Exam 4: Motivation and Affect

When consumers are intent on doing what they can to satisfy a need,they are inclined to pay attention and process any information they feel is relevant to achieving their goals. This state is termed:

If we achieve a "flow state" in regards to our company website,the visitor:

Which theory explains the view that one's behaviour is largely pulled by positive incentives?

Mood congruency refers to the fact that recall is enhanced when one's mood at recall is congruent with the mood that was present at the time of encoding.

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

What is meant by the term "flow state"?

In her research,Elizabeth conducted a content analysis of print advertisements from North American magazines. She found that the ads rarely targeted the bottom two levels of Maslow's hierarchy. Please explain Maslow's hierarchy and why Elizabeth likely found these results.

Alan feels like he is starving; he caves and eats a chocolate bar. Which theory would account for the way in which he fulfilled his need and why?

Luanne drove into work and went through the drive-thru of her local coffee shop for a "double-double," like she does every single weekday. What level of involvement does this describe?

Xavier developed a headache because he had skipped breakfast,but it went away after he ate lunch. He had reached a state of:

Marketers can enhance the consumer's motivation to process relevant information by using ________ and/or ________ stimuli.

What do we mean when we say "a goal has valence"?

Yuri purchased a bike to cycle to work. He was satisfying his utilitarian needs.

Maslow's hierarchy of needs approach implies that the order of development of motives is fixed-that a certain level must be attained before the next higher level is activated.

Two terms often used to describe motivation are:

Discuss the importance of the theory of cognitive dissonance to a firm in regards to sales revenue.

Which of the following is a "person" factor for creating involvement with an advertisement?

Define mood congruency and provide an example.

Most researchers feel there are several broad types of involvement. Define and describe involvement and its relationship to motivation. Link your discussion to the identification of the various types of involvement. Is the concept useful in differentiating among competing brands or types of products?

James is vice president of a company that manufacturers clothing to younger consumers. He wants to enhance consumer involvement with his products. What can he offer them in order to accomplish this and why will it be effective?