Ch 5 Motivation

Consumer Behavior: A Framework John C. Mowen Michael S. Minor Chapter 5: Consumer Motivation

Ten Key Concepts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What is Motivation? ,[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Structure of Emotions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Some General Theories of Motivation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Classical Conditioning ,[object Object],[object Object]

[object Object],[object Object],[object Object],[object Object]

Classical Conditioning Relations Unconditioned/Secondary Stimulus Unconditioned Response Pairing Conditioned Stimulus Conditioned Response Flag Emotions Political candidate Emotions

Requirements for Effective Conditioning ,[object Object],[object Object],[object Object]

Applications of Classical Conditioning ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Operant Conditioning . . . ,[object Object],[object Object],[object Object]

Reinforcement & Influencing Behavior ,[object Object],[object Object],[object Object]

Secondary reinforcers . . . ,[object Object],[object Object],[object Object]

A Punisher . . . ,[object Object]

Extinction & Eliminating Behaviors ,[object Object],[object Object]

Schedules of Reinforcement . . . ,[object Object],[object Object]

Discriminative Stimuli . . . ,[object Object],Example: point of purchase display is a discriminative stimulus.

Stimulus Discrimination and Generalization ,[object Object],[object Object]

Shaping Consumer Responses . . . ,[object Object]

Vicarious Learning . . . ,[object Object]

Three important ideas: ,[object Object],[object Object],[object Object]

Factors Increasing a Model’s Effectiveness ,[object Object],[object Object],[object Object],[object Object],[object Object]

Three Major Uses of Social-Learning Theory ,[object Object],[object Object],[object Object]

Midrange Theories of Motivation ,[object Object],[object Object],[object Object],[object Object],[object Object]

Opponent-Process Theory ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Optimum Stimulation Level ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Desire to Maintain Behavioral Freedom ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Motivation to Avoid Risk ,[object Object],[object Object]

7 Types of Consumer Risks. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Factors Influencing Risk Perception ,[object Object],[object Object],[object Object],[object Object],[object Object]

Six risk-reduction strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Motivation to Attribute Causality ,[object Object],[object Object],[object Object]

Augmentation-Discounting Model ,[object Object],[object Object],[object Object]

Applications of attribution theory ,[object Object],[object Object],[object Object]

Managerial Applications of Motivation ,[object Object],[object Object],[object Object],[object Object],[object Object]

Ch 5 Motivation

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Ch 5 Motivation