Exam 5: Motivation and Affect

Explain the term "mood congruency" and give an example.

Izzy Jones just bought a classic "muscle car" and can hardly wait to cruise the streets and blow away anyone who thinks they have a faster car. Izzy is exhibiting the need for uniqueness with his behavior and purchase of the car.

Bill has a toothache, and he wants the tooth to stop hurting, but he has always been afraid to go to a dentist. What type of motivational conflict is Bill experiencing?

________ suggests that expectations of achieving desirable outcomes-positive incentives-rather than being pushed from within motivate our behavior.

A desired end state, that applies to many different cultures is called a core value.

Product involvement refers to a consumer's level of interest in a product.

Motivation that is driven by raw emotions is called ________.

A degree of arousal is called a drive.

Maslow's hierarchy of needs implies that the order of needs is fixed.

Abraham Maslow developed the hierarchy of needs theory.

Joe was told by his mother that he needed to get a gift for his aunt's birthday. He had only met his aunt once before and hardly knew her. Joe was walking through a mall and saw a candy specialty store. He entered and looked at the selection without much interest. He was about to select a box of chocolates for his aunt simply because it was cheap when he remembered that his new girlfriend Julie loved chocolate. Joe really liked Julie. He began to inspect each box of chocolates carefully, trying to find evidence of quality. Which type of involvement explains Joe's change of behavior?

In its advertising, an automobile company emphasizes the fuel economy, safety rating, and resale value of its car. The company is trying to appeal to which of the following consumer needs?

When Sean Jean cologne encourages department store sales people to give any potential customer a vial of its product, the company is attempting to boost consumer involvement by appealing to consumers' hedonic needs.

Lindsay believed that customers would come to view her new resort hotel with high personal involvement because it was a quality property with an excellent view. Instead, she found that many of her customers came to the hotel only when she offered special price discounts. What aspect of consumer involvement has Lindsay ignored?

Understanding consumer involvement has proven to be quite straightforward because it generally means the same thing to almost all consumers and researchers.

Explain the theory of cognitive dissonance. Then create an example that illustrates the theory. Be sure that your example illustrates the phenomena that occur within the confines of the theory.

Who identified a set of 20 psychogenic needs?

Which of the following scholars is given credit for developing the ideas that serve as the basis for a number of personality tests, including the Thematic Appreciation Test?

Person, object, and situational factors are the three types of influences that determine a person's level of ________.

Motivation explains the strength of behavior, but not its direction.