |Motivation arises from the desire to satisfy the |Motivation stems from the way behavior is rewarded- | | |basic needs, defined by Maslow as a hierarchy, moving|good behavior rewarded, bad behavior reprimanded | | |from physiological to self-actualization. | | |How Motivation Changes |Moves from basic to more advanced, from emotional |Work from simple to complex steps; | |For Elementary Versus |needs to more intellectual needs, the ability to |performance/feedback motivation and actualization | |Secondary Students |capture concepts that are more detailed, less static,|changes; amount of reward changes; kind and quality | | |and to analyze problems that have open-ended answers |of reward changes | |Similarities |Set of needs must be met, and to move to next level |Behavior affected by consequences; theory of operant | |/Differences |reward occurs; melding of layers of needs; primary |conditioning always manipulation of | | |human focus is establishing inner needs |reward/punishment;...
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...buying goods and services. There are psychological and social processes that may have an influence consumer behavior. Some of those influences come from the process developed by the marketing communications. There is also a relationship between the consumer traits and their purchasing behaviors that will be evaluated in this paper. Culture also is important to consumer behavior and can affect regional and social needs. Finally, consumers are analytical and can interpret marketing messages to benefit their needs. All these points will be evaluated and explored in this paper on consumer traits and behaviors. Psychological and Social Processes that Influence Consumer Behavior Consumers are driven by the desire to satisfy needs when they decide to make a purchase. Many of these needs are considered to be our Innate or primary needs. These needs are the physiological needs that we, as humans, require to help keep us alive, things such as food, air, water, shelter and sex. The satisfying of these physical needs are only a part, although a major one, of what drives us to buy the things we need. The problem with humans is that we are not completely satisfied with meeting our physical needs, but we also have to satisfy our Acquired needs or secondary needs. Just like the satisfaction of our innate needs helps us to feel good about our physical self. The meeting of our acquired needs, which consist of self-esteem, prestige, power, learning and social status helps us feel...
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...want to learn? Motivation in language learning Motivation is one of the crucial factors influencing learning. It simply means the want to learn. Motivation overlaps with interest, curiosity and desire to achieve. In a cognitive approach to motivation, the focus is upon ways in which individuals make sense of their own learning experiences. It says that individuals are motivated initially by their conscious thoughts and feelings. Psychological approaches to learning have changed so noticeably in recent years. If we broaden a cognitive perspective on motivation, we can reach to what is meant by social constructivist view. Early psychological views on motivation Behaviorists did lots of researches in laboratories and clearly observed what animals behaved in order to meet their needs and generalized these phenomena to human beings: Dog bell salivation searching food meeting biological needs According to the above mentioned model, behaviorists believed that motivation should be considered in terms of biological needs i.e. what biological needs have to be met during the early learning stages. Also the kind of reward or reinforcement is very important. In other words behaviorist sought to define motivation just in terms of external forces. They only believed that some special circumstances leads to a specific behavior and that consequence may or may not affect other behaviors. From the...
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...MANAGEMENT DEPARTMENT CONSUMER BEHAVIOR „CONSUMER MOTIVATION“ Lecturer: ******** Student: A**** C**** October 2013. CONTENT: * MOTIVATION * NEEDS * GOALS - The Selection of Goals * RATIONAL VS EMOTIONAL MOTIVES * DYNAMICS OF MOTIVATION * AROUSAL OF MOTIVES * HIERARCHY OF NEEDS * A TRIO OF NEEDS * MEASUREMENT OF MOTIVES * MOTIVATIONAL RESEARCH * HUMAN NEEDS – consumer needs – are the basis of all modern marketing. * Needs are the essence of the marketing concept. MOTIVATION: * MOTIVATION is the driving force within individuals that impels them to action. * This driving force is produced by a state of tension, which exists as the result of an unfullfilled need. NEEDS: * Needs are the essence of the marketing concept. Marketers don’t create needs but can make consumers aware of needs. * Types: * - INNATE NEEDS /primary * ACQUIRED NEEDS /secondary GOALS: * Goals are the sought-after results of motivated behavior. * Individuals set goals on the basis of their personal values and they select means that they believe will help them to achieve their desired goals. The Selection of Goals: * The goals selected by individuals depend on their: * personal experiences * -physical capacity * -prevailing cultular norms and values * -goal’s accessibility in the physical and social environment. RATIONAL VS EMOTIONAL MOTIVES: ...
