Exam 5: Motivation and

Seth Hernandez is sitting in a class that precedes lunch.His stomach begins to rumble and grumble.Instead of thinking about the day's lecture,Seth begins to think about lunch and his choice of places to eat.He even begins to narrow down the selection of foods that he might want for lunch.Seth is focusing on biological needs that are at present unfulfilled and have produced what might be thought of as an unpleasant state of arousal.Which of the following theories best describes Seth's experience?

A dentist promotes his business by reminding people that dental health is important,while emphasizing "painless" dentistry.The dentist's promotion is helping to resolve his potential patients' approach-avoidance conflict.

What is the most important thing a marketing practitioner can learn from Maslow's theory?

Person,object,and situational factors are the three types of influences that determine a person's level of ________.

The degree to which a person is willing to expend energy to reach a specific need is called ________.

Felicia knows that drinking water is much better for her skin than drinking soda.Even though the soda is tempting,her health needs speak louder and she chooses water.This example illustrates a person choosing to meet utilitarian needs.

Lindsay believed that customers would come to view her new resort hotel with high personal involvement because it was a quality property with an excellent view.Instead,she found that many of her customers came to the hotel only when she offered special price discounts.What aspect of consumer involvement has Lindsay ignored?

Susan most likely will have an approach-avoidance conflict when she considers buying a new fur coat with her Christmas bonus.

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?

Mary Chen is torn between going home for the holidays to visit her parents in China or going on a skiing trip with friends from college.Mary would love to be able to do both.Which of the following motivational conflicts will Mary most likely experience as she makes her decision?

Abraham Maslow developed the hierarchy of needs theory.

Explain the concept of involvement and its relationship to motivation.

According to Maslow's hierarchy of needs,the lowest order (e.g.,most basic)of needs is ________.

Motivation that is driven by raw emotions is called ________.

Explain the expectancy theory.

In the motivation process,the desired end state is the consumer's ________.

A clothing store made the proper decision when they targeted women with a high need for achievement for their line of business suits.

When a woman buys expensive jewelry,which of the following needs is most likely being expressed?

Rico has decided to change his lifestyle and is loading up on green vegetables in the serving line (rather than fries).He knows that the nutritional value of the fresh green vegetables will be great for his health.Rico is satisfying hedonic needs with his actions.

A goal has valence,which means it can be positive or negative.