Exam 4: Learning and Memory

Maslow's hierarchy of needs approach implies that the order of development of motives is fixed -that a certain level must be attained before the next higher level is activated.

The Thematic Apperception Test is a personality test that is based on Henry Murray's need structure.

Why can approach- approach conflicts be resolved easier with cognitive dissonance than approach- avoidance conflicts?

A woman realizes that she needs a new vacuum cleaner. She doesn't care so much about its appearance, but she does want it to vacuum, to pick up the dog hairs, and she wants it to last. Hers is a/an need.

The process of enculturation is that of learning the beliefs and behaviours endorsed by one's own culture.

Identify and discuss three general types of motivational conflict. How do these conflicts help to bring about satisfaction of needs? How can marketers tailor their marketing communications to fit consumer needs in each case?

The discrepancy that exists between the consumer's present state and some ideal state, and the subsequent arousal this causes, is called a drive.

When a consumer becomes so involved with a product that they lose track of time, they have entered into what is known as a _ state.

The "involvement profile" describes the typical consumer who is likely to purchase items for each kind or type of involvement.

Ray's house needed a new roof when he read the home builder's magazine he was able to pause and reflect on what he read on each page. This is an example of:

Mary notices that when purchasing chocolate for herself, she spends very little time deliberating between alternatives, but when purchasing chocolate for gift purposes, she spends a lot of time deliberating between alternatives. Why does this happen?

The antecedents of involvement are _, , _.

Within each culture, there are usually beliefs or a set of underlying goals most people agree are important. Values that can be thought of as desired end states or goals for both individuals and their society are termed:

Most current explanations of motivation focus on cognitive factors rather than biological ones to understand what drives behaviour.

Satisfaction of needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.

The Rokeach Value Survey identified a set of terminal values, or desired end states, that apply in varying degrees to many different cultures.

The majority of people do eventually move on to the top level of self- actualization needs.

Melissa's mother has become a socialization agent for the family since she is primarily responsible for teaching them how to act and respond on their three- month European vacation.

An indirect footprint is also known as a _.

Alicia loves chocolate. She maintains that it actually makes her feel better, especially when she is depressed or having a difficult time. Alicia's motivation to eat chocolate would be best explained with an expectancy theory