Exam 6: Motivation and Values

Lindsay believed that customers would come to view her new resort hotel with high personal involvement because it was a quality property with an excellent view.Instead, she found that many of her customers came to the hotel only when she offered special price discounts.What aspect of consumer involvement had Lindsay ignored?

Franz Schmidt is a German teenager.His father was recently transferred to Tokyo, Japan.Franz realises that he will have to make a big adjustment to be successful in this new environment.As Franz and his family make an adjustment to the Japanese culture, they will go through a learning process called ________.

Which of the following is characterised by a sense of playfulness, a distorted sense of time, and mental enjoyment of the activity for its own sake?

Which of the following scholars is given credit for developing the ideas that serve as the basis for a number of personality tests, including the Thematic Appreciation Test?

When someone buys expensive jewellery, which of the following needs is most likely being expressed?

Acculturation is the process of learning a culture other than your own.

The local Harley-Davidson motorcycle outlet has special events on Saturday mornings.Vintage bikes are shown, food is served, and some people travel more than 100 kilometres on their Harleys to be there almost every Saturday morning.The motorcycle outlet's marketing approach is successful because Harley-Davidson has become a ________ product.

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?

When Sean Jean cologne encourages department store salespeople to give any potential customer a vial of its product, the company is attempting to boost consumer involvement by appealing to consumers' hedonic needs.

Explain the means-end chain model.Give an example to demonstrate how the process might work.

Which of the following would be considered a terminal value?

Because a purchase decision can involve more than one source of motivation, consumers often find themselves in situations in which different motives, both positive and negative, conflict with one another.Identify and discuss three general types of motivational conflict.In addition, comment on how these conflicts help to bring about the satisfaction of needs.Provide an example of how marketers tailor their marketing communications to fit consumer needs in each of these cases.

Consumption at the extreme low end of the involvement continuum is characterised by ________, where decisions are made out of habit.

Person, object and situational factors are the three types of influences that determine a person's level of ________.

Motivation explains the strength of behaviour, but not its direction.

A goal has valence, which means it can be positive or negative.

When a need is aroused that the consumer wishes to satisfy, the ________ process has been activated.

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

The laddering technique is useful in determining how different products and values link across cultures.

Joe was told by his mother that he needed to get a gift for his aunt's birthday.He had only met his aunt once before and hardly knew her.Joe was walking through a shopping centre and saw a candy specialty store.He entered and looked at the selection without much interest.He was about to select a box of chocolates for his aunt simply because it was cheap when he remembered that his new girlfriend Julie loved chocolate.Joe really liked Julie.He began to inspect each box of chocolates carefully, trying to find evidence of quality.Which type of involvement explains Joe's change of behaviour?