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...Consumer Traits and Behaviors PSY/322 University of Phoenix Consumer Traits and Behaviors Introduction “Consumer behavior involves the psychological processes that consumers go through in recognizing needs, finding ways to solve these needs, and making purchase decisions .whether or not to purchase a product and, if so, which brand and where), interpret information, make plans, and implement these” (Perner, 1999-2008.). People in today’s society perceive messages differently. The way people perceive a message has a lot to do with consumer traits and behaviors. “The behavior that consumers undertake in seeking, purchasing, using, evaluating, and disposing of products and services that they expect will satisfy their personal needs” (Perner, 1999-2008.). As human beings we are all unique and have our own opinion, this reflects on our pattern of purchases. Marketing strategies of different product and services are why purchases differ from one another. One individual may enjoy colorful scenery throughout their household while another individual love the simple more modern scenery. The consumer goes through a process of receiving a stimulus and acting accordingly. This then triggers decision making. Culture plays a role in a person needs and behavior. According to Perreau, “an individual will be influenced by his family, his friends, his cultural environment or society that will “teach” him values, preferences as well as common behaviors to their own culture.” Individuals...
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...Buyer Behavior Case Study Harley Davidson Building Success • Understanding the customers’ emotions and motivation • Determining the factors of loyalty • Translating this information to effective advertising Measuring Success • Currently 22% of all U.S. bike sales • Demand above supply • Sales doubled in the past 5 years with earnings tripled Case Study Harley-Davidson – Devoted Consumers Building Success • Offers good bikes, upgraded showrooms, and revised sales tactics. • Consumer emotions, motivations, and lifestyle research has been translated into effective advertising. • Harley riders are fiercely loyal to the brand, older, better educated, affluent. Measuring Success • Currently has 26% of all U.S. bike sales and 50% of heavyweight segment. • Demand outstripped supply for several years; waits of up to 2 years for popular models. • Annual revenues/earnings have grown at 14% to 23% over past 10 years. 2007: 21st straight year of record sales and income. 5-3 Definitions • Consumer buyer behavior refers to the buying behavior of final consumers – individuals and households who buy goods and services for personal consumption • All of these final consumers combine to make up the consumer market. Consumer Buying Behavior • Consumers make many buying decisions every day. • Most research consumer buying decisions try to answer the questions about; What consumers buy? Where, how, and how they buy, when & why they buy? Consumer Buying Behavior •...
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...Motivation and Emotions Motivation and emotion go hand in hand; they are interlinked and influence each other to a great extent. The question many ask is- how? Well, it's simple really. Let's see what motivation and emotion are defined as individually... * Motivation Motivation is the' X factor' that drives you to achieve your goal. With motivation, you know what you want and why you want it. All you need to do is to go about finding ways to utilize your motivation to reach your goal/s. Motivation explains the WHY in any action taken by you. Psychologists have agreed that it is driven by a need or a want that gets molded into behavior that is goal specific, and that the need is then given direction. * Emotion We understand emotions better when we describe them as feelings. We feel emotions, and they are physically expressed via tears, laughter, anger, melancholy, or violence to name just a few. Psychologists feel that emotion stems from perception, and is then brought about due to a hormonal response to this perception. Emotion involves four factors that are integrated as parts of a syndrome. These four factors are tendency to act, bodily or physical reaction, cognitive appraisals, and expressive movements. Feelings and motivation work in tandem to help us reach our goals. At the same time, there are instances when emotion does not need to have an objective to exist, unlike motivation which is completely goal oriented. Motivation And Emotion: The Connection ...
