Consumer Behavior vs. Motivation Question: Consumers have rational motives and emotional motives when making purchasing decisions. Explain using examples and marketing knowledge, how consumers prioritize there consumption behavior of goods and services & any relevant manifest and latent motives behind such purchasing. Dhananji P. Jayasinghe 00000174 MKT 3050 Consumers always make their purchasing decisions based on their motives. When discussing this question, it can be divided into different sections.

Such as what is consumer behavior and purchasing decision, what is motivation and motivation process, what are rational motives and emotional motives, how rational motives and emotional motives involves when making a purchase decision, how consumers prioritize there consumption behavior of goods and services & any relevant manifest and latent motives behind such purchasing and how Maslow’s hierarchy of needs takes effect in making purchase decisions based on the motivations. Throughout this paper there will be definitions, explanations and the questions will be answered regarding how the motivation affects the consumer behavior.

Based on the studies, “Consumer behavior reflects the totality of consumers decisions with respect to the acquisition, consumption and dispositions of goods, services, activities and ideas by (human) decision making units (over time). ” (Hoyer & Maclnnis, 2007) Purchasing decision of a consumer are based on some of the several factors such as what, why, how, when and where they will consume the goods or services. When making these decisions, motivation and its motives always plays a massive role before making the final purchase decision. Motivation is the driving force within individuals that impels them to action. It is defined as the stimulation of any emotion or desire operating upon one’s will and prompting or driving it to action. The study of Motivation refers to all the processes that initiate the drive in a person to perceive a need and pursue a definite course of action to fulfill that need. ” (Consumer Behaviour- 2 : Motivation) Moving on to the motivation process, it is usually cyclic that begins with a motive which draw fourth the behavior of the consumer that is instrumental in achieving the goal.

Nevertheless, there are three conditions that must be met before there can be any consumption behavior. Such as (1) There must be awareness that a motive or a need exist, (2) There must be an activation of individual energy and (3) There must be clear and specific goal that the individual’s energies are directed towards. (Silva, 2011) ? Motivation Process Cycle: As I mentioned above when purchasing a product, motives plays a big role in consumers mind. These motives can be divided into two as rational motives and emotional motives.

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Rational motives are generally those more likely to be based on objective analysis and carefully planned. Factors such as economy, efficiency in operation, durability, dependability and other factors can be taken as examples for the rational motives. On the other hand, emotional motives are basically based on feelings, impulsive, and are not carefully planned in advanced. Example for an emotional motive can be buying a product to satisfy a sense, preservation of the species, love, pride, fear, emulation, social status, acceptance, curiosity and etc. Emotional versus Rational Motives) Consumers can be divided into two types such as ‘consumers who are most likely make a purchase decision based on rational motives’ and the other type is ‘consumers who are most likely to make a purchase decision based on their emotional motives’. People who are most likely to make a decision based on rational motives are mostly low or middle class people because they are always concerned about their income level, durability of the product, efficiency in operation and etc.

For example, if u takes a person who work has a low or middle income level (machine operator in a factory) he or she always buys goods or services from a very economical, inexpensive place instead of popular or expensive place. On the other hand, people who are most likely to make purchase decisions based on their emotional motives can be considered as the people who has a high income level or high class people (a successful businessmen). In other ords, this type of consumers will not think about their income level, efficiency in operations and etc, since the most important factors for them are social status, pride, satisfy a sense, acceptance, curiosity and etc are the reasons that they try to fulfill by purchasing a good or service. For example, a person who has a high income level will consider buying branded, expensive goods or services rather than buying the same thing for a lesser price from an unbranded and inexpensive place.

When consumers prioritize their consumption behavior for goods and services, the latent and manifest motives plays a big role in their minds as much as the rational and emotional motives. Latent motives are motives that are either unknown to the individual or that the individual is reluctant to admit to. And manifest motives are motives that are known and freely admitted by the individual. By looking at this diagram below it is visible that no matter whether it is a rational motive or emotional motive that a consumer is in, latent motive and manifest motive always plays a big role in their minds when making a decision.

Example for latent and manifest motives: Nevertheless, Dr. Abraham Maslow’s hierarchy of needs theory “says that individuals need to satisfy the lower level needs before higher level needs arise. The lowest level of unsatisfied need that the individual experiences serves to motivate its behavior. Only when it is satisfied fairly well then he can think of the next level & so on. According to this theory it’s the “dissatisfaction” which motivates and not the “satisfaction”. Marketers need to know how to satisfy a need at what level, by studying the need hierarchy. ” (Consumer Behaviour- 2 : Motivation).

Therefore, it is necessary to satisfy the lower level of the hierarchy before approaching to the higher levels of the need hierarchy. ? Dr. A. Maslow’s Hierarchy of Needs Theory: In conclusion, it is clear that no matter what social level a consumer is in, they always first consider purchasing their basic needs that falls under rational motives before emotional motives that effect their social standards, pride and etc. Moreover, consumers always prioritize their purchasing decisions based on their latent and manifest motives depending on their rational and emotional motives. ? Bibliography 1. rational product buying motives of customers. (n. d. ). Retrieved 06 15, 2011, from Preserve Articles: A website that allows you to submit and share your articles: http://www. preservearticles. com/201103154544/9-rational-product-buying-motives-of-customers. html 2. Consumer Behavior. (n. d. ). Retrieved 06 15, 2011, from Marketing Research and Business Research Portal: http://www. sykronix. com/tsoc/courses/cb/cb_mot. htm 3. Consumer Behaviour- 2 : Motivation. (n. d. ). Retrieved 06 15, 2011, from Scribd: http://www. scribd. com/doc/19769529/Consumer-Behaviour-2-Motivation 4. Emotional versus Rational Motives. n. d. ). Retrieved 06 15, 2011, from World Academy Online – HomePage: http://worldacademyonline. com/article/5/153/emotional_versus_rational_motives. html 5. Hoyer, W. D. , & Maclnnis, D. J. (2007). Consumer Behavior (4th Edition). Boston, New York: George T. Hoffman, Houghton Mifflin Company. 6. Lantos, G. P. (2011). Consumer Behavior in Action: Real-Life Applications for Marketing Managers. Armonk, New York: M. E. Sharpe Inc. 7. Schiffman, L. G. , & Kanuk, L. L. (2009). Consumer Behavior (9th Edition). India: Pearson Education Inc. 8. Silva, B. (2011, 06). Understanding Consumer Behavior . Motivation .


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