Question 1

Explain the term "affect."

Accepted Answer

Affect indicates tha

Question 2

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?

Accepted Answer

A)  Drive theory 
B)  Instinct theory 
C)  Expectancy theory 
D)  Theory of cognitive dissonance 
A)  Drive theory 
B)  Instinct theory 
C)  Expectancy theory 
D)  Theory of cognitive dissonance

Question 3

Susan most likely will have an approach-avoidance conflict when she considers buying a new fur coat with her Christmas bonus.

Accepted Answer

A) True 
 B)False

Question 4

Most current explanations of motivation focus on cognitive factors rather than biological ones to understand what drives behavior.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

List the primary needs displayed in Maslow's hierarchy of needs. Give an example of a product that fits each need form.

Accepted Answer

The different needs as identified by Mas

Question 7

A dentist promotes his business by reminding people that dental health is important, while emphasizing "painless" dentistry. The dentist's promotion is helping to resolve his potential patients' approach-avoidance conflict.

Accepted Answer

A) True 
 B)False

Question 8

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

Accepted Answer

A)  Approach-avoidance conflicts result when the positive alternative simply overwhelms the negative, thus no cognitive dissonance exists under the condition. 
B)  Approach-approach conflicts result when both alternatives are positive. The selection of one requires the rejection of another, which creates a need for a cognitive explanation of why one positive choice was not selected. 
C)  Approach-avoidance conflicts create inertia, thus past habits are employed without the need to resolve the cognitive inconsistencies. 
D)  Approach-approach conflicts are very confusing to resolve intellectually, but approach-avoidance conflicts are typically simply resolved through behavioral aspects of reinforcement learning. 
A)  Approach-avoidance conflicts result when the positive alternative simply overwhelms the negative, thus no cognitive dissonance exists under the condition. 
B)  Approach-approach conflicts result when both alternatives are positive. The selection of one requires the rejection of another, which creates a need for a cognitive explanation of why one positive choice was not selected. 
C)  Approach-avoidance conflicts create inertia, thus past habits are employed without the need to resolve the cognitive inconsistencies. 
D)  Approach-approach conflicts are very confusing to resolve intellectually, but approach-avoidance conflicts are typically simply resolved through behavioral aspects of reinforcement learning.

Question 9

Personal and social factors combine to create wants.

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

In the motivation process, the desired end state is the consumer's ________.

Accepted Answer

A)  drive 
B)  need state 
C)  benefit 
D)  goal 
A)  drive 
B)  need state 
C)  benefit 
D)  goal

Question 12

Lindsay believed that customers would come to view her new resort hotel with high personal involvement because it was a quality property with an excellent view. Instead, she found that many of her customers came to the hotel only when she offered special price discounts. What aspect of consumer involvement has Lindsay ignored?

Accepted Answer

A)  Lindsay forgot that consumer involvement includes personal factors and situational factors as well as object factors. 
B)  Lindsay forgot that most consumers are apathetic about travel, irrespective of the quality of facilities at their travel destinations. 
C)  Lindsay forgot that consumer involvement is primarily a function of price; other factors such as quality are relatively unimportant. 
D)  Lindsay forgot that consumer involvement develops only over long periods of time, and most tourists simply don't have the time to become involved customers. 
A)  Lindsay forgot that consumer involvement includes personal factors and situational factors as well as object factors. 
B)  Lindsay forgot that most consumers are apathetic about travel, irrespective of the quality of facilities at their travel destinations. 
C)  Lindsay forgot that consumer involvement is primarily a function of price; other factors such as quality are relatively unimportant. 
D)  Lindsay forgot that consumer involvement develops only over long periods of time, and most tourists simply don't have the time to become involved customers.

Question 13

Describe the motivation process.

Accepted Answer

Motivation refers to the processes that

Question 14

According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is ________.

Accepted Answer

A)  safety 
B)  physiological 
C)  belongingness 
D)  esteem 
A)  safety 
B)  physiological 
C)  belongingness 
D)  esteem

Question 15

Explain the concept of involvement and its relationship to motivation.

Accepted Answer

Involvement is a person's perceived rele

Question 16

Consumption at the extreme low end of the involvement continuum is characterized by ________, when decisions are made out of habit.

Accepted Answer

A)  inertia 
B)  flow 
C)  formation 
D)  actualization 
A)  inertia 
B)  flow 
C)  formation 
D)  actualization

Question 17

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.

Accepted Answer

A) True 
 B)False

Question 18

How has social media benefited a company's brand?

Accepted Answer

The reality is that social media has giv

Question 19

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

Accepted Answer

Mood congruency refe

Question 20

A good example of a cult product is an Apple computer.

Accepted Answer

A) True 
 B)False

Explain the term "affect."

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?

Susan most likely will have an approach-avoidance conflict when she considers buying a new fur coat with her Christmas bonus.

Most current explanations of motivation focus on cognitive factors rather than biological ones to understand what drives behavior.

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

List the primary needs displayed in Maslow's hierarchy of needs. Give an example of a product that fits each need form.

A dentist promotes his business by reminding people that dental health is important, while emphasizing "painless" dentistry. The dentist's promotion is helping to resolve his potential patients' approach-avoidance conflict.

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

Personal and social factors combine to create wants.

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

In the motivation process, the desired end state is the consumer's ________.

Describe the motivation process.

According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is ________.

Explain the concept of involvement and its relationship to motivation.

Consumption at the extreme low end of the involvement continuum is characterized by ________, when decisions are made out of habit.

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.

How has social media benefited a company's brand?

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

A good example of a cult product is an Apple computer.

Buying, Having, and Being: an Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Attitudes and Persuasive Communication

Decision Making

Buying, Using, and Disposing

Groups and Social Media

Income and Social Class

Subcultures

Culture

Filters

Exam 5: Motivation and Affect

Explain the term "affect."

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?

Susan most likely will have an approach-avoidance conflict when she considers buying a new fur coat with her Christmas bonus.

Most current explanations of motivation focus on cognitive factors rather than biological ones to understand what drives behavior.

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

List the primary needs displayed in Maslow's hierarchy of needs. Give an example of a product that fits each need form.

A dentist promotes his business by reminding people that dental health is important, while emphasizing "painless" dentistry. The dentist's promotion is helping to resolve his potential patients' approach-avoidance conflict.

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

Personal and social factors combine to create wants.

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

In the motivation process, the desired end state is the consumer's ________.

Describe the motivation process.

According to Maslow's hierarchy of needs, the lowest order (e.g., most basic) of needs is ________.

Explain the concept of involvement and its relationship to motivation.

Consumption at the extreme low end of the involvement continuum is characterized by ________, when decisions are made out of habit.

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.

How has social media benefited a company's brand?

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

A good example of a cult product is an Apple computer.

Buying, Having, and Being: an Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Attitudes and Persuasive Communication

Decision Making

Buying, Using, and Disposing

Groups and Social Media

Income and Social Class

Subcultures

Culture

Filters