Question 1

Individuals who regard personal accomplishment as an end in itself are most likely to be found in those driven by the trio of needs classification of:

Accepted Answer

A)  achievement. 
B)  power. 
C)  safety. 
D)  self-esteem. 
A)  achievement. 
B)  power. 
C)  safety. 
D)  self-esteem.

Question 2

When an individual reacts to a frustrating situation with childish or immature behaviour, this defence mechanism is known as regression.

Accepted Answer

A) True 
 B)False

Question 3

In 1938, psychologist Henry Murray prepared a detailed list of 28 _______ needs that have served as the basic constructs for a number of widely used personality tests.

Accepted Answer

A)  cognitive 
B)  physiological 
C)  emotional 
D)  psychogenic 
A)  cognitive 
B)  physiological 
C)  emotional 
D)  psychogenic

Question 4

Motivation can best be described as the way business provoke action from consumers.

Accepted Answer

A) True 
 B)False

Question 5

The need that serves as a triggering mechanism is called a(n):

Accepted Answer

A)  sublimation need. 
B)  activation need. 
C)  aggressive need. 
D)  prepotent need. 
A)  sublimation need. 
B)  activation need. 
C)  aggressive need. 
D)  prepotent need.

Question 6

The trio of needs includes the need for affiliation. This corresponds to Maslow's _____ need.

Accepted Answer

A)  ego 
B)  self-actualisation 
C)  self-esteem 
D)  social 
A)  ego 
B)  self-actualisation 
C)  self-esteem 
D)  social

Question 7

Needs and goals are interdependent. Neither exists without the other.

Accepted Answer

A) True 
 B)False

Question 8

Bodily needs at a specific moment in time are identified as:

Accepted Answer

A)  physiological arousal. 
B)  environmental arousal. 
C)  cognitive arousal. 
D)  emotional arousal. 
A)  physiological arousal. 
B)  environmental arousal. 
C)  cognitive arousal. 
D)  emotional arousal.

Question 9

A man who cannot afford a BMW may convince himself that a Mazda MX5 has an image he clearly prefers. This is an example of:

Accepted Answer

A)  how a substitute goal assumes primary goal status. 
B)  how the man is concealing his goal and living a lie. 
C)  how the man is living in denial. 
D)  how frustration leads to belief. 
A)  how a substitute goal assumes primary goal status. 
B)  how the man is concealing his goal and living a lie. 
C)  how the man is living in denial. 
D)  how frustration leads to belief.

Question 10

Which of the following statements is most true?

Accepted Answer

A)  People are as aware of their needs as they are of their goals. 
B)  People are not as aware of their needs as they are of their goals. 
C)  People are not as aware of their goals as they are of their needs. 
D)  None of the above. 
A)  People are as aware of their needs as they are of their goals. 
B)  People are not as aware of their needs as they are of their goals. 
C)  People are not as aware of their goals as they are of their needs. 
D)  None of the above.

Question 11

A person who perceives themselves as young and environmentally responsible and therefore purchases a Toyota Prius is an example of self-image congruency.

Accepted Answer

A) True 
 B)False

Question 12

The psychoanalyst that adapted Freud's psychoanalytical techniques to study consumer buying habits was:

Accepted Answer

A)  Abraham Maslow. 
B)  Ernest Dichter. 
C)  Henry Murray. 
D)  Karen Horney. 
A)  Abraham Maslow. 
B)  Ernest Dichter. 
C)  Henry Murray. 
D)  Karen Horney.

Question 13

The feeling of 'If I can't have it, then no one can have it' best represents the defence mechanism of:

Accepted Answer

A)  aggression. 
B)  withdrawal. 
C)  rationalisation. 
D)  regression. 
A)  aggression. 
B)  withdrawal. 
C)  rationalisation. 
D)  regression.

Question 14

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

Accepted Answer

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

Question 15

Which of the following is not considered a physiological need according to Maslow?

Accepted Answer

A)  Food. 
B)  Shelter. 
C)  Sex. 
D)  None of the above. 
A)  Food. 
B)  Shelter. 
C)  Sex. 
D)  None of the above.

Question 16

When a young woman yearns to purchase a leather coat but cannot afford to do so and then convinces herself that wearing animal-skin is a barbaric practice after which she settles for a different cloth, this is an example of a:

Accepted Answer

A)  defence mechanism. 
B)  product-specific goal. 
C)  primary need. 
D)  prepotent need. 
A)  defence mechanism. 
B)  product-specific goal. 
C)  primary need. 
D)  prepotent need.

Question 17

A _____ goal is one towards which behaviour is directed, and thus is often referred to as an approach object.

Accepted Answer

A)  positive 
B)  generic 
C)  personal 
D)  individual 
A)  positive 
B)  generic 
C)  personal 
D)  individual

Question 18

According to Maslow, the lowest level of chronically unsatisfied needs that an individual experiences serves to motivate his or her behaviour.

