Exam 5: Motivation and Emotion: Driving Consumer Behavior

Emotions create visceral responses, meaning that certain feeling states are tied to behavior in a very direct way.

One advantage of using autonomic measures to assess emotions is that they are less obtrusive because they don't involve physical contraptions.

The extent to which a consumer shows outward behavioral signs and otherwise reacts obviously to emotional experiences is called _____.

An intervening variable is one that changes the nature of a relationship between two other variables.

Motivations are the inner reasons or driving forces behind human actions as consumers are driven to address real needs.

Some researchers measure brain wave activity to assess consumers' emotional responses to advertising. This type of measurement is called _____.

Human motivations are oriented toward two key groups of behavior: steady-state and self-improvement.

Cleaning products and personal hygiene products like toothpaste and soap are best described as low involvement products.

Which of the following is one of the most commonly applied ways to assess one's emotional state by measuring both positive and negative affect?

Effort put forth by employees in carefully managing their appearance as a requisite for performing their job well is referred to as _____.

Jamie always cries when she watches a sad movie or reads a sad book. Jamie has high emotional expressiveness.

The PAD scale is generally applied to capture the relative amount of positive and negative emotion experienced by a consumer at a given point in time.

Emotional labor is performed by service workers who must overtly manage their own emotional displays as part of the requirements of the job.

Consumers with very high involvement in some product category are called market mavens.

Define autobiographical memory and describe one of yours. Explain how a marketer might be able to influence consumers to recall positive autobiographical memories.

_____ are inner reasons or driving forces behind human actions as consumers are driven to address real needs.

Consumer uneasy about buying things that others have previously touched is called _____.

Allen signed up for an ACT review class because he wanted to improve his score and chances for getting a scholarship to college. These reasons reflect Allen's _____ for taking the class.

Which type of need reflects the need to be recognized as a person of worth?

In consumer behavior, consumer mood represents feelings a consumer has about a particular product or activity.