Fundamental motives: How evolutionary needs influence consumer behavior
Fundamental motives: How evolutionary needs influence consumer behavior
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DOI：
10.1016/j.jcps.2013.03.003
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发表时间：
2013-07-01
影响因子：
4.8
通讯作者：
Kenrick, Douglas T.
中科院分区：
文献类型：
--
作者：
Griskevicius, Vladas;Kenrick, Douglas T.
通过研究现代消费者行为与我们祖先的联系，我们能更好地理解现代消费者行为吗？我们从进化的角度考虑消费和选择的潜在动机。我们回顾的证据表明，深层次的进化动机继续影响许多现代行为，虽然并不总是在明显或有意识的方式。这些基本动机包括：（1）避免身体伤害，（2）避免疾病，（3）交朋友，（4）获得地位，（5）获得配偶，（6）保持配偶，（7）照顾家庭。我们讨论了这些动机如何，为什么以及何时影响行为，强调许多消费者的选择最终有助于满足这些进化需求中的一种或多种。这个框架的一个重要含义是，一个人的偏好，行为和决策过程以可预测的方式变化，这取决于当前活跃的基本动机。我们讨论了进化动机的考虑如何为未来的消费者研究提供肥沃的土壤，同时也有助于建立消费者行为，进化生物学和其他社会科学之间的桥梁。(C)2013年，消费者心理学学会。爱思唯尔公司出版All rights reserved.
Can we better understand modem consumer behavior by examining its links to our ancestral past? We consider the underlying motives for consumption and choice from an evolutionary perspective. We review evidence that deep-seated evolutionary motives continue to influence much modem behavior, albeit not always in obvious or conscious ways. These fundamental motives include: (1) evading physical harm, (2) avoiding disease, (3) making friends, (4) attaining status, (5) acquiring a mate, (6) keeping a mate, and (7) caring for family. We discuss how, why, and when these motives influence behavior, highlighting that many consumer choices ultimately function to help fulfill one or more of these evolutionary needs. An important implication of this framework is that a person's preferences, behaviors, and decision processes change in predictable ways depending on which fundamental motive is currently active. We discuss how consideration of evolutionary motives provides fertile ground for future consumer research, while also helping build bridges between consumer behavior, evolutionary biology, and other social sciences. (C) 2013 Society for Consumer Psychology. Published by Elsevier Inc. All rights reserved.