Deck 8: Affect and Motivation

Question 1

Cognitive need arousal is closely tied to environmental situations or factors.

Answer 1

True

Question 2

According to self-determination theory, people are generally more creative, hard-working, and more fulfilled when they are extrinsically motivated.

Answer 2

False

Question 3

According to your readings, forming implementation intentions can increase product usage.

Answer 3

True

Question 4

The trio of needs includes the need for autonomy, belongingness, and competence.

Question 5

Attitude function theory defines four main attitude functions, including the knowledge function, the value-expressive function, the affiliation function, and the ego-defensive function.

Question 6

People have a need for cognitive consistency.

Question 7

The motivation process begins with a drive.

Question 8

The need for power, intellectual stimulation, and friendship are examples of innate needs.

Question 9

Motivation focuses attention by producing valuation and devaluation effects.

Question 10

Motivation influence the direction of behavior through promotion and avoidance.

Question 11

Needs are automatic and required.

Question 12

According to self-determination theory, intrinsic motivation is lower when autonomy, belongingness, and competence are low.

Question 13

According to Maslow's hierarchy of needs, needs that deal with self-esteem and confidence is the highest order of need to be satisfied.

Question 14

Devaluation effects are usually stronger than valuation effects.

Question 15

Emotion is a driving force that moves or incites us to act and is the underlying basis for behavior.

Question 16

Needs are aroused via three routes: affective, cognitive, and behavioral.

Question 17

According to Maslow's hierarchy of needs, needs related to safety and security, such as shelter and protection from the elements, is the lowest order of need that must be met before higher order needs can be pursued.

Question 18

Emotion is affect plus arousal.

Question 19

According to Maslow's hierarchy of needs, theoretically, very few people have achieved the self-actualization need fulfillment.

Question 20

The trio of needs includes the need for achievement, which refers to the need to accomplish difficult tasks and be successful.

Question 21

Cognitive dissonance theory explains how behavior can influence attitudes.

Question 22

Balance exists in a balance theory triad if two relations are negative and one is positive.

Question 23

According to discrepancy-interruption theory, discrepancies are arousal producing.

Question 24

The affect confirmation model theory of emotion predicts that when a consumer is in a good mood they will focus on positive features of product.

Question 25

Emotion is defined as arousal that combines and transfers from one stimulus to another.

Question 26

The mood-as-information model would be more pronounced for someone purchasing school supplies than for someone purchasing a ticket to a movie.

Question 27

Balance exists in a balance theory triad if all three relations are positive.

Question 28

Balance theory is based on the premise that individuals have a psychological desire to have harmony between triads of elements, such as a message object, a message sender, and a receiver.

Question 29

Smoker (p) likes smoking (o) which cause cancer (x). Of course the person dislikes cancer. If the person resolves the imbalance by giving up the habit, he or she has resolved the imbalance through effort justification.

Question 30

Mystery ads and fear appeals are types of prevention-focused ads.

Question 31

Promotion-focused knowledge appeals use factual appeals, logical arguments, and comparative advertising to influence consumers.

Question 32

Value-expressive attitudes help people deal with frustration and emotional conflict.

Question 33

Ego-defensive attitudes help consumers approach pleasure and avoid pain.

Question 34

Research has shown that regulatory focus is not influenced by culture.

Question 35

Research on culture and regulatory focus shows that consumers with an independent self-view (as is prominent in Western cultures) often adopt a promotion focus.

Question 36

Authority and fear appeals are useful for changing attitudes that serve the ego-defensive function.

Question 37

In balance theory, the only way to bring an unbalanced triad back into balance is by changing your attitude or denying the relationship between elements in the triad.

Question 38

In balance theory, imbalanced triads produce pleasant tension that makes advertisements seem exciting.

Question 39

According to cognitive dissonance theory, consumers strive for harmony or consistency between their attitudes and behaviors.

Question 40

People are usually very good at interpreting their own emotions.

Question 41

Which of the following statements about needs is false?

A) The process of motivation begins when a need is aroused.
B) Needs that are physiological in nature, such as air and food, are called innate needs.
C) Needs that are psychological in nature, such as affection and self-esteem, are called primary needs.
D) Needs can be physiological, emotional, or cognitive.
E) Wants are learned manifestations of needs.

Question 42

Terri is extremely thirsty. If asked, she would rate a glass of water as more important than any food at the moment. This is an example of:

A) a drive
B) a regulatory focus effect
C) a valuation effect
D) an intrinsic motivation effect
E) a devaluation effect

Question 43

Discrepancy-interruption theory of emotion explains the misattribution and transfer of arousal that comes with emotion.

