Exam 5: Motivation and Emotion: Driving Consumer Behavior

Jennifer wants to buy crockery for her house from Crystals,a brand that positions itself as "the ultimate choice in dining with royalty." In buying from Crystals,Jennifer is adopting a(n)_____ focus.

_____ refers to the fact that consumers feel uneasy about buying things that others have previously touched.

A drive to acquire products that consumers can use to accomplish things is known as _____ motivation.

Define cognitive appraisal theory.Describe the four types of cognitive appraisals and their relevance to consumer behavior.

Many upper-class Americans devote time and effort to ensure a sense of satisfaction and completion by doing things such as taking language classes,traveling,or volunteering at a local charity.According to Maslow's hierarchy of needs,which of the following needs is addressed by this example?

Which of the following terms refers to the efforts put forth by employees in carefully managing their own personal appearances as a requisite to performing their job well?

CHRISTMAS SHOPPING SCENARIO Maisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. -Refer to Christmas Shopping Scenario.Maisie instantly buys a pair of designer sunglasses that are on sale as she did not like her old pair and had been thinking of replacing it.Which of the following motivated Maisie's purchasing activity?

Autonomic measures of assessing emotional activity require a volitional response from the consumer.

When Joanna finally got the dress that she had been waiting for,she was ecstatic as it turned out to be a perfect fit.This is an example of _____ appraisal.

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Most patients go to the dentist because they want to maintain dental hygiene.This is an example of consumer behavior driven by _____ motivation.

According to _____,a consumer's memories and evaluations can be influenced to the extent that the consumer's mood can be controlled.