Question 1

What are some general characteristics of materialistic people?

Accepted Answer

Materialistic people value acquiring possessions and showing them off. They are particularly self-centered and selfish; they seek lifestyles full of possessions and hope for greater happiness and satisfaction by acquiring more possessions.

Question 2

According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.

Accepted Answer

A) True 
 B)False  False

Question 3

The mother who comments about her teenage son, that her child "has been impulsive from the day he was born," is supporting the contention that personality ________.

Accepted Answer

A)  is enduring 
B)  can change 
C)  reflects individual differences 
D)  is more apparent in childhood than adulthood 
E)  develops as a result of social circumstances 
A)  is enduring 
B)  can change 
C)  reflects individual differences 
D)  is more apparent in childhood than adulthood 
E)  develops as a result of social circumstances A

Question 4

According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential.

Accepted Answer

A)  self-actualization 
B)  safety and security 
C)  physiological well-being 
D)  social acceptance 
E)  egoistic fulfillment 
A)  self-actualization 
B)  safety and security 
C)  physiological well-being 
D)  social acceptance 
E)  egoistic fulfillment

Question 5

When the Kaplan Bar Review course tells prospective law students they can "conquer the bar" or achieve a goal by taking the Kaplan course, they are trying to trigger a product-specific goal.

Accepted Answer

A) True 
 B)False

Question 6

Talk about Freud's psychoanalytic theory of personality. How do the three systems he proposed interact?

Accepted Answer

Sigmund Freud's psychoanalytic theory of

Question 7

People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback.

Accepted Answer

A)  need for prestige 
B)  need for power 
C)  need for affiliation 
D)  need for achievement 
E)  need for affection 
A)  need for prestige 
B)  need for power 
C)  need for affiliation 
D)  need for achievement 
E)  need for affection

Question 8

According to Murray's list of psychogenic needs, need for dominance/power may conflict with ________.

Accepted Answer

A)  needs associated with inanimate objects 
B)  need for prestige/ambition 
C)  need for affiliation/affection 
D)  need for achievement 
E)  need for information 
A)  needs associated with inanimate objects 
B)  need for prestige/ambition 
C)  need for affiliation/affection 
D)  need for achievement 
E)  need for information

Question 9

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch.
-In the WEIGHT LOSS MINI CASE, Peter's goal is best described as a(n) ________.

Accepted Answer

A)  approach object 
B)  ideal 
C)  biogenic need 
D)  avoidance object 
E)  ought object 
A)  approach object 
B)  ideal 
C)  biogenic need 
D)  avoidance object 
E)  ought object

Question 10

Alfred Adler, a neo-Freudian theorist, believed that ________.

Accepted Answer

A)  unconscious needs and drives are at the heart of human motivation 
B)  people continuously attempt to establish significant and rewarding relationships with others 
C)  human beings are seeking to attain various rational goals, which he called style of life 
D)  personality is measured in terms of specific psychological characteristics called traits 
E)  personality is largely impacted by child-parent relationships and the individual's desire to conquer feelings of anxiety 
A)  unconscious needs and drives are at the heart of human motivation 
B)  people continuously attempt to establish significant and rewarding relationships with others 
C)  human beings are seeking to attain various rational goals, which he called style of life 
D)  personality is measured in terms of specific psychological characteristics called traits 
E)  personality is largely impacted by child-parent relationships and the individual's desire to conquer feelings of anxiety

Question 11

Compliant individuals are those who move against others; they desire to excel and win admiration.

Accepted Answer

A) True 
 B)False

Question 12

People who are high in dogmatism are more likely to prefer innovative products to established or traditional alternatives.

Accepted Answer

A) True 
 B)False

Question 13

The achievement need suggests that behavior is strongly influenced by the desire for friendship, acceptance, and belonging.

Accepted Answer

A) True 
 B)False

Question 14

According to Karen Horney, ________ individuals desire independence, self-reliance, and self-sufficiency.

