Management and Organizational Studies 1021A/B Chapter Notes - Chapter 7: Abraham Maslow, Brand Loyalty, Selective Perception

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Michael Aloisio

Document Summary

Psychological influences and behaviour explains the way consumers behave common factors can cause similar behaviours. Motivation- is the energizing force that stimulates behaviour to satisfy a need needs=boundless. Psychological needs (necessities water, food, shelter) and learned needs (esteem achievement and affection) Must understand needs in order to satisfy them. Personality def-the person"s character traits that influence behavioural responses key traits- assertiveness, extraversion, compliance, dominance and aggression. Revealed in self concept- which is the people see themselves and believe other to see them. Perception def-process by which someone selects, organizes, and interprets information to create a meaningful picture to the world. Selective perception filters the information so that only some of it is understood/remembered/ available to conscious mind. Selective exposure occurs when people pay attention to messages that are consistent with their attitudes and beliefs and ignore messages that are inconsistent. Selective comprehension is interpreting the information so that it is consistent with your attitudes and beliefs.