Exam 5: Motivation and Values

Explain the means-end chain model.Give an example to demonstrate how the process might work.

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

List the primary needs displayed in Maslow's hierarchy of needs.Give an example of a product that fits each need form.

Vanna is anxiously watching the jeweller appraise the engagement ring Chad recently gave her.She knows that it might not be proper to go behind Chad's back and have the ring appraised,but she wants to insure it (and she really wants to know just 'how much' Chad loves her).Attaching abstract values such as love to concrete attributes such as size and clarity of the stone is a process called ________.

A(n)________ approach assumes that very specific product attributes are linked at levels of increasing abstraction to terminal values.

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

An etic perspective on culture is best described as ________.

Products and services can be made and sold across international borders.A product marketed by focusing on the variations across cultures is marketed according to a(n)________ perspective.

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 shopping centre 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 behaviour?

What is the relationship between motivation,need,drive,goal and wants?

Consumption at the extreme low end of the involvement continuum is characterised by ________,where decisions are made out of habit.

Jeff's favourite quote is "He who dies with the most toys,wins".If Jeff really thinks like this,he is expressing a concept known as ________.

The degree to which a person is willing to expend energy to reach one goal as opposed to another reflects his or her underlying motivation to attain that goal.

Which of the following is the best illustration of a terminal value?

Power distance,individualism and uncertainty avoidance are some of the values measured by ________.

Freelancers and fans film their own commercials for their favourite products and post them on Web sites.This is referred to as ________.

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?

Jake feels a hunger growing in his stomach.The more he feels the hunger,the more he wishes lunchtime would hurry and arrive.He is already planning what he will eat and how good it will taste.Which of the following processes most accurately identifies what Jake is feeling?

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g.,your feelings are hurt when someone is critical of your appearance).

An individual with a high need for ________ would be most likely to place a premium on products and services that signify success.