The 3M Model of Motivation and Personality - Theory and Empirical Applications to Consumer Behavior
Language: English
Published by Springer US, 1999
- Hardcover
- Used
Seller: Gebrauchtwaren Tissen, Langenhagen, GermanyGebrauchtwaren Tissen
AbeBooks seller since July 7, 2026
Condition: Used - As new
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- Title
- The 3M Model of Motivation and Personality - Theory and Empirical Applications to Consumer Behavior
- Author
- Mowen, John C.
- Publisher
- Springer US
- Publication year
- 1999
- Condition
- As New
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0792385438
- ISBN 13
- 9780792385431
- Item weight
- 540 grams
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.
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.
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Gebrauchtwaren Tissen
Langenhagen, Germany
AbeBooks seller since July 7, 2026
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