Exam 6: Motivation and Values

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviours conflict with one another.

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

________ refers to the process that causes people to behave as they do.

Izzy Jones just bought a brand new sportscar and can hardly wait to cruise the streets and leave behind anyone who thinks they have a faster car.Izzy is exhibiting the need for uniqueness with his behaviour and purchase of the car.

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.

In its advertising, an automobile company emphasises such features as high kilometres per litre of petrol, an excellent rating in safety, and high resale value of its product.The company is trying to appeal to which of the following consumer needs?

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

A want is the particular form of consumption used to restore homeostasis.

A spectacle is a marketing message that is individualised for specific users.

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

The means-end chain model assumes that people link very specific product attributes (indirectly) to terminal values.

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?

Briefly describe the motivation process in terms of needs, tension and goals.

A ________ is a belief that some condition is preferable to its opposite.

What type of conflict exists when we desire a goal but wish to avoid it at the same time?

A consumer who values possessions for their status and appearance-related meanings would most accurately be called a(n) ________.

Jill was planning on travelling over summer, but she didn't want to spend a lot of money on the airfare.Even though it took more time, she went online to get tickets instead of going to a travel agent.What theory of motivation best explains Jill's behaviour?

There are a variety of need states or need forms described in the text.Characterise and discuss biogenic needs, psychogenic needs, utilitarian needs and hedonic needs.

Mary Chen is torn between going home for the holidays to visit her parents in China or going on a skiing trip with friends from university.Mary would love to be able to do both.Which of the following motivational conflicts will Mary most likely experience as she makes her decision?

An item that commands fierce customer loyalty and devotion is known as a ________.