Exam 5: Motivation and Emotion: Driving Consumer Behavior

Isabella has retired recently. She is excited to finally have the time and the money to travel and see the world. She joins a women's travel group and starts making a list of all the places she wants to visit. In the context of Maslow's hierarchy of needs, which of the following needs is Isabella trying to address?

Consumers act to maintain things the way they are, and their wants are a function of the need driven by homeostasis.

Sara is waiting for the result of the blood sugar test she took at a doctor's clinic. She is very anxious and worried. Sara's anxiousness is an example of _____.

Raul steps out to meet his friends for a drink. As it is cold outside, he dresses in layers of warm clothing to protect himself from the sub-zero temperatures. Raul feels the need to dress warmly because of _____.

Emotional involvement drives one to consume generally through repeated experiences of relatively strong utilitarian motivations.

Maria notices a price reduction on a makeup kit she has wanted for a long time. She buys it, but when she gets home and begins to take it out of the box, she notices that the kit has already been opened. This makes her feel that it might have been used by somebody else earlier, and she feels uneasy. The given scenario exemplifies _____.

Enduring involvement is not temporary but rather represents a continuing interest in some product or activity.

In the context of regulatory focus theory, a promotion focus shares similarity with _____.

_____ refers to the state of equilibrium wherein the body naturally reacts in a way so as to maintain a constant, normal bloodstream.

Consumers in bad moods tend to:

In the context of Maslow's hierarchy of needs, the most basic needs are addressed with hedonic value.

Anne is meticulous when it comes to planning her weekly grocery store visits. Before buying anything, she makes sure that she is well-informed about the best deals. Anne exhibits high level of _____.

Product involvement represents the temporary involvement associated with some imminent purchase situation.

Consumers are more likely to recall autobiographical memories characterized by specific moods when the same mood occurs again in the future.

The behaviors that result from hedonic motivation are usually emotionally satisfying.

Alice regularly visits her dentist even though she dreads dental visits. She wants to prevent any dental issues and maintain dental hygiene. In the context of regulatory focus theory, Alice's behavior is driven by _____.

Which of the following is true of consumers with high shopping involvement?

Regulatory focus theory describes consumers as addressing a finite set of prioritized needs.

In the context of regulatory focus theory, which of the following orients consumers toward the pursuit of their aspirations or ideals?

Consumers experiencing negative self-conscious emotions can perceive not only the need to rectify some problem, but also the need to restore their self-esteem.