Psychology of purchase motivational orientation; Subsconcious technics

At the beginning, emotional benefit methods rather than functional benefit methods which is developed on sales and marketing is a motivasion-based sales method of products/services. Later, subsconcious effect on sales methods have been developed, which is a more extreme exploration. The topic/issue discussed by our thesis is on using combination of those two methods and opening the door to a more comprehensive concept. Motivation research is a kind of research which is trying to investigate what mostly motivates people during the selection. To reach the unconscious or subconscious mind can be done by designed technique. Because when people are not aware, they make decision according to previously formed attitudes which are underlying on their subconscious. Actually, the consumer acts emotionally and conditionally when does a purchase; the customer unconsciously reacts to the image and conceptions related to the product which lied in the subconscious. The concept of motivational orientation: Motivation, even though it is ambitious, a more comprehensive concept is it's community. It is happening that for a particular goal the people are steered by using the intrinsic-natural features such as desire, impulse, feeling, habit and act. and then being influenced with the extrinsic-external factor like the subconscious effort, motivators, incentives, stimulants, and any other factor. Regarding to the process of purchase psycology that I did, when screening more than 50 books and dozens of articles from internet publication, I found that there is no investigation on the operation in purchasing process which is the main shortcoming. Motivation and the subconscious shows an integrity. In this thesis, psychological purchase method is discussed based on two concepts, starting from the source and ending with the purchase and "Diagram of Purchasing Process". Keywords: Subconscious, Subconscious Advertising, Motivation, Motivational Orientation, Purchase