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Warum kaufen Kunden nicht?

In: HEARTselling statt HARDselling

Author

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  • Joern Kettler

    (Sales Emotion)

Abstract

Zusammenfassung Norbert Bischof entwickelte 2001 das „Zürcher Modell der sozialen Motivation“ [1] kurz das „Zürcher Modell“. Das Modell verbindet Erkenntnisse aus der Ethologie mit psychodynamischen Ansätzen. Die Ethologie ist die klassische und vergleichende Verhaltensforschung. Die Psychodynamik hingegen beschreibt Einflüsse auf die Befindlichkeit und auf das Verhalten von Menschen, und damit auch auf Kunden. Bischof kam zu dem Ergebnis, dass Menschen prinzipiell drei Motivationssysteme haben, die sie antreiben: das Sicherheitssystem, das Erregungssystem sowie das Autonomiesystem.

Suggested Citation

  • Joern Kettler, 2024. "Warum kaufen Kunden nicht?," Springer Books, in: HEARTselling statt HARDselling, chapter 3, pages 25-39, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-44142-5_3
    DOI: 10.1007/978-3-658-44142-5_3
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