Motivation Theories

Are the theories which we study in MBA going to help us anywhere… It's a big question. These will help us if we will came to know that how can we relate these things in the reality. This could only be taught by the Professionals. So, let's be professional and discuss the things which will help us in the reality.

We have studied the Motivation theories in Organisational Behaviour. Let's correlate these theories with the Practical World. If I am a marketing guy how these theories are going to help me? While analysing the need of customers we should keep in mind the Maslow's Hierarchy of Needs Theory e.g. 

Farhan is going to sell the insurance to a person who is unemployed, will he purchase that insurance…

No, as per Maslow's theory he will not purchase because until and unless his physiological and basic needs will not be completed, he will not purchase the insurance. Here I say that a theory helped me, and I will not try to sell a product related to Higher level need to a person whose lower level needs are not fulfilled yet.

In the same way Herzberg's Satisfactors and Dissatisfactors can also helps us in real life marketing. A marketer should try to understand that unavailability of Dissatisfactors will completely ruin the market and Availability of Satisfactors will Pump the market.

For e.g. Availability of After Sales Service is a Dissatisfactor, And Providing additional facilities is Satisfactor. 

After sales service is Dissatisfactor because its unavailability will dissatisfy customer and it's not mandatory that its availability will satisfy them. On the other hand Additional Facilities is Satisfactor because its unavailability is not going to Dissatisfy them but its availability will definitely satisfy customers.

So, a marketer should keep in mind, the Satisfactors and Dissatisfactors of his Product.

A customer may have three type of needs…

Needs in his conscious mind

Needs in his sub conscious mind

Needs in his unconscious mind

A marketer needs to understand the needs of all the three states of mind of a customer, and the need of all the three kind of mind might be different.