Propositions for motive-based temporal dynamics
| P1 | Preference matching will be greater when personalisation results match the drivers of the currently active fundamental motive |
| P2 | A given fundamental motive can be activated in the web environment through external cues, such as the following: A: visual cues (e.g. website background picture) B: semantic cues (e.g. newspaper article content) C: auditory cues (e.g. music) |
| P3 | The greater the user’s awareness of the cues, the stronger the priming effect for the activation of a fundamental motive |
| P4 | The higher the cultural congruence between the prime and any product or promotion features in relation to the drivers of the currently active fundamental motive, the stronger the priming effect and the preference match |
| P5 | Regarding individual differences in chronic-like motives, users are more susceptible to cues for certain motives than others |
| Preference matching will be greater when personalisation results match the drivers of the currently active fundamental motive | |
| A given fundamental motive can be activated in the web environment through external cues, such as the following: | |
| The greater the user’s awareness of the cues, the stronger the priming effect for the activation of a fundamental motive | |
| The higher the cultural congruence between the prime and any product or promotion features in relation to the drivers of the currently active fundamental motive, the stronger the priming effect and the preference match | |
| Regarding individual differences in chronic-like motives, users are more susceptible to cues for certain motives than others |
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