Question 1

Which of the following is not a reason why needs and goals constantly change?

Accepted Answer

A)  The individual's physical condition changes. 
B)  The environment remains stable. 
C)  Interaction with others can cause change. 
D)  One's experiences can cause change. 
A)  The individual's physical condition changes. 
B)  The environment remains stable. 
C)  Interaction with others can cause change. 
D)  One's experiences can cause change.

Question 2

The desire for friendship, acceptance and belonging has been identified as a(n) _____ need as part of the trio of basic needs.

Accepted Answer

A)  power 
B)  safety 
C)  achievement 
D)  affiliation 
A)  power 
B)  safety 
C)  achievement 
D)  affiliation

Question 3

Which of the following is not a way in which needs are generally classified?

Accepted Answer

A)  Physiological. 
B)  Innate. 
C)  Generic. 
D)  Primary. 
A)  Physiological. 
B)  Innate. 
C)  Generic. 
D)  Primary.

Question 4

An individual who often employs the defence mechanism of daydreaming would most likely respond to:

Accepted Answer

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

Question 5

When a marketer defines their market in terms of the needs they presume to satisfy, rather than in terms of the products they sell, this is known as the:

Accepted Answer

A)  	selling concept. 
B)  	marketing concept. 
C)  	product concept. 
D)  	production concept. 
A)  	selling concept. 
B)  	marketing concept. 
C)  	product concept. 
D)  	production concept.

Question 6

Researchers agree that positive drives are needs, wants and desires, while negative drives are fears and aversions.

Accepted Answer

A) True 
 B)False

Question 7

A defence mechanism that an individual may employ is:

Accepted Answer

A)  aggression. 
B)  rationalisation. 
C)  regression. 
D)  all of the above. 
A)  aggression. 
B)  rationalisation. 
C)  regression. 
D)  all of the above.

Question 8

Unconscious needs and drives, especially biological and sexual drives, are at the heart of human motivation and personality. This is the premise of:

Accepted Answer

A)  Maslow's hierarchy of needs. 
B)  Freud's psychoanalytic theory of personality. 
C)  Henry Murray's 28 psychogenic needs. 
D)  Ernest Dichter's theory of cryptic needs. 
A)  Maslow's hierarchy of needs. 
B)  Freud's psychoanalytic theory of personality. 
C)  Henry Murray's 28 psychogenic needs. 
D)  Ernest Dichter's theory of cryptic needs.

Question 9

Discuss the theory that Abraham Maslow formulated with regard to human needs and the criticisms it has received.

Accepted Answer

Abraham Maslow formulated a widely accep

Question 10

Sandy is fed up with the uncertainty associated with whether or not a larger firm is going to buy out her employer, and if it does happen, whether or not she will have a job. Sandy's concerns deal with Maslow's:

Accepted Answer

A)  ego needs. 
B)  safety and security needs. 
C)  self-actualisation. 
D)  social needs. 
A)  ego needs. 
B)  safety and security needs. 
C)  self-actualisation. 
D)  social needs.

Question 11

Despite motives being hypothetical constructs, researchers have been able to accurately measure them via the reliability index.

Accepted Answer

A) True 
 B)False

Question 12

Jack becomes the CEO of a company but then desires to be the CEO of a larger company. This is an example:

Accepted Answer

A)  that existing needs are never completely satisfied. 
B)  that as needs become satisfied, new higher-order needs emerge. 
C)  of an individual who is clearly a positivist. 
D)  that most people are experientialists. 
A)  that existing needs are never completely satisfied. 
B)  that as needs become satisfied, new higher-order needs emerge. 
C)  of an individual who is clearly a positivist. 
D)  that most people are experientialists.

Question 13

The arousal of motives can be classified in a number of ways. Identify and explain each type of motive arousal giving attention to the differences between each and circumstances in which each might occur.

Accepted Answer

The main types of motive arousal are: ph

Question 14

The desire to 'be my own boss' is most likely found in those driven by the trio of needs classification of:

Accepted Answer

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

Question 15

One criticism of Maslow's Needs Hierarchy theory is that it is not useful for positioning products with consumers.

Accepted Answer

A) True 
 B)False

Question 16

An individual who fails to achieve a desired goal, but who quickly works through it and sets a substitute goal, would be regarded as:

Accepted Answer

A)  adaptive. 
B)  aggressive. 
C)  frustrated. 
D)  regressive. 
A)  adaptive. 
B)  aggressive. 
C)  frustrated. 
D)  regressive.

Question 17

Needs such as love, affection, belonging and acceptance deal with Maslow's:

Accepted Answer

A)  social needs. 
B)  safety and security needs. 
C)  self-actualisation. 
D)  ego needs. 
A)  social needs. 
B)  safety and security needs. 
C)  self-actualisation. 
D)  ego needs.

