Consumer behaviour is the study of how people buy, what they buy, when they buy it, and the reasons why they buy it. There is a psychology behind making everyday decisions and tapping into these can lead to getting that consumer to purchase the product being advertised. It’s very true that companies spend a lot of money to know what exactly their customers are thinking and understand them better.
Needs are perception of the absence of something useful to the consumer. Where motives are what prompts a consumer to take action to satisfy that need. The link between needs and motives is that consumers have a need when they perceive something missing that is useful to them. That’s where the motive comes in so that consumer can take that action to satisfy that need. Consumers are influenced by many things family, friends, news, and religions are some examples. That is why finding out what the target is attracted too and what displeases them. Then it is easy to target their attractions and focus your advertisements on that aspect to increase probability of purchase.
What do you think the best way to appeal to the masses is?