Question 1

Moods are:

Accepted Answer

A)  valenced reactions to events and objects that are not accompanied by high levels of arousal. 
B)  temporary positive or negative affective states that are accompanied by moderate levels of arousal. 
C)  related to a specific triggering event. 
D)  valenced reactions to events and objects that are accompanied by high levels of arousal. 
A)  valenced reactions to events and objects that are not accompanied by high levels of arousal. 
B)  temporary positive or negative affective states that are accompanied by moderate levels of arousal. 
C)  related to a specific triggering event. 
D)  valenced reactions to events and objects that are accompanied by high levels of arousal.

Question 2

Explain expectancy theory.

Accepted Answer

Expectancy theory suggests that behaviou

Question 3

Which element below is an example of product involvement?

Accepted Answer

A)  mass customization 
B)  SMART 
C)  valences 
D)  spectacles 
A)  mass customization 
B)  SMART 
C)  valences 
D)  spectacles

Question 4

A drive is the same thing as a goal.

Accepted Answer

A) True 
 B)False

Question 5

An Allstate Insurance ad that says,"You're in good hands with Allstate" appeals to which level in Maslow's hierarchy?

Accepted Answer

A)  ego needs 
B)  safety needs 
C)  self-actualization needs 
D)  belongingness needs 
A)  ego needs 
B)  safety needs 
C)  self-actualization needs 
D)  belongingness needs

Question 6

Denise loves ice cream but feels it is a "guilty pleasure" because it contains a large amount of fat and calories. She is not sure whether to indulge as she is trying to eat right. This purchase situation is typical of which type of motivational conflict?

Accepted Answer

A)  approach-approach 
B)  approach-avoidance 
C)  avoidance-avoidance 
D)  hedonic-utilitarian 
A)  approach-approach 
B)  approach-avoidance 
C)  avoidance-avoidance 
D)  hedonic-utilitarian

Question 7

Georgio could not decide if it was worth trying to repair his ten-year-old VCR or get a loan to buy a new one. This is an example of an ________ conflict.

Accepted Answer

A)  approach-avoidance 
B)  avoidance-avoidance 
C)  acculturation-avoidance 
D)  activation-approach 
A)  approach-avoidance 
B)  avoidance-avoidance 
C)  acculturation-avoidance 
D)  activation-approach

Question 8

Maslow's theory basically states:

Accepted Answer

A)  people can jump levels in the hierarchy to reach the highest level. 
B)  satisfaction motivates behaviour. 
C)  dissatisfaction motivates behaviour. 
D)  lower-level needs, once satisfied, remain satisfied. 
A)  people can jump levels in the hierarchy to reach the highest level. 
B)  satisfaction motivates behaviour. 
C)  dissatisfaction motivates behaviour. 
D)  lower-level needs, once satisfied, remain satisfied.

Question 9

Why is Maslow's hierarchy of needs important to marketing?

Accepted Answer

This hierarchy of needs is important to

Question 10

When John picks up a six-pack of Budweiser beer out of habit,without consideration of other choices,he is making a decision characterized by:

Accepted Answer

A)  inertia. 
B)  willed disinterest. 
C)  resistance. 
D)  ignorance. 
A)  inertia. 
B)  willed disinterest. 
C)  resistance. 
D)  ignorance.

Question 11

What is an approach-avoidance conflict? Provide an example of this.

Accepted Answer

Examples may vary.
Many of the products

Question 12

A Coca-Cola ad uses a cute polar bear and Christmas music to advertise its products during the winter holiday season. What type of emotion is this commercial trying to convey?

Accepted Answer

A)  guilt 
B)  happiness 
C)  sadness 
D)  embarrassment 
A)  guilt 
B)  happiness 
C)  sadness 
D)  embarrassment

Question 13

Evaluations are temporary positive or negative affective states that are accompanied by moderate levels of arousal.

Accepted Answer

A) True 
 B)False

Question 14

Denise is shopping for a dress. She has narrowed down her final choice to two dresses,but she has a new dilemma. The black number is elegant,and she looks awesome in it,and sophisticated. She anticipates her husband Tim's reaction. The blue dress flatters her figure and it would be practical for future occasions. She wants to buy both. She is experiencing which type of motivational conflict?

Accepted Answer

A)  approach-approach 
B)  approach-avoidance 
C)  avoidance-avoidance 
D)  hedonic-utilitarian 
A)  approach-approach 
B)  approach-avoidance 
C)  avoidance-avoidance 
D)  hedonic-utilitarian

Question 15

When there is a gap between a consumer's present state and some ideal state,this gap creates tension. The magnitude of this tension determines the urgency the consumer feels to reduce the tension. This degree of arousal is:

Accepted Answer

A)  motivation. 
B)  discomfort. 
C)  cognitive awareness. 
D)  drive. 
A)  motivation. 
B)  discomfort. 
C)  cognitive awareness. 
D)  drive.

Question 16

The female manager chose dark tailored suits over soft feminine outfits. This suggested she had a:

Accepted Answer

A)  high need for affiliation. 
B)  high need for power. 
C)  high need for achievement. 
D)  high need for success. 
A)  high need for affiliation. 
B)  high need for power. 
C)  high need for achievement. 
D)  high need for success.

