Question 1

Which of the following statements regarding consumer motivation and needs is false?

Accepted Answer

A)  The specific goals consumers elect and the patterns of action they undertake to achieve their goals are the result of individual thinking and learning. 
B)  Marketers who understand motivational theory attempt to influence consumers' physical behaviours. 
C)  Consumers reduce tension from the unfulfilled need or want through behaviour that they anticipate will fulfil their needs and thus relieve them of the stress they feel. 
D)  The drive that consumers have to fulfil their need comes both consciously and subconsciously. 
A)  The specific goals consumers elect and the patterns of action they undertake to achieve their goals are the result of individual thinking and learning. 
B)  Marketers who understand motivational theory attempt to influence consumers' physical behaviours. 
C)  Consumers reduce tension from the unfulfilled need or want through behaviour that they anticipate will fulfil their needs and thus relieve them of the stress they feel. 
D)  The drive that consumers have to fulfil their need comes both consciously and subconsciously.

Question 2

All of Lisa's friends have purchased handbags by a new popular brand. The anxiety that motivates her to buy a handbag by the same brand would best be described as:

Accepted Answer

A)  cognitive processes. 
B)  tension. 
C)  goal fulfilment. 
D)  angst. 
A)  cognitive processes. 
B)  tension. 
C)  goal fulfilment. 
D)  angst.

Question 3

When people become motivationally aroused by a threat to, or elimination of a behavioural freedom, such as freedom of product choice, this motivational state is called a(n):

Accepted Answer

A)  avoidance state. 
B)  psychological reactance. 
C)  defence mechanism. 
D)  positive motivation mode. 
A)  avoidance state. 
B)  psychological reactance. 
C)  defence mechanism. 
D)  positive motivation mode.

Question 4

Higher-order needs are fulfilled as lower-order needs emerge.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following statements regarding goals is false?

Accepted Answer

A)  Needs and goals are independent of one another. 
B)  One's self-image can impact his/her goals. 
C)  Goals must be physically accessible. 
D)  Goals can be based on specific brands of products. 
A)  Needs and goals are independent of one another. 
B)  One's self-image can impact his/her goals. 
C)  Goals must be physically accessible. 
D)  Goals can be based on specific brands of products.

Question 6

All of the following are examples of negative motivation except:

Accepted Answer

A)  a person avoiding motorcycles as a mode of transportation to avoid injury. 
B)  a person using skin care and beauty products to look good and have healthy skin. 
C)  a person refraining from eating real butter in order to consumer less fat. 
D)  a person exercising at a gym to avoid getting overweight and fat. 
A)  a person avoiding motorcycles as a mode of transportation to avoid injury. 
B)  a person using skin care and beauty products to look good and have healthy skin. 
C)  a person refraining from eating real butter in order to consumer less fat. 
D)  a person exercising at a gym to avoid getting overweight and fat.

Question 7

Another term for biological needs is _____ needs.

Accepted Answer

A)  innate 
B)  acquired 
C)  secondary 
D)  psychogenic 
A)  innate 
B)  acquired 
C)  secondary 
D)  psychogenic

Question 8

When people react to frustrating situations with childish or immature behaviour, they are employing the defence mechanism of:

Accepted Answer

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

Question 9

An office worker is hungry and goes to his local café to buy a sandwich to eat. This person's action was driven by a(n):

Accepted Answer

A)  product-specific need. 
B)  acquired need. 
C)  secondary need. 
D)  innate need. 
A)  product-specific need. 
B)  acquired need. 
C)  secondary need. 
D)  innate need.

Question 10

When people are not able to meet their desired goals, they sometimes adopt substitute goals that replace their primary ones. They may also adopt defence mechanisms to protect their egos from feelings of failure when they do not attain these goals. Describe three defence mechanisms and give hypothetical examples of each.

Accepted Answer

There are nine defence mechanisms:
1. 	A

Question 11

A man who has largely satisfied his basic physiological needs of food, housing etc, may turn his efforts to achieving acceptance among his new neighbours by joining their sporting clubs and supporting their community activities. Once he achieves acceptance he may seek recognition by giving a lavish party or building a larger house. This example best relates to which of the following statements concerning motivation?

Accepted Answer

A)  Many needs are never fully satisfied. 
B)  As needs become satisfied, newer and higher-order needs emerge. 
C)  As needs become satisfied, all tension that impels one to act ceases. 
D)  Community needs are a natural motivator and impel all people to act. 
A)  Many needs are never fully satisfied. 
B)  As needs become satisfied, newer and higher-order needs emerge. 
C)  As needs become satisfied, all tension that impels one to act ceases. 
D)  Community needs are a natural motivator and impel all people to act.

Question 12

The measurement of motives:

Accepted Answer

A)  depends on hypothetical constructs. 
B)  cannot be tangibly observed. 
C)  cannot be determined by a single reliable index. 
D)  all of the above. 
A)  depends on hypothetical constructs. 
B)  cannot be tangibly observed. 
C)  cannot be determined by a single reliable index. 
D)  all of the above.

Question 13

A brand of gym and fitness equipment may advertise the general benefit of health and fitness from exercising. This approach would be concerned with a:

Accepted Answer

A)  accessibility goal. 
B)  generic goal. 
C)  product-specific goal. 
D)  fitness goal. 
A)  accessibility goal. 
B)  generic goal. 
C)  product-specific goal. 
D)  fitness goal.

