Exam 5: Motivation and Emotion: Driving Consumer Behavior

Kyra was so lost in her writing that she hardly realized it was way past her bedtime.Which of the following terms best describes Kyra's involvement with her writing?

Robert has been closely associated with an organization that works for the protection of street dogs.When the organization signed up a celebrity with a history of animal cruelty as its brand ambassador,Robert felt sad.This is an example of _____ appraisal.

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, 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 fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their 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 waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Providing 'service with a smile' helps minimize patients' anxiety about the experience as patients generally respond in the same manner.Which of the following describes this phenomenon?

Personality characteristics can affect the way consumers respond or demonstrate their emotions.

According to Maslow's theory,consumers first seek value by satisfying the most basic needs.

Electronic products can be frustrating or satisfying for consumers.For example,a consumer may be highly satisfied with the applications available on his new smart phone,but becomes frustrated when he is unable to operate it with ease.If a consumer researcher wants to measure these positive and negative emotional reactions,then which of the following measures will be best suited for this purpose?

Which of the following types of motivations promotes behaviors that are aimed at changing one's current state to a level that is more ideal-not simply maintaining the current state of existence?

Memories of previous,meaningful events in one's life are known as _____ memories.

In a marketing context,salespeople with high emotional intelligence are more effective in closing sales with consumers than are salespeople with low emotional intelligence.

Which of the following types of cognitive appraisals reviews responsibility for events and can evoke emotions like gratefulness,frustration,or sadness?

Anne is extremely thrifty with her household expenses.Before buying anything,she makes sure that she is well-informed about all the best deals.This way Anne ensures that she gets more value from any purchasing activity.Which of the following types of consumer involvement is exemplified by Anne?

Extremely high emotional involvement in which a consumer is engrossed in an activity is referred to as _____.

Consumers in bad moods tend to make decisions faster and to outspend their good-mood counterparts.

Which of the following terms refers to the efforts put forth by service workers who must overtly manage their own emotional displays as part of the requirements of the job?

A consumer who eats a whole pint of Ben & Jerry's New York Super Fudge Chunk ice-cream and later feels guilty,is experiencing _____.

The fact that the body naturally reacts in a way so as to maintain a constant,normal bloodstream is known as _____.

When emotions become part of the meaning for a category,it is referred to as _____.

The consumer with relatively high emotional expressiveness is likely to react in some way to outcomes that are unexpected.

Which of the following orients consumers toward avoiding negative consequences?

Self-report measures are less obtrusive than biological measures because they don't involve physical contraptions.