{"product_id":"9781441950918","title":"The 3M Model of Motivation and Personality Theory and Empirical Applications to Consumer Behavior","description":"\u003ch1\u003eThe 3M Model of Motivation and Personality\u003c\/h1\u003e\u003ch2\u003eTheory and Empirical Applications to Consumer Behavior\u003c\/h2\u003e\u003ch3\u003eJohn C. Mowen\u003c\/h3\u003e\u003cdiv\u003e\u003cb\u003ePsychology \/ General\u003c\/b\u003e\u003c\/div\u003e\u003cbr\u003e\u003cdiv\u003eIntegrating control theory, evolutionary psychology, and a  hierarchical approach to personality, this book presents a new  approach to motivation, personality, and consumer behavior. Called the  3M, which stands for `Meta-theoretic Model of Motivation', this theory  seeks to account for how personality traits interact with the  situation to influence consumer attitudes and actions. The book  proposes that multiple personality traits combine to form a  motivational network that acts to influence behavior. Mowen argues  that in order to understand the causes of enduring behavioral  tendencies, one must identify the more abstract traits underlying  surface behaviors. \u003cbr\u003e  In constructing the 3M model, the author reports data from fifteen  empirical studies employing over 3500 respondents. In this  hierarchical model, four types of personality traits are identified:  elemental, compound, situational, and surface traits. Eight elemental  traits are proposed as forming the underlying dimensions of  personality. Consistent with control theory, the research reveals that  the elemental traits combine to form compound traits, such as  self-efficacy, task orientation, playfulness, and competitiveness.  These elemental and compound traits combine with situational  influences to cause enduring behavioral tendencies within general  situational contexts. Examples of situational traits investigated  include impulsive buying, value consciousness, sports interest, and  health motivation. \u003cbr\u003e  In the 3M model the elemental, compound, and situational traits  combine to yield surface traits, which are enduring dispositions to  act in specific behavioral contexts. Five surface traits are  empirically investigated in the book: compulsive buying, sports  participation, healthy diet lifestyles, proneness to bargaining, and a  tendency to frugality. Across these five studies, the empirical  results reveal that the 3M model accounts for over 44% of the variance  in the surface trait measures. By presenting a new meta-theory of  motivation and personality that is testable, Mowen's 3M model accounts  for high levels of variance in consumer behavior. By integrating the  work of selected past and current theorists into a comprehensible  whole, the 3M model provides coherence in a field currently dominated  by conflicting ideas, theories, and approaches. The book provides  evidence that by understanding the individual dispositions that  underlie consumer behavior, public policy officials and marketing  specialists can develop better communication programs to influence and  persuade their target audiences. The book shows how to employ the 3M  model to segment the marketplace, provide psychographic inventories,  position brands, create promotional themes, and develop brand  personalities.\u003c\/div\u003e\u003cbr\u003e\u003ctable\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublication Date: \u003c\/td\u003e\n\u003ctd\u003e03 December 2010\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePublisher: \u003c\/td\u003e\n\u003ctd\u003eSpringer US\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eImprint: \u003c\/td\u003e\n\u003ctd\u003eSpringer\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eISBN-13: \u003c\/td\u003e\n\u003ctd\u003e9781441950918\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003eFormat: \u003c\/td\u003e\n\u003ctd\u003ePaperback \/ softback\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd\u003ePage Count: \u003c\/td\u003e\n\u003ctd\u003e314\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e","brand":"Springer US","offers":[{"title":"Default Title","offer_id":50804806221964,"sku":"9781441950918","price":98.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0710\/9545\/1788\/files\/9781441950918.jpg?v=1781782753","url":"https:\/\/fh90cf-fv.myshopify.com\/products\/9781441950918","provider":"Late Knight Books and Services, LLC","version":"1.0","type":"link"}