Describe the Two Basic Factors That Account for Greater Market

question 39

Essay

Describe the two basic factors that account for greater market similarities among industrial goods customers than among consumer goods customers.

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Definitions:

Expectancy-Value Theory

A psychological theory that explains how the motivation to engage in a behavior is influenced by the individual's expectation of success and the value they place on the success.

Motivated Behaviors

Actions that are initiated, guided, and maintained to fulfill a need or to achieve a particular goal.

Previous Goals

Objectives or desired outcomes that an individual or group has aimed for in the past.

Expectancy-Value Theory

A psychological theory which explains motivation and behavior as a combination of an individual's beliefs about the likelihood of success and the value they place on that success.