Maslow’s Hierarchy Of Needs
Maslow’s Theory “We each have a hierarchy of needs that ranges from "lower" to "higher." As lower needs are fulfilled there is a tendency for other, higher needs to emerge.” Daniels, 2004
Maslow’s Theory Maslow’s theory maintains that a person does not feel a higher need until the needs of the current level have been satisfied. Maslow's basic needs are as follows:
Personal Motivation Consumers will not need or want consumer goods or services that fufil higher levels on the hierarchy without satisfying lower ones. Example: If living in a war torn country, one has no desire for a social networking site
Self-Actualization Esteem Belonging Physiological Safety
Basic Human Needs Food Air Water Clothing Sex Physiological Needs
Safety Needs Protection Stability Pain Avoidance Routine/Order Safety and Security Protection Stability Pain Avoidance Routine/Order Safety Needs
Love and Belonging Affection Acceptance Inclusion Social Needs
Esteem Esteem Needs Self-Respect Self-Esteem Respected by Others
Self-Actualization Achieve full potential Fulfillment
Marketing and Advertising As a business – we must learn how to communicate how our product or service communicates to one of these levels of human needs
Which Need is Being Advertised?