Motivation

Stefan Hoffmann and Payam Akbar
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Stefan Hoffmann: Christian-Albrechts-Universität zu Kiel
Payam Akbar: Christian-Albrechts-Universität zu Kiel

Chapter 3 in Consumer Behavior, 2023, pp 31-49 from Springer

Abstract: Abstract In this chapter, you will learn the key characteristics of consumer motivation, how to interpret motivation as a product of personal and situational factors, explain consumer behavior through content and process theories, what consumer-specific motives can be delineated, and how to measure consumer motives. You will learn the following concepts and theories: Maslow’s Hierarchy of Needs, VIE theory, Lewin’s Field Theory, and Ultimate Consumer Motives.

Date: 2023
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-39476-9_3

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DOI: 10.1007/978-3-658-39476-9_3

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