Exam 5: Motivation and Emotion: Driving Consumer Behavior

In the context of regulatory focus theory, a promotion focus orients consumers toward avoiding negative consequences.

In the context of Maslow's hierarchy of needs, which of the following needs represents the need to be recognized as a person of worth?

Which of the following is true in the context of consumer emotions?

Whenever Robert watches an ad for a charitable cause, he feels moved. He feels that he should do his share to help that cause and donates to the charity. This is an example of _____.

Which of the following types of cognitive appraisals focuses on the future and elicits emotions like hopefulness or anxiety?

Jason is buying a new car. He does not know much about automobiles. However, because of the high price of the car, he gets involved in the shopping process by visiting showrooms, searching for information on the Internet, and looking at other sources of information. Which type of involvement does the given scenario represent?

According to the pleasure-arousal-dominance (PAD) approach, when consumers feel lower control, situational influences play a greater role in shaping their behavior.

In the context of Maslow's hierarchy of needs, as needs become more elaborate, utilitarian value is often needed to satiate the need state.

Situational involvement represents how emotional a consumer gets during some specific consumption activity.

Florence often recalls the time when her children were young. While browsing through a store, she notices a cream-colored satin dress, edged with hand-made lace. It reminds her of a dress her daughter used to wear when she was little. She decides to buy the dress as a gift for her granddaughter. This is an example of _____.

Susan has an extensive collection of dolls from all over the world. She has had this interest from a very long time and finds it personally gratifying whenever she adds to her collection. Which of the following exemplifies Susan's interest in dolls?

Research shows that consumers who are in bad moods are more likely to be generous to others.

Self-improvement leads consumers to perform acts that cause emotions that help create utilitarian value.

Which of the following terms refers to one's awareness of the emotions experienced in a situation, and an ability to control reactions to these emotions?

Harry spends his weekends visiting automobile stores and going for test drives. He enjoys trying out new cars though he is not looking to buy a car. Harry's behavior is most likely driven by _____.

In a marketing context, salespeople and service providers with high emotional intelligence often are considered less effective.

Henry considers himself a cheese connoisseur and subscribes to the Wine & Cheese magazine. He spends many of his weekends visiting the farmers' market to try out different kinds of cheeses. In the context of the given scenario, Henry _____.

Marketing communications that present product information in a way that evokes mild levels of emotions will tend to be more effective in producing recall than communications that are affectively neutral.

Utilitarian motivation is a drive to experience something personally gratifying.

Joana has been wanting to buy a dress that she had seen in the display window of her favorite store. After considering it for a couple of weeks, she finally makes up her mind to buy it. When she tries it out in the store, she is ecstatic to find out that it is a perfect fit and looks wonderful on her. In the given scenario, Joana has made an _____.