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Motigraphics The Analysis and Measurement of Human Motivations in Marketing
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Richard C. Maddock
Book Code: Q284
ISBN: 1-56720-284-5
ISBN-13: 978-1-56720-284-7
320 pages, figs,tables, name & subj index
Quorum Books
Publication: 1/30/2000
List Price: $125.00 (UK Sterling Price: £70.00)
Availability: Print on demand
Media Type: Hardcover
Trim Size: 6 1/8 x 9 1/4
Subjects:
Description: Motigraphics is the natural complement to demographics and psychographics - the completion of a triad. For consumers, because motives are the most important dimension of human behavior, motives lead directly to decisions, and decisions lead directly to purchasing behavior. Demographics and psychographics tell us the what, when, where, and how of consumer behavior; but motigraphics tells us why consumers do what they do. Dr. Maddock maintains that academic psychology has failed to provide a formal approach to motivation; thus, marketers have never been able to get a firm grasp on why consumers prefer what they do, why they cancel and don't renew, and what factors enter into their decision making at the point of sale. With Motigraphics we can now measure and compute motives, and the strength of motivation allows us to determine how much equity a brand Motigraphics allows us to describe customer loyalty in terms of a quantitative motivational profile and scale. Not only does Dr. Maddock show how to measure motives, he also helps us assess the amount of emotion involved in a product or service. Since most consumer decisions are based on emotion, not reason, the importance of Dr. Maddock's book for psychologists, marketers, and advertising and sales professionals is self-evident and inestimable.
Table of Contents:
  • Introduction: Methods and Methodologies
  • Subliminal Cues
  • Motives, Emotions, and Marketing: The Silent Side of Human Behavior
  • A Eulogy for Professional Psychology
  • Subliminal Cues
  • The Right and Left Side of the Brain
  • Consumer Resistance
  • Absurdities
  • Paradigms and Personalizations
  • Human Motivation
  • The Structure of Human Motivation
  • The Orientation Motives
  • The Survival Motives
  • The Adaptation Motive
  • The Expectation/Resolution Motive
  • The Play Motive and Laughter
  • The Silent Side Methodology and Measurement of Motives and Desires
  • The Basic Building Blocks of Human Behavior
  • Interviewing on the Right Side of the Brain
  • Motigraphics
  • Applications to Advertising and Marketing
  • Specialized Applications
  • A Blueprint for Human Motivation
  • Appendix
  • Motivation is the Missing Link
  • Index
LC Card Number: 99-27546
LCC Class: HF5415
Dewey Class: 658
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