Accepted Answer

A)  compliant 
B)  subversive 
C)  aggressive 
D)  detached 
E)  obtrusive 
A)  compliant 
B)  subversive 
C)  aggressive 
D)  detached 
E)  obtrusive

Question 15

Which of the following is NOT a statement that is illustrative of opinions of an individual with a high need for uniqueness?

Accepted Answer

A)  I like to seek out unusual gifts for myself. 
B)  I enjoy it when others tell me my taste is different or uncommon. 
C)  I work at maintaining my own unique persona. 
D)  Some of my acquaintances think I'm somewhat weird in my seeking to be different. 
E)  All the above are illustrative of an individual with a high need for uniqueness 
A)  I like to seek out unusual gifts for myself. 
B)  I enjoy it when others tell me my taste is different or uncommon. 
C)  I work at maintaining my own unique persona. 
D)  Some of my acquaintances think I'm somewhat weird in my seeking to be different. 
E)  All the above are illustrative of an individual with a high need for uniqueness

Question 16

________ is how consumers actually see themselves, whereas ________ refers to how consumers would like to see themselves.

Accepted Answer

A)  Ideal self-image; ideal social self-image 
B)  Actual self-image; ideal self-image 
C)  Social self-image; self-image 
D)  Actual social self-image; ideal social self-image 
E)  Ideal self-image; actual social self-image 
A)  Ideal self-image; ideal social self-image 
B)  Actual self-image; ideal self-image 
C)  Social self-image; self-image 
D)  Actual social self-image; ideal social self-image 
E)  Ideal self-image; actual social self-image

Question 17

FURNITURE MINI CASE: Andrews Mountain Furniture is a manufacturer of home furnishings in eastern North Carolina. Andrews has been in business for 150 years and its advertising emphasizes the company's long history of production and sales in the United States. It also encourages cross-generational brand loyalty within families by suggesting adults should buy the same furniture that their parents had in their homes.
-In the FURNITURE MINI CASE, Andrews Mountain Furniture is most likely to appeal to consumers who are ________ and value tradition over novelty.

Accepted Answer

A)  low in ethnocentricity 
B)  low in dogmatism 
C)  high in dogmatism 
D)  sensation seekers 
E)  novelty seekers 
A)  low in ethnocentricity 
B)  low in dogmatism 
C)  high in dogmatism 
D)  sensation seekers 
E)  novelty seekers

Question 18

NAIL POLISH MINI CASE: Charles Revson, builder of the Revlon cosmetics empire, began as a manufacturer of nail polish. In order to expand the market for nail polish, he positioned nail polish as a fashion accessory, introducing new colors every year and suggesting that a woman's nail polish should match her clothing, moods, and social situations. Competing on the basis of perceived quality and greater satisfaction of women's needs for fantasy and attention, Revson understood that he was not selling women mere nail lacquer, but the fantasy that nail polish would attract attention and bestow class and glamour on the user.
-In the NAIL POLISH MINI CASE, Patti wants to paint her nails in order to be more attractive. This is an example of a(n) ________ goal

Accepted Answer

A)  negative 
B)  avoidance objects 
C)  utilitarian 
D)  approach objects 
E)  prevention-focused 
A)  negative 
B)  avoidance objects 
C)  utilitarian 
D)  approach objects 
E)  prevention-focused

Question 19

What did Karen Horney, a neo-Freudian theorist, propose with respect to personality?

Accepted Answer

Karen Horney focused on the impact of pa

Question 20

Neo-Freudian theorists believe that ________.

Accepted Answer

A)  consumption situations are extensions of the consumer's personality 
B)  human drives are largely unconscious 
C)  social relationships are fundamental to the formation and development of personality 
D)  consumers are primarily unaware of their true reasons for making decisions 
E)  consumer purchases are a reflection of an individual's personality 
A)  consumption situations are extensions of the consumer's personality 
B)  human drives are largely unconscious 
C)  social relationships are fundamental to the formation and development of personality 
D)  consumers are primarily unaware of their true reasons for making decisions 
E)  consumer purchases are a reflection of an individual's personality

What are some general characteristics of materialistic people?

