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Analyzing consumer markets - Key psychological processes

Q: Explain biogenic and psychogenic needs and motive.

Biogenic needs : arise from physiological states of tension like hunger, thirst, discomfort. Psychogenic needs : arise from psychological states of tension like the need for recognition, esteem or belonging. A need becomes a motive when it is aroused to a sufficient level of intensity to drive us to an act .

Q: What is the hierarchy of needs from most to least pressing?

Physiological needs ( food, water, shelter ) Safety needs ( security, protection ) Social needs ( sense of belonging, love ) Esteem needs ( self-esteem, recognition, status ) Self-actualization needs ( self-development, realization )

Q: What stimuli are people more likely to notice?

Stimuli that relate to the current need . Stimuli that they anticipate . Stimuli whose deviations are large in relationship to the normal size of stimuli .

Q: Explain selective distortion and selective retention.

Selective distortion is the tendency to interpret information in a way that fits our preconceptions . Selective retention is the tendency to retain information that supports our attitude and beliefs .

Q: Explain drive, cues and discrimination.

Drive : strong internal stimulus impelling action . Cues : minor stimuli that determine when , where and how a person responds . Discrimination : we have learned to recognize differences in sets of similar stimuli and can adjust our responses accordingly.

6 important questions on Analyzing consumer markets - Key psychological processes

What are the 4 key psychological processes that fundamentally influence consumer responses?

Motivation
Perception
Learning
Memory

Explain biogenic and psychogenic needs and motive.

Biogenic needs: arise from physiological states of tension like hunger, thirst, discomfort.
Psychogenic needs: arise from psychological states of tension like the need for recognition, esteem or belonging.
A need becomes a motive when it is aroused to a sufficient level of intensity to drive us to an act.

What is the hierarchy of needs from most to least pressing?

Physiological needs (food, water, shelter)
Safety needs (security, protection)
Social needs (sense of belonging, love)
Esteem needs (self-esteem, recognition, status)
Self-actualization needs (self-development, realization)

What stimuli are people more likely to notice?

Stimuli that relate to the current need.
Stimuli that they anticipate.
Stimuli whose deviations are large in relationship to the normal size of stimuli.

Explain selective distortion and selective retention.

Selective distortion is the tendency to interpret information in a way that fits our preconceptions.
Selective retention is the tendency to retain information that supports our attitude and beliefs.

Explain drive, cues and discrimination.

Drive: strong internal stimulus impelling action.
Cues: minor stimuli that determine when, where and how a person responds.
Discrimination: we have learned to recognize differences in sets of similar stimuli and can adjust our responses accordingly.