Freudian Motivation Theory

Named after the famous nineteenth century psychologist, this term is used to identify human behavior when it comes to purchases. This sales approach is based on the assumption that people purchase goods from a place of unconscious desires and personal motivation triggered by perceptions of quality, or by memories associated with touch, taste, smell, or sounds. This also works in reverse if these perceptions come from negative memories as well.

Sales and marketing professionals are well-versed in methods of advertising or promotion that are designed to trigger positive images of owning and using a product… Think a happy crowd in a bar, celebrating a coming event or holiday, all enjoying a brand of legal beverage prominently displayed at the center of almost every shot of a television commercial. The same applies to print advertising with a center page spread of a sleek and well-designed automobile on a road in some far off and beautiful land complete with a happy couple on holiday. These images and more are presented to invoke thoughts of fulfillment, happiness and good times that are meant to associate a product with some sort of personal fulfillment.