{"id":3706,"date":"2025-03-30T18:04:18","date_gmt":"2025-03-30T14:34:18","guid":{"rendered":"https:\/\/womenea.ir\/how-can-we-capture-the-unconscious-needs-and-motivations-of-customers\/"},"modified":"2025-03-30T18:04:18","modified_gmt":"2025-03-30T14:34:18","slug":"how-can-we-capture-the-unconscious-needs-and-motivations-of-customers","status":"publish","type":"post","link":"https:\/\/womenea.ir\/en\/how-can-we-capture-the-unconscious-needs-and-motivations-of-customers\/","title":{"rendered":"How Can We Capture the Unconscious Needs and Motivations of Customers?"},"content":{"rendered":"<p>Philip Kotler writes in <em>Principles of Marketing<\/em>: Every individual has multiple needs at any given moment, but having a need does not necessarily lead a person to seek out our product or service.<\/p>\n<p>\ud83d\udd39 In fact, a need motivates a person to buy only when it turns into a <strong>drive<\/strong>. A drive is an intense need that pushes a person to find a way to satisfy it.<\/p>\n<p>\ud83d\udd39 Psychologists have proposed various theories to explain human motivation. Two of the most influential ones are <strong>Freud\u2019s theory<\/strong> and <strong>Maslow\u2019s theory<\/strong>, each with different applications in marketing.<\/p>\n<p>\ud83d\udd39 Freud believed that people are often unaware of the real motives shaping their behavior. He argued that as people grow older, they suppress more of their desires\u2014but these desires never fully disappear. Instead, they reveal themselves through dreams, slips of the tongue, nervous or aggressive behaviors, and psychological disorders.<\/p>\n<p>\ud83d\udd39 According to Freud\u2019s theory, every purchasing decision is influenced by <strong>unconscious motives<\/strong>\u2014motives that the individual may not even be aware of.<\/p>\n<p>\ud83d\udd39 For example, an older person buying a sporty BMW may simply be expressing an unconscious desire to show others that they still feel young at heart.<\/p>\n<p>\ud83d\udd39 In contrast, Maslow sought to explain why people are motivated by certain needs at specific times. He tried to answer questions such as: Why is one person focused on personal safety while another seeks social approval?<\/p>\n<p>\ud83d\udd39 Maslow\u2019s answer is that human needs follow a <strong>hierarchy<\/strong>. According to him, the main categories of needs are: physiological needs, safety needs, social needs, esteem needs, and self\u2011actualization needs.<\/p>\n<p>\ud83d\udd39 Based on Maslow\u2019s theory, a person first tries to satisfy their most urgent and intense need. Once that need is fulfilled, it no longer motivates behavior, and the person moves on to the next most important need.<\/p>\n<p>\ud83d\udd39 For example, a hungry person (with a strong physiological need) will show no interest in a great work of art (which satisfies a self\u2011actualization need). But once the urgent need is satisfied, the next significant need emerges.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Philip Kotler writes in Principles of Marketing: Every individual has multiple needs at any given moment, but having a need does not necessarily lead a person to seek out our product or service. \ud83d\udd39 In fact, a need motivates a person to buy only when it turns into a drive. A drive is an intense [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":3707,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[89],"tags":[],"class_list":["post-3706","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.8 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Can We Capture the Unconscious Needs and Motivations of Customers? - \u0627\u0646\u062c\u0645\u0646 \u0632\u0646\u0627\u0646 \u0627\u0642\u062a\u0635\u0627\u062f\u06cc \u0633\u0627\u062e\u062a\u0645\u0627\u0646\u06cc<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/womenea.ir\/how-can-we-capture-the-unconscious-needs-and-motivations-of-customers\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Can We Capture the Unconscious Needs and Motivations of Customers? - \u0627\u0646\u062c\u0645\u0646 \u0632\u0646\u0627\u0646 \u0627\u0642\u062a\u0635\u0627\u062f\u06cc \u0633\u0627\u062e\u062a\u0645\u0627\u0646\u06cc\" \/>\n<meta property=\"og:description\" content=\"Philip Kotler writes in Principles of Marketing: Every individual has multiple needs at any given moment, but having a need does not necessarily lead a person to seek out our product or service. \ud83d\udd39 In fact, a need motivates a person to buy only when it turns into a drive. 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