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...1. The concept and function of reward In the Management Psychology, reward is to give recognition and praise for the people excellent behavior and encourage them to maintain this behavior. The purpose of the award is to encourage the advanced, motivate the staff's enthusiasm, initiative and creativity, improve work capacity and service quality (Marc Bishop, 2005). The reward is a "stimulus" to social groups, allowing them to get strength. In the company, wages, bonuses, and public recognition are the details of the award. A smile of the boss in the critical moment, a look or a gesture is reward. Incentives can bring a lot of enhancement of life (Máire Kerrin, Nick Oliver, 2002). Therefore, let me take you to learn some of the knowledge of reward. 2.The principle of reward In order to enhance the role of rewards and incentives, we should pay attention to the following questions: (1) Combination of material rewards and spiritual rewards: Rewards, can not engage in "money talks", can not engage in "the spirit of is universal ", combination of material reward and spiritual rewards is the best. (2) Create a fine atmosphere of reward: If you want to make use of the role of reward, we should create an "advanced is glorious, dropped is disgraceful" atmosphere. Rewarding in the glorious atmosphere enable he winners be honor, and envy of mental state urges the loser to catch up. (3)Reward in time: This can not only give full play to the role of reward, and allow...
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...in America and around the world, and has devastating consequences for the entire social fabric. In this article, we focus on organizational corruption, described as the abuse of authority for personal benefit, and draw on Weber’s three ideal-types of legitimate authority to develop a theoretical model to better understand the antecedents of different types of organizational corruption. Specifically, we examine the types of business misconduct that organizational leaders are likely to engage in, contingent on their legitimate authority, motives, and justifications. We conclude by suggesting managerial implications of our theoretical model and propose directions for future research. KEY WORDS: authority, bureaucracy, corruption, opportunity, motivation, justification, types of organizational corruption, weber, white-collar crime The issue of corruption has been gaining increasing importance in today’s world. The World Bank has singled out corruption as the largest obstacle to economic and social development, and in our search of the word ‘corruption’ in article headings in The Wall Street Journal in 2004, the word appeared 496 times. Much evidence also suggests that corruption is as ancient as disloyalty and greed, particularly in the context of politics. For example, in a fourth century B.C. manifesto entitled Arthashastra (‘Science of Polity’), Indian political philosopher, Kautilya discusses the principles of governing the state and includes the problem of Manuscript BUSI393R1...
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...When referring to a 'working person' what are the underlying models and frameworks influencing and guiding a person's behavior and actions in a professional environment and impact on one's work performance in the workplace. A working person is the one who, whether skilled or unskilled, earns his living at some manual or industrial work. The people who are able and likely to work between the age group of 20-65 years comes under the category of working person and who contributes to growth of an economy of a country. Each region may have different range of ages, but generally 20-65 are used. An individual and his/her behavior cannot be understand without considering various aspects of that individual's environment i.e. social, political, familial, temporal, spiritual, and economical. A working person's behavior may be affected by any of these aspects. A person-in-environment will provide more adequate framework for assessing an individual and his/her problems and strengths than an approach which focuses only on changing an individual's behavior, or that focuses only on environment conditions. There were a number of historical developments in the first two decades of the 20th century which leads to the more formal view of the concept in the emerging profession. A person working in an organisation is affected by many factors. Decisions about right or wrong permeate everyday life. Ethics concerns person's all levels of life...
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...AGALLA HD333-C005-2835/2011 Introduction Definitions Motivation Motivation is a term that refers to a process that elicits, controls, and sustains certain behaviors. For instance: An individual has not eaten, he or she feels hungry, as a response he or she eats and diminishes feelings of hunger. Motivation- the concept According to Webster’s New Collegiate Dictionary, a motive is “something (a need or desire) that causes a person to act.” Motivate, in turn means “to provide with a motive,” and motivation is defined as “the act or process of motivating.” Thus motivation is the act or process of providing motive that causes a person to take some action. In most cases motivation comes from some need that leads to behavior that results in some type of reward when the need is fulfilled. Rewards Rewards can take two forms. They can either intrinsic/internal rewards or extrinsic/external rewards. Intrinsic rewards are derived from within the individual. For a healthcare employee this could mean taking pride and feeling good about a job well done (e.g. providing excellent patient care). Extrinsic rewards pertain to rewards that are given by another person, such as a healthcare organization giving bonuses to teams of workers when quality and patient satisfaction are demonstrated to be exceptional. Senior Managers Senior Manager is a title given in a large company with a perceived need for additional levels in its management structure. In a hierarchy, Senior...
