Exam 5: Motivation and Emotion: Driving Consumer Behavior

Emotions that result from some evaluation or reflection of one's own behavior-which can include both actions and failures to act-are known as _____ emotions.

Mr.Robert Smith is the United States Speaker of the House of Representatives.He couldn't help showing his emotion when he was sworn in.He often has trouble hiding his emotions and sometimes breaks out in tears when he is talking about something he is passionate about.Mr.Smith can be said to have high emotional _____.

Research shows that through a type of emotional contagion process,a product's value can actually decrease after a consumer sees the product handled by an attractive member of the opposite sex.

According to Maslow's theory,consumers first seek value by satisfying the most basic needs.

Since _____ motivation helps a consumer maintain his or her state,it works much like homeostasis.

Jennifer wants to buy crockery for her house from Crystals,a brand that positions itself as "the ultimate choice in dining with royalty." In buying from Crystals,Jennifer is adopting a(n)_____ focus.

A consumer needs some degree of involvement to have an ability to evaluate multiple brands effectively.

According to which of the following theories specific types of thoughts can serve as a basis for specific emotions?

When a consumer is highly involved,there is a lesser chance that relatively high value can be achieved,as long as things go as expected.

Utilitarian motivation involves a drive to experience something personally gratifying.

Which of the following orients consumers toward the pursuit of their aspirations or ideals?

A consumer who eats a whole pint of Ben & Jerry's New York Super Fudge Chunk ice-cream and later feels guilty,is experiencing _____.

Holly works as an attendant on international flights.Sometimes,despite being tired and grumpy,she has to remain kind,helpful,and upbeat on her job.Being an attendant requires that she does not give vent to her emotions.Holly's efforts at managing her emotions are an example of emotional _____.

Many upper-class Americans devote time and effort to ensure a sense of satisfaction and completion by doing things such as taking language classes,traveling,or volunteering at a local charity.According to Maslow's hierarchy of needs,which of the following needs is addressed by this example?

Robert has been closely associated with an organization that works for the protection of street dogs.When the organization signed up a celebrity with a history of animal cruelty as its brand ambassador,Robert felt sad.This is an example of _____ appraisal.

Which of the following types of variable changes the nature of a relationship between two other variables?

Consumers experiencing negative self-conscious emotions have illusions of their actual needs resulting in misidentification of needs.

Consumer needs start the consumption process because they kick-start or "motivate" subsequent thoughts,feelings,and behavior.

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.Providing 'service with a smile' helps minimize patients' anxiety about the experience as patients generally respond in the same manner.Which of the following describes this phenomenon?

Emotional involvement increases when the consumer receives something extra with products purchased.