COMMERCE 3MB3 Chapter 4: Chapter 4
14 Dec 2017
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Document Summary
Motivational processes answers the question of why we behave in certain ways. Need arousal -> tension state -> drive to reduce tension. Needs can be biological (hot, hungry, thirsty) or psychological; utilitarian (useful) or hedonic (experiential) Need reduction rout is affected by cultural and personal factors; the need becomes a want. Expectancy theory: we are motivated by our expectations of positive outcomes. Can account for bio processes that drive moti. More desirable expectations= greater effort to achieve the end goal. Decisions that combine multiple motives create internal conflict or dissonance. Approach-avoidance conflict: we are attracted to a goal and want to avoid it at the same time. The alternative has both negative and positive consequences. Avoidance-avoidance: when both alternatives are circumstances that we prefer to avoid. Classifying motivations: many approaches, often decisions have multiple motivations, usually the more important the decisions, the greater the number of motivational drives at work.
