Exam 5: Motivation and Emotion: Driving Consumer Behavior

Which type of motivation is aimed at changing the current state to a level that is more ideal, not at simply maintaining the current state?

Mood is a transient and general cognitive state.

Which of the following means the extent to which an emotional display by one person influences the emotional state of others?

With respect to measuring emotion, bipolar is a situation wherein if one feels joy he or she can also experience sadness.

Product categories with personal relevance for consumers typically have _____ product involvement.

The theory behind PAD is that pleasure is _____, meaning that if one feels joyful, he or she cannot also experience sadness.

Zone refers to the extremely high emotional involvement in which a consumer is engrossed in an activity.

VISITING THE DENTIST SCENARIO According to an American Dental Association survey, almost 25 percent of Americans don't go to the dentist because they are afraid. There's plenty to fear - pain, needles, gagging, feeling helpless, having personal space invaded, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to phobias based on a bad experience they had at the dentist when they were a child. However, the dental industry has evolved tremendously over the years, essentially eliminating any pain for patients. Many dentists are going even further to quell patients' fears by offering sedation, pain killers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and pain killers have been offered for years, newer alternatives try to enhance the experience for patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing water falls and candles. The hope is that patients' anxiety will be minimized by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario. The fact that older patients are likely to have negative emotions associated with visiting the dentist compared to younger patients suggests that age is a(n) _____ between patients' experience and emotions regarding dental visits.

Effort put forth by service workers who have to overtly manage their own emotional displays as part of the requirements of the job is called _____.

Which type of cognitive appraisal considers how something turned out relative to one's goals and can evoke emotions like joyfulness, satisfaction, sadness, or pride?

Define cognitive appraisal theory and name and describe the four types of cognitive appraisals relevant for consumer behavior.

Jim considers himself a wine connoisseur. He reads Wine Spectator, visits wine shops for hours, and loves to talk to the sommelier at fine restaurants. Jim is best described as a _____.

_____ motivation involves a drive to experience something personally gratifying.

PAD is an acronym that stands for pleasure-arousal-dominance.

_____ are psychobiological reactions to appraisals.

Emotions are reactions to a consumer's appraisal of a situation.

Emotion that becomes stored as part of the meaning for a category is referred to as _____.

VISITING THE DENTIST SCENARIO According to an American Dental Association survey, almost 25 percent of Americans don't go to the dentist because they are afraid. There's plenty to fear - pain, needles, gagging, feeling helpless, having personal space invaded, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to phobias based on a bad experience they had at the dentist when they were a child. However, the dental industry has evolved tremendously over the years, essentially eliminating any pain for patients. Many dentists are going even further to quell patients' fears by offering sedation, pain killers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and pain killers have been offered for years, newer alternatives try to enhance the experience for patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing water falls and candles. The hope is that patients' anxiety will be minimized by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario. Which cognitive appraisal are patients using when they feel fearful before going to the dentist?

Disney tries to create a magical experience for guests visiting its parts and resorts. The company knows that positive emotions can become stored as part of the meaning visitors have for Disney, and the company wants consumers to come back again and again. Positive emotion that becomes stored as part of the meaning of Disney for consumers is called _____.

Assessment appraisals consider how fair some event is and can evoke emotions like warmth or anger.