Exam 5: Motivation and Emotion: Driving Consumer Behavior

Dillard's, a regional department store, requires sales clerks to put a yellow sticker that has a bar code on it when customers purchase products to minimize fraudulent exchanges by unethical consumers. However, sales clerks have overheard shoppers comment that they don't want to purchase an item that has one of those tags on it because they know it is an item that has been returned and put back on the sales floor. Consumers are uneasy about purchasing these items because they don't like the fact that other consumers previously touched them, which is a phenomenon referred to as _____.

Which type of variable is one that changes the nature of a relationship between two other variables?

Compare and contrast the different types of involvement.

Many people lost their home and everything they owned during hurricane Katrina. While most were concerned about their home, they also realized that they didn't have any food or water, which was much more important to them than the loss of their home. According to Maslow's hierarchy of needs, which need were these consumers most concerned about satisfying?

Many middle-class Americans live a comfortable lifestyle and can devote time and effort into satisfying their need for personal fulfillment by doing things such as taking language classes, traveling, or volunteering at a local charity. Which need does this represent?

The "emotional effect on memory" refers to relatively superior recall for information presented with mild affective content compared to similar information presented in an effectively neutral way.

Explain how utilitarian motivations differ from hedonic motivations and give an example of each.

In Maslow's hierarchy of needs, safety and security needs are basic needs for survival such as food and drink.

Utilitarian motivation is a desire to acquire products that can be used to accomplish things.

_____ responses mean that certain feeling states are tied to behavior in a very direct way.

Deep personal interest that evokes strongly felt feelings simply from the thoughts or behavior associated with some object or activity is known as _____.

Florence thinks often of life when her children were little. She remembers all the good times they had and how much they depended on her and she yearns for those times thinking that they were more pleasant than her life is now. What is Florence experiencing?

Agency appraisals review responsibility for events and can evoke gratefulness, frustration or sadness.

Maslow's hierarchy of needs describes consumers as addressing an infinite set of prioritized needs.

Emotions are considered _____ because they involve both psychological processing and physical responses.