Exam 5: Motivation and Emotion: Driving Consumer Behavior

When Joanna finally got the dress that she had been waiting for,she was ecstatic as it turned out to be a perfect fit.This is an example of _____ appraisal.

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Dentists are trying to enhance patients' moods by creating a pleasant environment and experience during visits.The hope is that patients' evaluation and memories of the experience can be influenced in a positive way.This hope is based on the concept of _____.

Explain how motivation drives human behavior and describe the two key groups of behaviors around which human motivations are oriented.

Consumers with very high involvement in some product category are called market mavens.

CHRISTMAS SHOPPING SCENARIO Maisie waits for Black Friday each year to do her Christmas gift shopping. She maintains the tradition of gift-giving faithfully, as it makes her feel a sense of kinship and attachment with her family and close friends. As she lives alone, she strongly feels the need for relationships at this time of year. She steps out wearing her warm fur coat to protect herself from the sub-zero temperatures. As she shops for her gifts, she comes across a pair of designer sunglasses that are on sale. She buys them immediately as she does not like her old pair, and has been thinking of replacing her it with a new one. As a rule, every year, she buys her mother's gift last, after she has checked out all the available gift options. This year, she gets her mother a pair of exquisite pearl drop earrings. She is a bit anxious because they are very expensive and she hopes that her mother will like them. While at the jeweler, she decides to buy herself an ornate Christmas dove as an indulgence. Maisie has had a fascination for them for as long as she can remember. She has a huge collection of Christmas doves in various sizes and colors. Maisie comes back tired, but satisfied with her day's shopping. -Refer to Christmas Shopping Scenario.Maisie steps out wearing a warm fur coat to protect herself from the sub-zero temperature.Which of the following types of motivation drove Maisie to keep herself warm?

Which of the following orients consumers toward avoiding negative consequences?

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Many people don't go to the dentist as they nurture deep-rooted fears,preferring instead to go only when they have a problem such as a toothache or a broken tooth which needs immediate attention.Which of the following types of motivation drives us to visit the dentist for dental problems that require immediate attention?

One advantage of using autonomic measures to assess emotions is that they are less intrusive as compared to self-report measures because they don't involve physical contraptions.

As consumers get older,the value they receive from certain consumption activities often changes.For example,some older consumers do not have as much fun attending sporting events as they did when they were younger.In this case,consumers' age is an example of a _____ variable.

Kyra was so lost in her writing that she hardly realized it was way past her bedtime.Which of the following terms best describes Kyra's involvement with her writing?

According to _____,a consumer's memories and evaluations can be influenced to the extent that the consumer's mood can be controlled.

Consumers with low emotional intelligence (EI)are better able to manage their own emotions and exhibit self-control.

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Most patients go to the dentist because they want to maintain dental hygiene.This is an example of consumer behavior driven by _____ motivation.

Which of the following is true of autonomic measures?

Things that lower a consumer's mood make them less likely to trust market information.

VISITING THE DENTIST SCENARIO According to a survey conducted by the American Dental Association, almost 25 percent of Americans don't go to the dentist as they nurture deep-rooted fears. According to the general public opinion there's plenty to fear-pain, needles, gagging, feeling of helplessness, invasion of personal space, and being lectured for not brushing, flossing, or visiting often enough. Of course, avoiding the situation can make matters even worse when a patient does finally visit the dentist. Some patients, especially older ones, are reluctant to visit the dentist due to fears based on bad experiences when they were kids. However, the dental industry has evolved tremendously over the years, eliminating almost all pain for patients. Many dentists go even further to dispel patients' fears, offering sedation, painkillers, entertainment, atmospherics, and spa services during a patient's visit. While sedation and painkillers have been offered for years, several others are trying newer alternatives to enhance the dental experience for their patients. For example, some dentists offer entertainment options such as TVs, headphones with soothing music, or goggles for watching 3-D movies. Spa services include warm neck rolls and hand and foot massages all in a Zen-like environment complete with soothing waterfalls and candles. The most common technique, though, is simply to provide 'service with a smile', which goes a long way in making patients comfortable. The hope is that these efforts will minimize patients' anxiety by creating a positive atmosphere that will result in the recommended twice-a-year visits. -Refer to Visiting the Dentist Scenario.Patients feel fearful of visiting the dentist,though they also know that keeping up the recommended twice-a-year visits is actually good for them.This is an example of _____ appraisal.

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

The most basic needs are addressed with hedonic value,and as needs become more elaborate,utilitarian value is often needed to satiate the need state.

Clever ads work best for common consumer products,whereas comedic ads are usually more appropriate for higher-end,luxury,or high-involvement products.

Autonomic measures of assessing emotional activity require a volitional response from the consumer.