Accepted Answer

A) True 
 B)False

Question 19

What are the two opposing philosophies concerned with the arousal of human motives?

Accepted Answer

The two opposing philosophies are the be

Question 20

Daydreaming enables the individual to attain imaginary gratification of unfulfilled needs. This is an example of psychological arousal.

Accepted Answer

A) True 
 B)False

Individuals who regard personal accomplishment as an end in itself are most likely to be found in those driven by the trio of needs classification of:

When an individual reacts to a frustrating situation with childish or immature behaviour, this defence mechanism is known as regression.

In 1938, psychologist Henry Murray prepared a detailed list of 28 _______ needs that have served as the basic constructs for a number of widely used personality tests.

Motivation can best be described as the way business provoke action from consumers.

The need that serves as a triggering mechanism is called a(n):

The trio of needs includes the need for affiliation. This corresponds to Maslow's _____ need.

Needs and goals are interdependent. Neither exists without the other.

Bodily needs at a specific moment in time are identified as:

A man who cannot afford a BMW may convince himself that a Mazda MX5 has an image he clearly prefers. This is an example of:

Which of the following statements is most true?

A person who perceives themselves as young and environmentally responsible and therefore purchases a Toyota Prius is an example of self-image congruency.

The psychoanalyst that adapted Freud's psychoanalytical techniques to study consumer buying habits was:

The feeling of 'If I can't have it, then no one can have it' best represents the defence mechanism of:

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

Which of the following is not considered a physiological need according to Maslow?

When a young woman yearns to purchase a leather coat but cannot afford to do so and then convinces herself that wearing animal-skin is a barbaric practice after which she settles for a different cloth, this is an example of a:

A _____ goal is one towards which behaviour is directed, and thus is often referred to as an approach object.

According to Maslow, the lowest level of chronically unsatisfied needs that an individual experiences serves to motivate his or her behaviour.

What are the two opposing philosophies concerned with the arousal of human motives?

Daydreaming enables the individual to attain imaginary gratification of unfulfilled needs. This is an example of psychological arousal.

The foundations of consumer behaviour

Market segmentation: segmenting, targeting and positioning for diverse

Personality and self-concept

Consumer perception

Consumer learning and involvement

Consumer attitudes—attitude development and change

Social influences on consumer behaviour

The family

Social class and consumer behaviour

The influence of culture on consumer behaviour

Subcultural aspects of consumer behaviour

Cross-cultural consumer behaviour: An international perspective

Decision making

Consumer influence and diffusion of innovations

Public policy and consumer protection

Filters

Exam 3: Consumer needs and motivation

Individuals who regard personal accomplishment as an end in itself are most likely to be found in those driven by the trio of needs classification of:

When an individual reacts to a frustrating situation with childish or immature behaviour, this defence mechanism is known as regression.

In 1938, psychologist Henry Murray prepared a detailed list of 28 _______ needs that have served as the basic constructs for a number of widely used personality tests.

Motivation can best be described as the way business provoke action from consumers.

The need that serves as a triggering mechanism is called a(n):

The trio of needs includes the need for affiliation. This corresponds to Maslow's _____ need.

Needs and goals are interdependent. Neither exists without the other.

Bodily needs at a specific moment in time are identified as:

A man who cannot afford a BMW may convince himself that a Mazda MX5 has an image he clearly prefers. This is an example of:

Which of the following statements is most true?

A person who perceives themselves as young and environmentally responsible and therefore purchases a Toyota Prius is an example of self-image congruency.

The psychoanalyst that adapted Freud's psychoanalytical techniques to study consumer buying habits was:

The feeling of 'If I can't have it, then no one can have it' best represents the defence mechanism of:

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

Which of the following is not considered a physiological need according to Maslow?

When a young woman yearns to purchase a leather coat but cannot afford to do so and then convinces herself that wearing animal-skin is a barbaric practice after which she settles for a different cloth, this is an example of a:

A _____ goal is one towards which behaviour is directed, and thus is often referred to as an approach object.

According to Maslow, the lowest level of chronically unsatisfied needs that an individual experiences serves to motivate his or her behaviour.

What are the two opposing philosophies concerned with the arousal of human motives?

Daydreaming enables the individual to attain imaginary gratification of unfulfilled needs. This is an example of psychological arousal.

The foundations of consumer behaviour

Market segmentation: segmenting, targeting and positioning for diverse

Personality and self-concept

Consumer perception

Consumer learning and involvement

Consumer attitudes—attitude development and change

Social influences on consumer behaviour

The family

Social class and consumer behaviour

The influence of culture on consumer behaviour

Subcultural aspects of consumer behaviour

Cross-cultural consumer behaviour: An international perspective

Decision making

Consumer influence and diffusion of innovations

Public policy and consumer protection

Filters