The 3M Model of Motivation and Personality Theory and Empirical Appl
Integrating 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', thi
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THE 3M MODEL OF MOTIVATION AND PERSONALITY Theory and Empirical Applications to Consumer Behavior
by
John C. Mowen Oklahoma State University, U.S.A.
SPRINGER SCIENCE+BUSINESS MEDIA, LLC
Library of Congress Cataloging-in-Publication Data Mowen, John C. The 3M model of motivation and personality: theory and empirical applications to consumer behavior / by John C. Mowen. p.cm. Includes bibliographical references and index. ISBN 978-1-4419-5091-8 ISBN 978-1-4757-6708-7 (eBook) DOI 10.1007/978-1-4757-6708-7 1. Motivation research (Marketing) 2. Consumers' preferences.
3.Personality. 1. Title. HF5415 .34 .M69 1999 658.8'342---dc21
99-047406
Copyright ® 2000 by Springer Science+Business Media New York Originally published by Kluwer Academic Publishers in 2000
Softcover reprint of the hardcover 1st edition 2000
Ali rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, mechanical, photocopying, recording, or otherwise, without the prior written permission of the publisher, Springer Science+Business Media, LLC. Printed on acid-Iree paper.
Dedicated to my parents, Hope and John Mowen, who taught me to love learning and to find my own road.
Contents
List of Figures ..............................................
Xlll
List of Tables . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. xv Preface ... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. xvii
Part I. The Development of the Theory Chapter 1. The 3M: A Meta-Theoretic Model of Motivation and Personality .................................... 1 Abstract. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Some Problems with Current Approaches to Personality and Motivation. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Final Note ...............................................
1 1 3 9
Chapter 2. Theoretical Development of the 3M . . . . . . . . . . . . . . . . .. 11 Abstract . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Control Theory and the 3M . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .. Hierarchical Models of Personality . . . . . . . . . . . . . . . . . . . . . . . . . .. Identifying the Traits at Each Hierarchical Level . . . . . . . . . . . . . . .. Integrating Control Theory, Trait Theory, Hierarchical Personality Models, and Evolutionary Psychology to Form the 3M . . . . . . .. Two Examples of the Application of the 3M Model ............. The Empirical Approach of the Book. . . . . . . . . . . . . . . . . . . . . . . .. Summary ...............................................
11 11 12 15 24 32 38 41 42
viii
Contents
Part II. Th
