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3m Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior

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Integrating control theory, evolutionary psychology, and a hierarchical approach to personality, this book presents a new approach to motivation, personality, and consumer behavior. Called the 3M, which stands for 'Meta-theoretic Model of Motivation', this theory seeks to account for how personality traits interact with the situation to influence consumer attitudes and actions. The book proposes that multiple personality traits combine to form a motivational network that acts to influence behavior. Mowen argues that in order to understand the causes of enduring behavioral tendencies, one must identify the more abstract traits underlying surface behaviors. In constructing the 3M model, the author reports data from fifteen empirical studies employing over 3500 respondents. In this hierarchical model, four types of personality traits are identified: elemental, compound, situational, and surface traits. Eight elemental traits are proposed as forming the underlying dimensions of personality. Consistent with control theory, the research reveals that the elemental traits combine to form compound traits, such as self-efficacy, task orientation, playfulness, and competitiveness. These elemental and compound traits combine with situational influences to cause enduring behavioral tendencies within general situational contexts. Examples of situational traits investigated include impulsive buying, value consciousness, sports interest, and health motivation. In the 3M model the elemental, compound, and situational traits combine to yield surface traits, which are enduring dispositions to act in specific behavioral contexts. Five surface traits are empirically investigated in the book: compulsive buying, sports participation, healthy diet lifestyles, proneness to bargaining, and a tendency to frugality. Across these five studies, the empirical results reveal that the 3M model accounts for over 44% of the variance in the surface trait measures. By presenting a new meta-theory of motivation and personality that is testable, Mowen's 3M model accounts for high levels of variance in consumer behavior. By integrating the work of selected past and current theorists into a comprehensible whole, the 3M model provides coherence in a field currently dominated by conflicting ideas, theories, and approaches. The book provides evidence that by understanding the individual dispositions that underlie consumer behavior, public policy officials and marketing specialists can develop better communication programs to influence and persuade their target audiences. The book shows how to employ the 3M model to segment the marketplace, provide psychographic inventories, position brands, create promotional themes, and develop brand personalities.Mowen, John C. is the author of '3m Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior' with ISBN 9780792385431 and ISBN 0792385438.
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9780792385431
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ENGLISH
AUTHOR:
Mowen, John C.
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3m Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior PDF

3m Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior is a fantastic book. This book is written by authors Mowen, John C.. You can read 3m Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior on our site slwrevolution.com in any convenient format!


...er Academic, c2000. Integrating control theory, evolutionary psychology, and a hierarchical approach to ... (PDF) Applying the 3M Model of Personality and Motivation ... ... ... Applying the 3M Model of Personality and Motivation to Adventure Travelers Consumer markets for foods and beverages in developed countries are well supplied and highly fragmented. Yet, the question being asked is how close retailers... The 3M model of motivation and personality: theory and empirical applications to consumer behavior By Mowen, John C. Book. English. Published Boston, Mass.; London: Kluwer Academic, c2000. Integrating control theory, ev ... PDF Read PDF # The 3M Model of Motivation and Personality ... ... . Book. English. Published Boston, Mass.; London: Kluwer Academic, c2000. Integrating control theory, evolutionary ... Mowen has recently proposed a metatheoretic model of motivation and personality, called the 3M, which seeks to parsimoniously integrate the fragmented work on individual differences in consumer behavior within one overarching framework. Mowen considers four hierarchical levels of traits that indicate successively narrower behavioral consistencies: elemental traits (the Big Five factors plus ... The theory lists traits like 1) innovation 2) influence 3) materialism, and 4) consumer ethnocentrism as major influencers of behavior. Another theory which highlights the study of the following traits: 1) Openness to experience 2) conscientiousness 3) experience 4) agreeableness and 5) neuroticism (abbreviated to OCEAN) to know a person's personality, is known as the five-factor theory. Consumer Behavior: Application of Theory. Get access to€ Consumer behavior: application of theory - HathiTrust Digital Library Customer behavior study is based on consumer buying behavior, with the. The black box model is related to the black box theory of behaviorism, where. D.L. 1988, Consumer Behavior: Concepts and Applications, [PDF] The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Personality and Consumer Behavior: A Review INTRODUCTION The past two decades, especially the last five years, have been exciting times in the field of consumer behav-ior. New data, theories, relationships, and models have been received with such enthusiasm that, in fact, a new field of scientific inquiry has developed. Studies such as consumer economics, rural sociology, social and mathe ... PDF Download The 3M Model of Motivation and Personality Theory and Empirical Applications to Consumer PDF Online Of concern is that only 2.0% of the articles published in JCR have a focus on general theory or models of consumer behavior. Some 5 . 3% of the articles may be classified as special topics and generally involve consumer behavior analyses for such diverse applications as energy, drugs, health care, etc. TABLE 1. CONTENT ANALYSIS OF JOURNAL OF CONSUMER RESEARCH. A number of conclusions about the ... Sujan, Harish (2001), "The 3M Model of Motivation and Personality: Theory and Empirical Applications to Consumer Behavior," Journal of Marketing Research, 38(August), 396 - 97. Google Scholar | Abstract Argyris has developed his motivation theory based on proposition how management practices affect the individual behaviour and growth In his view, the seven changes taking place in an individual personality make him/her a mature one. In other words, personality of individual develops . Argyris views that immaturity exists in individuals mainly because of organisational setting and management ......