Exam 3: Consumer needs and motivation

A substitute goal is one that arises when consumers cannot attain a particular goal that will satisfy their needs.

Goal selection is often a function of success and failure.

People are usually consciously aware of their psychological needs and engage in behaviours that satisfy those needs.

Thinking that is dominated by needs and emotions with little relationship to reality is known as:

Tom always wanted to become a race car driver but never had the money to pursue his dream. Tom still dreams of winning the Bathurst 1000. He is using the defence mechanism of:

The driving force within individuals that impels them to action is:

People often are more aware of their needs than they are of their goals.

Maslow's hierarchy of needs theory postulates a five-level hierarchy. This theory says, in effect, that dissatisfaction, not satisfaction, motivates behaviour.