Exam 5: Motivation and Affect

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

The term "dissonance" means tension.

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

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

Which of the following is not a biological explanation of motivation?

What theory of personality suggests that one person differs from another because of a number of different characteristics such as introversion or extroversion?

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g., your feelings are hurt when someone is critical of your appearance).

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

According to information presented in the chapter, the implication of Maslow's hierarchy of needs is that ________.

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

Describe the motivation process.

Explain the expectancy theory.

Seth Hernandez is sitting in a class that precedes lunch. His stomach begins to rumble and grumble. Instead of thinking about the day's lecture, Seth begins to think about lunch and his choice of places to eat. He even begins to narrow down the selection of foods that he might want for lunch. Seth is focusing on biological needs that are at present unfulfilled and have produced what might be thought of as an unpleasant state of arousal. Which of the following theories best describes Seth's experience?

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

What is productivity orientation?

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

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

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

Goals can be considered positive or negative. This is an expression of a goal's ________.

An individual with a high need for ________ would be most likely to place a premium on products and services that signify success.