Question 18

To have order, stability, routine, familiarity and control over one's environment deals with Maslow's:

Accepted Answer

A)  ego needs. 
B)  physiological needs. 
C)  self-actualisation. 
D)  safety and security needs. 
A)  ego needs. 
B)  physiological needs. 
C)  self-actualisation. 
D)  safety and security needs.

Question 19

Those who reach their goals set higher goals. Those who do not reach their goals:

Accepted Answer

A)  lower their level of aspiration. 
B)  will set substitute goals. 
C)  reach a frustration level. 
D)  all the above. 
A)  lower their level of aspiration. 
B)  will set substitute goals. 
C)  reach a frustration level. 
D)  all the above.

Question 20

Many needs are dormant for much of the time. The arousal of a particular set of needs at a specific moment may be caused by internal stimuli found in:

Accepted Answer

A)  the individual's physiological condition. 
B)  the individual's emotional or cognitive processes. 
C)  stimuli in the outside environment. 
D)  all of the above. 
A)  the individual's physiological condition. 
B)  the individual's emotional or cognitive processes. 
C)  stimuli in the outside environment. 
D)  all of the above.

Which of the following is not a reason why needs and goals constantly change?

The desire for friendship, acceptance and belonging has been identified as a(n) _____ need as part of the trio of basic needs.

Which of the following is not a way in which needs are generally classified?

An individual who often employs the defence mechanism of daydreaming would most likely respond to:

When a marketer defines their market in terms of the needs they presume to satisfy, rather than in terms of the products they sell, this is known as the:

Researchers agree that positive drives are needs, wants and desires, while negative drives are fears and aversions.

A defence mechanism that an individual may employ is:

Unconscious needs and drives, especially biological and sexual drives, are at the heart of human motivation and personality. This is the premise of:

Discuss the theory that Abraham Maslow formulated with regard to human needs and the criticisms it has received.

Sandy is fed up with the uncertainty associated with whether or not a larger firm is going to buy out her employer, and if it does happen, whether or not she will have a job. Sandy's concerns deal with Maslow's:

Despite motives being hypothetical constructs, researchers have been able to accurately measure them via the reliability index.

Jack becomes the CEO of a company but then desires to be the CEO of a larger company. This is an example:

The arousal of motives can be classified in a number of ways. Identify and explain each type of motive arousal giving attention to the differences between each and circumstances in which each might occur.

The desire to 'be my own boss' is most likely found in those driven by the trio of needs classification of:

One criticism of Maslow's Needs Hierarchy theory is that it is not useful for positioning products with consumers.

An individual who fails to achieve a desired goal, but who quickly works through it and sets a substitute goal, would be regarded as:

Needs such as love, affection, belonging and acceptance deal with Maslow's:

To have order, stability, routine, familiarity and control over one's environment deals with Maslow's:

Those who reach their goals set higher goals. Those who do not reach their goals:

Many needs are dormant for much of the time. The arousal of a particular set of needs at a specific moment may be caused by internal stimuli found in:

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

Which of the following is not a reason why needs and goals constantly change?

The desire for friendship, acceptance and belonging has been identified as a(n) _____ need as part of the trio of basic needs.

Which of the following is not a way in which needs are generally classified?

An individual who often employs the defence mechanism of daydreaming would most likely respond to:

When a marketer defines their market in terms of the needs they presume to satisfy, rather than in terms of the products they sell, this is known as the:

Researchers agree that positive drives are needs, wants and desires, while negative drives are fears and aversions.

A defence mechanism that an individual may employ is:

Unconscious needs and drives, especially biological and sexual drives, are at the heart of human motivation and personality. This is the premise of:

Discuss the theory that Abraham Maslow formulated with regard to human needs and the criticisms it has received.

Sandy is fed up with the uncertainty associated with whether or not a larger firm is going to buy out her employer, and if it does happen, whether or not she will have a job. Sandy's concerns deal with Maslow's:

Despite motives being hypothetical constructs, researchers have been able to accurately measure them via the reliability index.

Jack becomes the CEO of a company but then desires to be the CEO of a larger company. This is an example:

The arousal of motives can be classified in a number of ways. Identify and explain each type of motive arousal giving attention to the differences between each and circumstances in which each might occur.

The desire to 'be my own boss' is most likely found in those driven by the trio of needs classification of:

One criticism of Maslow's Needs Hierarchy theory is that it is not useful for positioning products with consumers.

An individual who fails to achieve a desired goal, but who quickly works through it and sets a substitute goal, would be regarded as:

Needs such as love, affection, belonging and acceptance deal with Maslow's:

To have order, stability, routine, familiarity and control over one's environment deals with Maslow's:

Those who reach their goals set higher goals. Those who do not reach their goals:

Many needs are dormant for much of the time. The arousal of a particular set of needs at a specific moment may be caused by internal stimuli found in:

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