Question 1

When people live in poor or deprived environments,they experience many opportunities for need arousal.

Accepted Answer

A) True 
 B)False

Question 2

Marketers are particularly concerned with product-specific goals,where they can provide specifically branded products and services that consumers select for goal fulfillment.

Accepted Answer

A) True 
 B)False

Question 3

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women.To this end, he joins a gym and begins eating low-fat, low-calorie foods.In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead.After a few weeks, Peter decides that he actually prefers fruit with his lunch.
-In the WEIGHT LOSS MINI CASE,after several weeks of exercising,Peter is still not seeing the desired results and decides that he is just too busy to go to the gym enough,and that his employer is really to blame for his failure to lose weight.Which of the following defense mechanisms has Peter demonstrated?

Accepted Answer

A)  rationalization 
B)  projection 
C)  repression 
D)  aggression 
E)  withdrawal 
A)  rationalization 
B)  projection 
C)  repression 
D)  aggression 
E)  withdrawal

Question 4

Needs that we learn in response to our culture or environment are called ________ needs.

Accepted Answer

A)  primary 
B)  biogenic 
C)  acculturated 
D)  acquired 
E)  innate 
A)  primary 
B)  biogenic 
C)  acculturated 
D)  acquired 
E)  innate

Question 5

Failure to achieve a goal often results in feelings of ________.

Accepted Answer

A)  achievement 
B)  aspiration 
C)  self-awareness 
D)  personal promotion 
E)  frustration 
A)  achievement 
B)  aspiration 
C)  self-awareness 
D)  personal promotion 
E)  frustration

Question 6

Aggression and rationalization are examples of ________ that people sometimes adopt to protect their egos from feelings of failure when they do not attain their goals.

Accepted Answer

A)  fulfillment mechanisms 
B)  defense mechanisms 
C)  substitute goals 
D)  subjective criteria 
E)  secondary behaviors 
A)  fulfillment mechanisms 
B)  defense mechanisms 
C)  substitute goals 
D)  subjective criteria 
E)  secondary behaviors

Question 7

Marketers create needs.

Accepted Answer

A) True 
 B)False

Question 8

NAIL POLISH MINI CASE: Charles Revson, builder of the Revlon cosmetics empire, began as a manufacturer of nail polish.In order to expand the market for nail polish, he positioned nail polish as a fashion accessory, introducing new colors every year and suggesting that a woman's nail polish should match her clothing, moods, and social situations.Competing on the basis of perceived quality and greater satisfaction of women's needs for fantasy and attention, Revson understood that he was not selling women mere nail lacquer, but the fantasy that nail polish would attract attention and bestow class and glamour on the user.
-In the NAIL POLISH MINI CASE,Revlon nail polish is positioned to meet which of the following types of needs?

Accepted Answer

A)  innate needs 
B)  acquired needs 
C)  physiological needs 
D)  biogenic needs 
E)  primary needs 
A)  innate needs 
B)  acquired needs 
C)  physiological needs 
D)  biogenic needs 
E)  primary needs

Question 9

According to Maslow,outwardly-directed ego needs include the need for success,independence,and personal satisfaction with a job well done.

Accepted Answer

A) True 
 B)False

Question 10

The key to a company's survival,profitability and growth in a highly competitive marketplace is to ________.

Accepted Answer

A)  continue to increase quality at the expense of profits 
B)  continue to identify and satisfy unfulfilled consumer needs better and sooner than the competition 
C)  sell what it's good at making 
D)  convince consumers that they should buy more products 
E)  continually decrease the cost of production 
A)  continue to increase quality at the expense of profits 
B)  continue to identify and satisfy unfulfilled consumer needs better and sooner than the competition 
C)  sell what it's good at making 
D)  convince consumers that they should buy more products 
E)  continually decrease the cost of production

Question 11

Both positive and negative motivations serve to initiate and sustain human behavior.

Accepted Answer

A) True 
 B)False

Question 12

PARTY BEER MINI CASE: Party Beverages brews beer and specifically targets its products to college students and young professionals.Its advertisements typically show a group of young adults having fun and drinking Party Beer together, along with their slogan "Without the right Beer, it's just not a Party."
-In the PARTY BEER MINI CASE,Party Beverages' advertisements suggest that Party Beer will satisfy which element of the trio of basic needs?

Accepted Answer

A)  power 
B)  self-actualization 
C)  affection 
D)  affiliation 
E)  achievement 
A)  power 
B)  self-actualization 
C)  affection 
D)  affiliation 
E)  achievement

Question 13

People with a(n)________ are interested in their growth and development,have more hopes and aspirations,and favor the presence of positive outcomes.

Accepted Answer

A)  prevention focus 
B)  positive focus 
C)  ought focus 
D)  promotion focus 
E)  negative focus 
A)  prevention focus 
B)  positive focus 
C)  ought focus 
D)  promotion focus 
E)  negative focus

Question 14

________ motivations drive people toward some object or condition,whereas ________ motivations drive people away from some object or condition.

