Chapter4motivation - MotivationandValues 17:06...

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Motivation and Values 17:06 Needs, Motivation, Involvement Interactive ad- tip ex campaign The motivation process Motivation refers to the process that leads people to behave as they do. Needs can  be utilitarian(practical benefit) or hedonic o Creates a state of tension that drives attempt to reduce or eliminate the  need. Desired end state is the goal  Degree of arousal is drive Personal and cultural factors combine to create a want- one manifestation of a  need Motivation is described in terms of strength and direction of the need we may  have o Is it a strong need? Trying to gain or avoid something? Important Concepts o Motivational strength Motivated to resolve need that’s been aroused but the question is how  motivated are you. o Drive Theory Such that biological needs produce unpleasant states of arousal (eg  hunger) o Expectancy Theory: behavior is pulled by expectations of achieving 
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This note was uploaded on 02/21/2011 for the course MAS 314 taught by Professor Straubhaur during the Spring '11 term at University of Texas.

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Chapter4motivation - MotivationandValues 17:06...

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