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David Wolfe

David B. Wolfe, author of Serving the Ageless Market (McGraw-Hill, 1990), is an internationally recognized consumer behavior expert and the creator of Developmental Relationship Marketing or DRM.

DRM is a marketing method for connecting products and marketing to consumers' root motivations, those unconscious urgings to meet basic needs of safety, security, love and belonging, self-esteem and self-actualization that Abraham Maslow is famous for identifying. All conscious motivations tie back to these needs.

Consumer research and marketing has long focused on conscious motivations. However, consumers often tell researchers one thing, but do something completely different in the marketplace. This paradox drives much of David's research as he seeks to understand those frequent disconnects between root and conscious motivations.

Recent brain research has revealed that people normally do not have direct, conscious awareness of their root behavior. David's understanding of this research and knowledge of basic human behaviors and how they color the perception of messages presented by marketers provides the foundation for DRM. The principles of DRM are the building blocks for effective communications and reflect the findings in brain science about how the human mind processes information to think, form perceptions and make decisions.

In addition to authoring Serving the Ageless Market, David co-authored The Forty Plus Market and has written numerous articles for publications such as the Journal of Consumer Marketing, American Demographics, The World and I, and The Journal of Business Strategy. David has lectured to schools and businesses in Asia, Africa, Europe and North America including St. Louis University, Loyola College, University of New Hampshire, and the University of Southern California. He has taught a course in DRM for George Mason University's Executive MBA Program. :: back to Our Team...Your Team