According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.

The mother who comments about her teenage son, that her child "has been impulsive from the day he was born," is supporting the contention that personality ________.

According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential.

When the Kaplan Bar Review course tells prospective law students they can "conquer the bar" or achieve a goal by taking the Kaplan course, they are trying to trigger a product-specific goal.

Talk about Freud's psychoanalytic theory of personality. How do the three systems he proposed interact?

People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback.

According to Murray's list of psychogenic needs, need for dominance/power may conflict with ________.

Alfred Adler, a neo-Freudian theorist, believed that ________.

Compliant individuals are those who move against others; they desire to excel and win admiration.

People who are high in dogmatism are more likely to prefer innovative products to established or traditional alternatives.

The achievement need suggests that behavior is strongly influenced by the desire for friendship, acceptance, and belonging.

According to Karen Horney, ________ individuals desire independence, self-reliance, and self-sufficiency.

Which of the following is NOT a statement that is illustrative of opinions of an individual with a high need for uniqueness?

is how consumers actually see themselves, whereas refers to how consumers would like to see themselves.

What did Karen Horney, a neo-Freudian theorist, propose with respect to personality?

Neo-Freudian theorists believe that ________.

Consumer Behavior: Information-Driven Consumer Behavior

Market Segmentation and Real-Time Bidding

Consumer Perception and Positioning

Consumer Learning

Consumer Attitude Formation and Change

Persuading Customers

From Print and Broadcast to Social Media and Mobile Advertising

Reference Groups and Word-Of-Mouth

The Family and Its Social Class Standing

Cultures Influence on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: an International Perspective

Consumer Decision Making and Diffusion of Innovations

Marketing Ethics and Social Responsibility

Consumer Research

Filters

Exam 3: Consumer Motivation and Personality

What are some general characteristics of materialistic people?

According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.

The mother who comments about her teenage son, that her child "has been impulsive from the day he was born," is supporting the contention that personality ________.

According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential.

When the Kaplan Bar Review course tells prospective law students they can "conquer the bar" or achieve a goal by taking the Kaplan course, they are trying to trigger a product-specific goal.

Talk about Freud's psychoanalytic theory of personality. How do the three systems he proposed interact?

People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback.

According to Murray's list of psychogenic needs, need for dominance/power may conflict with ________.

Alfred Adler, a neo-Freudian theorist, believed that ________.

Compliant individuals are those who move against others; they desire to excel and win admiration.

People who are high in dogmatism are more likely to prefer innovative products to established or traditional alternatives.

The achievement need suggests that behavior is strongly influenced by the desire for friendship, acceptance, and belonging.

According to Karen Horney, ________ individuals desire independence, self-reliance, and self-sufficiency.

Which of the following is NOT a statement that is illustrative of opinions of an individual with a high need for uniqueness?

________ is how consumers actually see themselves, whereas ________ refers to how consumers would like to see themselves.

What did Karen Horney, a neo-Freudian theorist, propose with respect to personality?

Neo-Freudian theorists believe that ________.

Consumer Behavior: Information-Driven Consumer Behavior

Market Segmentation and Real-Time Bidding

Consumer Perception and Positioning

Consumer Learning

Consumer Attitude Formation and Change

Persuading Customers

From Print and Broadcast to Social Media and Mobile Advertising

Reference Groups and Word-Of-Mouth

The Family and Its Social Class Standing

Cultures Influence on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: an International Perspective

Consumer Decision Making and Diffusion of Innovations

Marketing Ethics and Social Responsibility

Consumer Research

Filters

is how consumers actually see themselves, whereas refers to how consumers would like to see themselves.