Question 17

Satisfaction of ________ needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.

Accepted Answer

A)  utilitarian 
B)  totalitarian 
C)  hedonic 
D)  subjective 
A)  utilitarian 
B)  totalitarian 
C)  hedonic 
D)  subjective

Question 18

The theory of cognitive dissonance is based upon the premise that individuals crave variety in their actions and their values.

Accepted Answer

A) True 
 B)False

Question 19

Give an example of a particular discrete emotion and how this is used by marketers.

Accepted Answer

Students can give different answers (hap

Question 20

Timothy ate just before his 11:00 a.m. class,but now he's beginning to feel hunger pangs. He goes off to buy something to eat. Which need is being fulfilled?

Accepted Answer

A)  self-actualization 
B)  psychogenic 
C)  hedonic 
D)  utilitarian 
A)  self-actualization 
B)  psychogenic 
C)  hedonic 
D)  utilitarian

Moods are:

Explain expectancy theory.

Which element below is an example of product involvement?

A drive is the same thing as a goal.

An Allstate Insurance ad that says,"You're in good hands with Allstate" appeals to which level in Maslow's hierarchy?

Denise loves ice cream but feels it is a "guilty pleasure" because it contains a large amount of fat and calories. She is not sure whether to indulge as she is trying to eat right. This purchase situation is typical of which type of motivational conflict?

Georgio could not decide if it was worth trying to repair his ten-year-old VCR or get a loan to buy a new one. This is an example of an ________ conflict.

Maslow's theory basically states:

Why is Maslow's hierarchy of needs important to marketing?

When John picks up a six-pack of Budweiser beer out of habit,without consideration of other choices,he is making a decision characterized by:

What is an approach-avoidance conflict? Provide an example of this.

A Coca-Cola ad uses a cute polar bear and Christmas music to advertise its products during the winter holiday season. What type of emotion is this commercial trying to convey?

Evaluations are temporary positive or negative affective states that are accompanied by moderate levels of arousal.

When there is a gap between a consumer's present state and some ideal state,this gap creates tension. The magnitude of this tension determines the urgency the consumer feels to reduce the tension. This degree of arousal is:

The female manager chose dark tailored suits over soft feminine outfits. This suggested she had a:

Satisfaction of ________ needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.

The theory of cognitive dissonance is based upon the premise that individuals crave variety in their actions and their values.

Give an example of a particular discrete emotion and how this is used by marketers.

Timothy ate just before his 11:00 a.m. class,but now he's beginning to feel hunger pangs. He goes off to buy something to eat. Which need is being fulfilled?

An Introduction to Consumer Behaviour

Perception

Learning and Memory

The Self

Personality, Lifestyles, and Values

Attitudes

Attitude Change and Interactive Communications

Individual Decision Making

Buying and Disposing

Group Influence and Social Media

Income, Social Class, and Family Structure

Subcultures

Cultural Influences on Consumer Behaviour

The Creation and Diffusion of Culture

Filters

Exam 4: Motivation and Affect

Moods are:

Explain expectancy theory.

Which element below is an example of product involvement?

A drive is the same thing as a goal.

An Allstate Insurance ad that says,"You're in good hands with Allstate" appeals to which level in Maslow's hierarchy?

Denise loves ice cream but feels it is a "guilty pleasure" because it contains a large amount of fat and calories. She is not sure whether to indulge as she is trying to eat right. This purchase situation is typical of which type of motivational conflict?

Georgio could not decide if it was worth trying to repair his ten-year-old VCR or get a loan to buy a new one. This is an example of an ________ conflict.

Maslow's theory basically states:

Why is Maslow's hierarchy of needs important to marketing?

When John picks up a six-pack of Budweiser beer out of habit,without consideration of other choices,he is making a decision characterized by:

What is an approach-avoidance conflict? Provide an example of this.

A Coca-Cola ad uses a cute polar bear and Christmas music to advertise its products during the winter holiday season. What type of emotion is this commercial trying to convey?

Evaluations are temporary positive or negative affective states that are accompanied by moderate levels of arousal.

When there is a gap between a consumer's present state and some ideal state,this gap creates tension. The magnitude of this tension determines the urgency the consumer feels to reduce the tension. This degree of arousal is:

The female manager chose dark tailored suits over soft feminine outfits. This suggested she had a:

Satisfaction of ________ needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.

The theory of cognitive dissonance is based upon the premise that individuals crave variety in their actions and their values.

Give an example of a particular discrete emotion and how this is used by marketers.

Timothy ate just before his 11:00 a.m. class,but now he's beginning to feel hunger pangs. He goes off to buy something to eat. Which need is being fulfilled?

An Introduction to Consumer Behaviour

Perception

Learning and Memory

The Self

Personality, Lifestyles, and Values

Attitudes

Attitude Change and Interactive Communications

Individual Decision Making

Buying and Disposing

Group Influence and Social Media

Income, Social Class, and Family Structure

Subcultures

Cultural Influences on Consumer Behaviour

The Creation and Diffusion of Culture

Filters