CONSUMERS’ MOTIVATION: AN ANALYTICAL STUDY OF INFLUENTIAL SALESPERSON BEHAVIOR ON CONSUMER EMOTIONS: LITERATURE REVIEW(1)

LITERATURE REVIEW(1)

Here we examine the key constructs of interest like motivation, emotions, cognition and out-come behavior.

Panksepp 1998

Predicts that the nature of separation distress was initiated in 1972 when the first neurotransmitter receptor, for brain uploads, was discovered. Social attachment and addictive dependencies share three key attributes: (1) an initial intense positive affect (“loving”) phase, followed by (2) a tolerance phase with diminished positive feelings, which sets up (3) a powerful separation distress phase of opiate withdrawal in drug addiction and physiologies of grief following social loss. Such hypotheses have been extended to other high-incentive rewards, including food treats (Colantuoni et aI., 2002).

Berkowitz, 1994 and Rubin, 1986: assumed that there is an obvious link between anger and behavior. Moreover, individual differences may occur in this regard: Not everyone, if angry, will behave in a similar way (e.g., Bo”ddeker & Stemmler, 2000).

Taylor and Brown (1988): proposed that a mentally healthy person is characterized not by accurate assessment of her or his qualities but typically by holding mildly self-aggrandizing perceptions of the self. They argued that instead of being maladaptive these positively distorted self-perceptions actually foster positive self-regard, the ability to care for and about other people, the capacity for creative and productive work, and the ability to effectively manage stress. Despite the obvious positive consequence of moderate self-enhancement, the disturbing question: How do people with inflated self-concepts effectively identify and make use of negative feedback they may encounter in the world?

(Hiemisch, Ehlers, and Westermann, 2002)

Predict that research on mind set such as addressed individual differences in the activation of deliberative and implemental mindsets and their effects on cognition and behavior. For instance, mindset effects have been found to be dependent on a person’s achievement motivation (Pucca& Schmalt, 2001), social anxiety, and goal commitment (Gagn6 & Lydon, 2001). In this research we check whether the consumer achieve its goal, when it is assisted by the salesperson.