These are motives that occur due to the effects of community, friends, and family or other people that the consumer may react with.
Social Influence
Social influence is when a consumer is influenced to buy a product because emotions, opinions, or behaviors which are affecting the consumer. People want a good sense of community so to feel a part of the community we buy things. When a celebrity is in a commercial we want the product in order to be like the celebrity. We make decisions according to our culture, social class, family, status, and lifestyle. This all affect us and influences us into buying what we usually buy in our everyday lives without us knowing about it.
Culture -
Social Class - Reference Groups - Family - Personal Influences - |
Tradition, attitudes, and beliefs that are learned will influence the individual
The individuals social class (poor, average, rich) is very influential Formal and/or informal groups the individual is a member of. These groups will influence certain behavior Source of most attitudes, beliefs, and traditions The individuals personal characteristics such as age, job, family, and lifestyle |
Physiological Needs
Survival needs such as food, water, shelter, sleep, air, etc...
Safety and Security
Protection of: body, employment, morality, health, property, resources
Social Needs
Friendship, family, sexual intimacy
Esteem
Self-Esteem, confidence, achievement, respect for self and others
Self-Actualization
Creativity, problem solving, authenticity, spontaneity