Accepted Answer

A)  Avoidance; affirmative 
B)  Positive; negative 
C)  Ought; ideal 
D)  Acquired; innate 
E)  Primary; secondary 
A)  Avoidance; affirmative 
B)  Positive; negative 
C)  Ought; ideal 
D)  Acquired; innate 
E)  Primary; secondary

Question 15

________ are the sought-after results of motivated behavior.

Accepted Answer

A)  Motivations 
B)  Goals 
C)  Rewards 
D)  Behaviors 
E)  Targets 
A)  Motivations 
B)  Goals 
C)  Rewards 
D)  Behaviors 
E)  Targets

Question 16

A drop in blood sugar level that triggers the awareness of a hunger need constitutes ________.

Accepted Answer

A)  physiological arousal 
B)  voluntary arousal 
C)  cognitive arousal 
D)  emotional arousal 
E)  psychological arousal 
A)  physiological arousal 
B)  voluntary arousal 
C)  cognitive arousal 
D)  emotional arousal 
E)  psychological arousal

Question 17

Needs and goals change and grow in response to an individual's physical condition,environment,interactions with others,and experiences.

Accepted Answer

A) True 
 B)False

Question 18

Discuss the theory that Abraham Maslow formulated with regard to human needs.

Accepted Answer

Abraham Maslow formulated a widely accep

Question 19

Each consumer behavior is designed to fulfill a single need.

Accepted Answer

A) True 
 B)False

Question 20

How do motivations drive consumer behavior?

Accepted Answer

Motivations are the driving force that i

When people live in poor or deprived environments,they experience many opportunities for need arousal.

Marketers are particularly concerned with product-specific goals,where they can provide specifically branded products and services that consumers select for goal fulfillment.

Needs that we learn in response to our culture or environment are called ________ needs.

Failure to achieve a goal often results in feelings of ________.

Aggression and rationalization are examples of ________ that people sometimes adopt to protect their egos from feelings of failure when they do not attain their goals.

Marketers create needs.

According to Maslow,outwardly-directed ego needs include the need for success,independence,and personal satisfaction with a job well done.

The key to a company's survival,profitability and growth in a highly competitive marketplace is to ________.

Both positive and negative motivations serve to initiate and sustain human behavior.

People with a(n)________ are interested in their growth and development,have more hopes and aspirations,and favor the presence of positive outcomes.

motivations drive people toward some object or condition,whereas motivations drive people away from some object or condition.

________ are the sought-after results of motivated behavior.

A drop in blood sugar level that triggers the awareness of a hunger need constitutes ________.

Needs and goals change and grow in response to an individual's physical condition,environment,interactions with others,and experiences.

Discuss the theory that Abraham Maslow formulated with regard to human needs.

Each consumer behavior is designed to fulfill a single need.

How do motivations drive consumer behavior?

Consumer Behavior: Meeting Changes and Challenges

Introduction to the Consumer Research Process

Market Segmentation and Strategic Targeting

Personality and Consumer Behavior

Consumer Perception

Consumer Learning

Consumer Attitude Formation and Change

Communication and Consumer Behavior

The Family and Its Social Class Standing

The Influence of Culture on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: an International Perspective

Consumers and the Diffusion of Innovations

Consumer Decision Making and Beyond

Marketing Ethics and Social Responsibility

Filters

Exam 4: Consumer Motivation

When people live in poor or deprived environments,they experience many opportunities for need arousal.

Marketers are particularly concerned with product-specific goals,where they can provide specifically branded products and services that consumers select for goal fulfillment.

Needs that we learn in response to our culture or environment are called ________ needs.

Failure to achieve a goal often results in feelings of ________.

Aggression and rationalization are examples of ________ that people sometimes adopt to protect their egos from feelings of failure when they do not attain their goals.

Marketers create needs.

According to Maslow,outwardly-directed ego needs include the need for success,independence,and personal satisfaction with a job well done.

The key to a company's survival,profitability and growth in a highly competitive marketplace is to ________.

Both positive and negative motivations serve to initiate and sustain human behavior.

People with a(n)________ are interested in their growth and development,have more hopes and aspirations,and favor the presence of positive outcomes.

________ motivations drive people toward some object or condition,whereas ________ motivations drive people away from some object or condition.

________ are the sought-after results of motivated behavior.

A drop in blood sugar level that triggers the awareness of a hunger need constitutes ________.

Needs and goals change and grow in response to an individual's physical condition,environment,interactions with others,and experiences.

Discuss the theory that Abraham Maslow formulated with regard to human needs.

Each consumer behavior is designed to fulfill a single need.

How do motivations drive consumer behavior?

Consumer Behavior: Meeting Changes and Challenges

Introduction to the Consumer Research Process

Market Segmentation and Strategic Targeting

Personality and Consumer Behavior

Consumer Perception

Consumer Learning

Consumer Attitude Formation and Change

Communication and Consumer Behavior

The Family and Its Social Class Standing

The Influence of Culture on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: an International Perspective

Consumers and the Diffusion of Innovations

Consumer Decision Making and Beyond

Marketing Ethics and Social Responsibility

Filters

motivations drive people toward some object or condition,whereas motivations drive people away from some object or condition.