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...stems from life experience, the way you were taught, and the environment in which you grew up or nurture. Personality can best be described as personal qualities of an individual. There are no two people have the same personality, however, all the different personalities in the world can be characterized into four main theories. The four psychologists that thought up the four theories are Sigmund Freud, Jean Piaget, Erik Erikson, and Abraham Maslow. Each man based his theory on a different part of a person’s personality development. The study of personality traits is beneficial in identifying the many variables that exist from human to human; the combinations of these variables provide us with a true level of individuality and uniqueness. Personality is the collection of characteristic thoughts, feelings, and behaviors that make up a person. Personality is who we are. Each person has one or more personalities that determine how we act and react,...
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... 2010-1-184 ALI AKBAR 2010-1-185 TAREQ IQBAL 2010-1-186 to mr. ahsan habib leading L eading is considered as the third basic managerial function. It is the set of processes used to get members of organization to work together to advance the interests of the organization. Leading involves directing, influencing & motivating employees to perform tasks. The people who can influence the behavior of others without having to rely on force, those are accepted by others as leaders. So a manager is necessarily a leader, but a leader may not be a manager. Leadership: The word leadership comes from the word “LEAD” which means to guide, to conduct or to direct. In general, Leadership is the ability to influence others. Leadership is the process of directing the subordinates to accomplish the organizational goal in a way that the group members are driven to perform according to their highest capability. According to Newstorm,’Leadership is the process of encouraging & helping others to work enthusiastically towards objectives.’ H.Rooky says, ‘Leadership is the art or process of influencing people so that they will strive willingly...
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...The Role of Motivation in Wellness Coaching and Weight Loss Liberty University Abstract The consequences of the American lifestyle, obesity and its associated comorbidities, on healthcare costs is staggering. Physicians prescribe behavioral changes such as diet and exercise, and hand out information on how to decrease stress. Wellness coaching has an opportunity to address clients holistically in order to achieve the behavioral changes needed to improve people’s lives and embrace their full potential. Motivation, both intrinsic and extrinsic, is a complex construct or force causing people to act and its presence is needed for change to begin as well as sustained. Based on Self-Determination Theory where the combination personality, self-regulation, and autonomy in motivation yield behavior change. Wellness coaches collaborate with clients in the coaching process to motivate client’s to meet their goals, using the coaching experience and accountability teaches the client self-motivation, and coaching the client in motivating others. During the initial screening conversation the coach must determine if the client is a good fit for wellness coaching and if they have any hurts that a counselor needs to address to free the individual to move forward. The coach needs to understand how the client is motivated to ensure goals are S.M.A.R.T with the right mixture of motivation applied through action steps and accountability to meet goals. Motivational interviewing techniques...
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...What is motivation? Motivation Some people are found to be more efficient than others. The difference in their performance can be attributed either to their urge or willingness to perform as best as possible or difference in their abilities. Omitting the ability and skill, it is the motive of employees which determines whether they will be more or less efficient. Motivation, the bringing about an inner urge or desire in employees to work to the best of their ability is an important function of management. Concept of Motivation Motivation may be defined as the complex forces inspiring a person at work to intensify his willingness to use his maximum capabilities for the achievement of certain objectives. In other words, motivation is something that motivates a person into action and induces him to continue in the course of action enthusiastically. At the work, it determines the behavior of a person. Dwight D. Eisenhower defines motivation as: “motivation is getting people to do what you want them to do because they want to do it.” Dalton E. McFarland defines motivation as: Motivation refers to the way in which urges, desires, drives, striving, aspirations, or needs direct, control or explain the behavior of human being". The term 'motivation' is derived from the word 'motive'. Motive may be defined as wants, drives, needs or impulses within the individual. Motives are personal and internal because it is an expression of a person's needs. The term 'need' should not...
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