Exam 3: Consumer needs and motivation

Julie was more pleased that she was put in charge of eleven salespeople than she was when she got a pay rise. Julie is most likely driven by the trio of needs classification of:

When a particular need is satisfied by a single brand of shirt, that goal is a:

People often adopt ______ to protect their egos from feelings of failure when they do not attain their goals.

Motivation drives individuals to engage in behaviours that they believe will satisfy their needs, and thus relieve them of the stress they feel.

When random thoughts or personal achievement lead to an awareness of needs, the needs have been triggered by:

Individuals who have attempted to attain a higher status in the company they work for but have failed to so and then go on to redirecting their energy to new and different activities, or even quit their position, are using:

When individuals do not attain their goals, they may:

______ needs are needs that we learn in response to our culture or environment. They may include the need for self-esteem, prestige, affection, power or learning.

The goals selected by individuals depend on all the following except:

Julie rushed out to buy a jumper of her favourite AFL team. Julie's motive would most likely be classified as:

A car company advertises to young males by portraying attractive couples riding around in the car. Implying that the car attracts attractive young females, the advertisement is using the defence mechanism of ______ to attract its target market.

Acquired needs are needs we learn in response to our culture or environment.

From the marketing perspective, consumers' purchase decisions based totally on objective criteria is called:

When people are threatened by a reduction or elimination of a behavioural freedom, this is referred to as psychological reactance.

Why are motivations the driving force behind consumer behaviour?

The most common use for Maslow's hierarchy of needs is for:

Needs that deal with one's self-esteem, reputation and status are classified by Maslow as:

The practitioner regarded as providing the basis for the development of motivational research is:

When the Army uses the slogan 'Be all you can be', they are appealing to what Maslow would refer to as:

Operating on the premise that consumers are not always aware of the reasons for their actions, motivational research attempts to discover underlying feelings, attitudes and emotions concerning product, service or brand use.