Exam 5: Motivation and

Explain the term "mood congruency" and give an example.

What is productivity orientation?

________ refer(s)to the processes that lead people to behave as they do.

A want is the particular form of consumption used to restore homeostasis.

Motivational conflicts can occur in a variety of ways.If a person must choose between two desirable alternatives,this form of conflict is called ________.

Jill was planning on traveling over spring break,but she didn't want to spend a lot of money on the airfare.Even though it took more time,she went online to get tickets instead of going to a travel agent.What theory of motivation best explains Jill's behavior?

What type of conflict exists when we desire a goal but wish to avoid it at the same time?

The term "dissonance" means tension.

The degree to which a person is willing to expend energy to reach one goal as opposed to another reflects his or her underlying motivation to attain that goal.

Whether a consumer's need is utilitarian or hedonic,the ________ it creates determines the urgency the consumer feels to reduce it.

Izzy Jones just bought a classic "muscle car" and can hardly wait to cruise the streets and blow away anyone who thinks they have a faster car.Izzy is exhibiting the need for uniqueness with his behavior and purchase of the car.

Product involvement refers to a consumer's level of interest in a product.

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualization needs are addressed.What does this example say about Maslow's hierarchy of needs?

The local Harley-Davidson motorcycle outlet has special events on Saturday mornings that involve vintage bikes exhibitions and free goods.Some people travel more than 100 miles on their Harleys to be there almost every Saturday.The motorcycle outlet's marketing approach is successful because Harley-Davidson has become a ________ product.

Bret Thomas has always dreamed of becoming a jet fighter pilot.After seeing the movie Top Gun,Bret bought pilot's sunglasses and even game himself a "call sign"-Snake.When Bret has such fantasies or emotional responses to his needs,the type of needs that are being addressed are ________.

Which of the following needs from Maslow's hierarchy is addressed by the U.S.Army's advertising slogan "Be all you can be"?

A goal-oriented theory,which attempts to reduce or eliminate an unpleasant state and return to homeostatsis,is called the expectancy theory.

Motivation explains the strength of behavior,but not its direction.

Because a purchase decision can involve more than one source of motivation,consumers often find themselves in situations in which different motives,both positive and negative,conflict with one another.Describe three general types of motivational conflict.In addition,comment on how these conflicts help to bring about satisfaction of needs.Provide an example of how marketers tailor their marketing communications to fit consumer needs in each of these cases.

Maslow's hierarchy of needs implies that the order of needs is fixed.