Question 14

A _____ goal is one from which behaviour is directed away, and thus is sometimes referred to as an avoidance object.

Accepted Answer

A)  specific 
B)  generic 
C)  negative 
D)  anti-social 
A)  specific 
B)  generic 
C)  negative 
D)  anti-social

Question 15

As individuals attain their goals, they develop new ones. If they do not, they continue to strive for old goals or they develop:

Accepted Answer

A)  mental issues. 
B)  substitute goals. 
C)  aspirational goals. 
D)  avoidance goals. 
A)  mental issues. 
B)  substitute goals. 
C)  aspirational goals. 
D)  avoidance goals.

Question 16

Compare innate needs and acquired needs. How do needs get turned into motives?

Accepted Answer

Innate needs are physiological (or bioge

Question 17

Wishing to join the same sports club your parents belonged to, wanting branded mineral water and wanting a house suitable for entertaining people, are all examples of what kind of needs?

Accepted Answer

A)  Innate needs. 
B)  Acquired needs. 
C)  Physical needs. 
D)  Well-developed country needs. 
A)  Innate needs. 
B)  Acquired needs. 
C)  Physical needs. 
D)  Well-developed country needs.

Question 18

Ben's decision to purchase an expensive Mercedes model to reflect his success is driven by:

Accepted Answer

A)  his ego. 
B)  his generic goal. 
C)  a successful advertising campaign by Mercedes. 
D)  his self-image. 
A)  his ego. 
B)  his generic goal. 
C)  a successful advertising campaign by Mercedes. 
D)  his self-image.

Question 19

When an individual eradicates a need from his conscious awareness, he is demonstrating which defence mechanism?

Accepted Answer

A)  Aggression. 
B)  Rationalisation. 
C)  Regression. 
D)  Repression. 
A)  Aggression. 
B)  Rationalisation. 
C)  Regression. 
D)  Repression.

Question 20

Stability, routine, familiarity and control over one's life and environment are all part of our _______ needs according to Maslow.

Accepted Answer

A)  physiological 
B)  social 
C)  self-actualisation 
D)  none of the above 
A)  physiological 
B)  social 
C)  self-actualisation 
D)  none of the above

Which of the following statements regarding consumer motivation and needs is false?

All of Lisa's friends have purchased handbags by a new popular brand. The anxiety that motivates her to buy a handbag by the same brand would best be described as:

When people become motivationally aroused by a threat to, or elimination of a behavioural freedom, such as freedom of product choice, this motivational state is called a(n):

Higher-order needs are fulfilled as lower-order needs emerge.

Which of the following statements regarding goals is false?

All of the following are examples of negative motivation except:

Another term for biological needs is _____ needs.

When people react to frustrating situations with childish or immature behaviour, they are employing the defence mechanism of:

An office worker is hungry and goes to his local café to buy a sandwich to eat. This person's action was driven by a(n):

The measurement of motives:

A brand of gym and fitness equipment may advertise the general benefit of health and fitness from exercising. This approach would be concerned with a:

A _____ goal is one from which behaviour is directed away, and thus is sometimes referred to as an avoidance object.

As individuals attain their goals, they develop new ones. If they do not, they continue to strive for old goals or they develop:

Compare innate needs and acquired needs. How do needs get turned into motives?

Wishing to join the same sports club your parents belonged to, wanting branded mineral water and wanting a house suitable for entertaining people, are all examples of what kind of needs?

Ben's decision to purchase an expensive Mercedes model to reflect his success is driven by:

When an individual eradicates a need from his conscious awareness, he is demonstrating which defence mechanism?

Stability, routine, familiarity and control over one's life and environment are all part of our _______ needs according to Maslow.

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 statements regarding consumer motivation and needs is false?

All of Lisa's friends have purchased handbags by a new popular brand. The anxiety that motivates her to buy a handbag by the same brand would best be described as:

When people become motivationally aroused by a threat to, or elimination of a behavioural freedom, such as freedom of product choice, this motivational state is called a(n):

Higher-order needs are fulfilled as lower-order needs emerge.

Which of the following statements regarding goals is false?

All of the following are examples of negative motivation except:

Another term for biological needs is _____ needs.

When people react to frustrating situations with childish or immature behaviour, they are employing the defence mechanism of:

An office worker is hungry and goes to his local café to buy a sandwich to eat. This person's action was driven by a(n):

The measurement of motives:

A brand of gym and fitness equipment may advertise the general benefit of health and fitness from exercising. This approach would be concerned with a:

A _____ goal is one from which behaviour is directed away, and thus is sometimes referred to as an avoidance object.

As individuals attain their goals, they develop new ones. If they do not, they continue to strive for old goals or they develop:

Compare innate needs and acquired needs. How do needs get turned into motives?

Wishing to join the same sports club your parents belonged to, wanting branded mineral water and wanting a house suitable for entertaining people, are all examples of what kind of needs?

Ben's decision to purchase an expensive Mercedes model to reflect his success is driven by:

When an individual eradicates a need from his conscious awareness, he is demonstrating which defence mechanism?

Stability, routine, familiarity and control over one's life and environment are all part of our _______ needs according to Maslow.

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