Question 44

Which of the following statements about the process of motivation is true?

A) The process of motivation begins when a need is aroused.
B) The tension to reduce or eliminate a need is called a drive.
C) Reducing tension and returning to a desired state is called the goal or goal-state.
D) Motivation focuses attention on goals.
E) All of the above are true.

Question 45

Excitation transfer theory of emotion states that arousal intensifies with emotion and it is non-specific to whether the emotion is positive or negative.

Question 46

According to discrepancy-interruption theory, big surprises, such as completely new and innovative different products, are attractive because they create variety in our life.

Question 47

The affect confirmation model theory of emotion best explains why small surprises are good but big surprises are bad.

Question 48

_____ is a driving force that moves or incites us to act and is the underlying basis for behavior.

A) Emotion
B) Affect
C) Regulatory focus
D) Attitude
E) None of the above is correct.

Question 49

According to self-determination theory, intrinsic motivation is highest when what factors are also high?

A) Autonomy, belongingness, and competence
B) Power, affiliation, and achievement
C) Self-esteem, self-actualization, and social belongingness
D) Authority, beliefs, and competence
E) Affiliation, motivation, and emotion

Question 50

Which of the following is the fourth-level need, according to Maslow's hierarchy of needs?

A) Physiological
B) Social
C) Safety
D) Self-esteem
E) Self-actualization

Question 51

A person's affect (feelings and moods) plus physiological arousal is known as:

A) emotion
B) motivation
C) hedonic need
D) regulatory focus
E) drive

Question 52

Mercedes recently initiated a new ad campaign, and the slogan reads, "Mercedes - because you're worth this kind of luxury!" According to Maslow's hierarchy of needs, to what category of needs does the slogan most readily apply?

A) Psychological needs
B) Physiological needs
C) Social needs
D) Self-actualization needs
E) Self-esteem needs

Question 53

Excitation transfer theory of emotion states that people are insensitive to small changes in arousal.

Question 54

Applebee's, a regional restaurant chain, features friends enjoying food, drinks, and fun in its advertisements. This type of advertisements appeals to what level of need in Maslow's hierarchy of needs?

A) Psychological needs
B) Physiological needs
C) Self-esteem needs
D) Social needs
E) Self-actualization needs

Question 55

Which of the following correctly lists the "trio of needs" discussed in your readings?

A) Drive, expectancy, involvement
B) Power, achievement, and affiliation
C) Affect, cognition, and behavior
D) Physiological needs, psychological needs, self-actualization
E) Physical motives, emotional motives, spiritual motives

Question 56

Excitation transfer theory of emotion states that physiological arousal dissipates at a faster rate than perceived arousal.

Question 57

_____ are desires that arise when a person's current state does not match the person's preferred state.

A) Emotion
B) Affect
C) Regulatory focus
D) Needs
E) Motivation

Question 58

_____ refers to the desire to pursue an activity or goal for its own sake rather than for some material reward such as money.

A) Approach motivation
B) Intrinsic motivation
C) Extrinsic motivation
D) Subliminal motivation
E) Avoidance motivation

Question 59

Excitation transfer theory of emotion states that people often look for several causes for their arousal.

Question 60

Central University recently initiated a new ad campaign, and the slogan reads, "Central University - Reach your fullest potential with us." According to Maslow's hierarchy of needs, to what category of needs does the slogan most readily apply?

A) Psychological needs
B) Physiological needs
C) Self-esteem needs
D) Social needs
E) Self-actualization needs

Question 61

When is a triad unbalanced in balance theory?

A) When all three relations are negative
B) When all three relations are positive
C) When two relations are negative and one is positive
D) When a person has a positive attitude toward a celebrity endorser and that endorser has a positive attitude toward the product/service he/she is endorsing
E) All of the above relations are balanced.

Question 62

Which theory of emotion best explains how variables produce or create arousal?

A) Balance theory
B) Mood-as-information theory
C) Excitation transfer theory
D) Discrepancy-interruption theory
E) Cognitive dissonance theory

Question 63

Which of the following is not a way bring a p-o-x triad into balance?

A) Change your attitude
B) Deny a relationship between the elements in the triad
C) Differentiate relationships within the triad
D) Create a new triad that counterbalances the original triad
E) All of the above are correct.

Question 64

Attitudes toward security systems for homes or for automobiles primarily serve which attitude function?

A) Knowledge
B) Value Expressive
C) Adjustment
D) Ego-defensive
E) Utilitarian

Question 65

Sandra recently transferred into a new school. She decided to join the drama club because she wanted to meet new people, make new friends, and feel involved in something at school. Sandra is exhibiting which need from the trio of needs?

A) Need for involvement
B) Need for achievement
C) Need for affiliation
D) Need for safety
E) Need for self-actualization

Question 66

Imagine you are going shopping for a new pair of shoes. Just before you reach the store, your favorite song begins to play on the radio. You enjoy the song so much that it puts you in a good mood. You continue to feel this good mood as you shop for shoes. This is an example of what type of influence on the consumer purchase process?

A) A valuation effect
B) A mood-as-information effect
C) An intrinsic motivation effect
D) A cognitive dissonance effect
E) A discrepancy-interruption theory effect

Question 67

What theory is based on the premise that individuals have a psychological desire to have harmony between a message object, a message sender, and receiver?

A) Drive theory
B) Expectancy theory
C) Cognitive dissonance theory
D) Weber's law theory
E) None of the above is correct.

Question 68

_____ suggests that consumers regulate or control their behavior using either a prevention or promotion focus.

A) Regulatory focus theory
B) Cognitive dissonance theory
C) Self-determination theory
D) Affect confirmation theory
E) None of the above is correct.

Question 69

Attitudes that serve the _____ help people approach pleasure and avoid pain quickly and efficiently.

A) value-expressive function
B) ego-defensive function
C) knowledge function
D) adjustment function
E) regulatory focus function

Question 70

Tom likes to take his girlfriend Sally to scary horror movies because she seems more attracted to him and romantic with him after the movie. What theory best describes Sally's behavior?

A) Regulatory focus theory
B) Cognitive dissonance theory
C) Affect confirmation model
D) Excitation transfer theory
E) Expectancy theory

Question 71

Attitudes toward greeting cards, luxury cars, and perfumes primarily serve which attitude function?

A) Knowledge
B) Value Expressive
C) Adjustment
D) Ego-defensive
E) Utilitarian

Question 72

The post-purchase dissonance effect is especially likely to occur when:

A) the decision is unimportant
B) the decision involves giving up positive features of a rejected alternative
C) the alternatives are very dissimilar overall
D) the decision involves little risk
E) All of the above are correct.

Question 73

What theory is based on the premise that individuals have a psychological desire to have harmony or consistency among and between their attitudes and behaviors?

A) Drive theory
B) Expectancy theory
C) Cognitive dissonance theory
D) Weber's law theory
E) None of the above is correct.

Question 74

Which theory of emotion best explains why small surprises are good but big surprises are bad?

A) Balance theory
B) Mood-as-information theory
C) Excitation transfer theory
D) Discrepancy-interruption theory
E) Cognitive dissonance theory

Question 75

_____ suggests that mood alters the weighting of product attribute information such that when consumer is in a good mood, positive product attributes are weighted more heavily.

A) Self-determination theory
B) Mood-as-information model
C) Excitation transfer theory
D) Affect confirmation model
E) Discrepancy-interruption theory

Question 76

Paul has decided to go back to school to get an MBA degree. After completing the degree, he hopes to get promoted on his job and be more successful. Paul is exhibiting which need from the trio of needs?

A) Need for involvement
B) Need for achievement
C) Need for affiliation
D) Need for safety
E) Need for self-actualization

Question 77

Products that consumers purchase in order to solve a specific problem are called:

A) hedonic products
B) value-expressive products
C) instrumental products
D) promotion products
E) prestige products

Question 78

Which theory of emotion best explains the misattribution of arousal?

A) Balance theory
B) Mood-as-information theory
C) Excitation transfer theory
D) Discrepancy-interruption theory
E) Cognitive dissonance theory

Question 79

Which of the following is false regarding attitude function theory?

A) Attitudes that serve the knowledge function summarize large amounts of information to simplify the world and help consumers make decisions.
B) The theory defines three main attitude functions, including the knowledge function, the value-expressive function, and the ego-defensive function.
C) Authority and fear appeals are useful for changing attitudes that serve the ego-defensive function.
D) Different persuasion techniques can be used to appeal to the different attitude functions, resulting in effective persuasion.
E) Attitudes that serve the value-expressive function communicate important beliefs about ourselves to others.

Question 80

The effectiveness of advertisements during the Super Bowl or during a situation-comedy, and product placements during scary or sad movies, can likely be attributed to what theory?

A) The theory of reasoned action
B) Attitude functionality theory
C) Weber's law
D) The elaboration likelihood model
E) Excitation transfer theory