Deck 2: Motivation, Ability, and Opportunity

Question 1

____ influence how much effort consumers put into searching for information,how they make choices,how they form attitudes,and what they remember.

A) Motivation, ability, and opportunity
B) Motivation and persistence
C) Ability and persistence
D) Risk and persistence
E) Risk, ability, and persistence

Answer 1

A

Question 2

Your self-concept is influenced by you.

Answer 2

True

Question 3

Voters are more likely to be motivated to attend to a politician who expresses their values.

Answer 3

True

Question 4

Chris wants to buy a new car.He saw a commercial for a Smart car and has decided that he would like to test-drive a Smart car.He is probably motivated by the commercial because the information was

A) personally relevant.
B) presented in a humorous way.
C) risky.
D) moderately inconsistent with his prior attitudes about Honda.
E) based on knowledge and experience.

Question 5

Physiological risk is one of the types of perceived risk.

Question 6

Consumers exert the same amount of effort in achieving their consumption goals.

Question 7

Needs are dynamic,exist in a hierarchy,can cause conflict,and can be internally or externally aroused.

Question 8

____ is an inner force that denotes energy to achieve a goal.

A) Retrieval
B) Motivation
C) Ability
D) Opportunity
E) Persistence

Question 9

The Skin Cancer Foundation ran an ad on TV conveying to parents the need for them to put sunscreen on their children to avoid skin damage that might lead to cancer.This is an example of making an ad campaign personally relevant.

Question 10

Outcomes of high MAO include goal-relevant behavior,high-effort information processing and decision making,and

A) high process clutter.
B) felt involvement.
C) complex reactions.
D) disposition.
E) perceived risk.

Question 11

Any kind of offering may be personally relevant to the extent that it bears on your self-concept,or your view of yourself and the way you think others view you.

Question 12

When a consumer watches a funny movie and experiences intense emotions,he/she is cognitively involved.

Question 13

Maslow's hierarchy focuses on different levels of motivation in an individual's life.

Question 14

Felt involvement can be enduring,situational,and disappointing.

Question 15

Perceived risk is higher when little information is available about the offering,its price is high,and it is relatively new.

Question 16

Goal-relevant behavior is an outcome of motivation.

Question 17

The most important factor affecting personal relevance is needs.

Question 18

Ben spent a lot of time deciding on a tablet.He searched all of the technology consumer blogs.In purchasing a tablet,Ben can be considered

A) risk averse.
B) a decision avoider.
C) opportunistic.
D) able.
E) motivated.

Question 19

Consumers are more motivated to satisfy their social needs than their hedonic needs.

Question 20

Movie Tavern faces growing competition from big industry players,so they try to have an appeal that saves consumers' time by integrating a meal with dinner.

Question 21

Our view of who we are and the way we think others view us is known as

A) self-projection.
B) consumer image.
C) consumer projection.
D) self-concept.
E) ego imaging.

Question 22

When she was a teenager,Carol owned a 1972 Ford Pinto.Therefore when a magazine article in 1973 claimed that the car was unsafe and could explode on impact if it was in an accident,Carol was motivated to pay attention to the article because of the information's

A) perceived social risk.
B) congruence with her values.
C) approach-approach needs conflict.
D) personal relevance.
E) cognitive stimulation.

Question 23

Cindy has had an interest in Barbie dolls since she was 7 years old.She continues to collect Barbie dolls and attends trade shows with other Barbie doll enthusiasts.Cindy has what is known as a(n)____ in Barbie dolls.

A) internal motivation
B) situational involvement
C) felt involvement
D) enduring involvement
E) processing motivation

Question 24

Alma is involved with the brand Lululemon.Whenever she has extra spending money,she buys Lululemon sportswear or goods.Her response involvement in terms of deciding what brands to buy is

A) high.
B) affective
C) cognitive.
D) low.
E) situational.

Question 25

Response involvement is when consumers

A) have a high degree of affective response to ads.
B) are involved in certain decisions and behaviors.
C) have a high degree of cognitive response to ads.
D) are involved in a response to a sales campaign.
E) have a high degree of both cognitive and affective response to ads.

Question 26

Alan had an interest in baby toys.It started while his wife was pregnant and lasted until their daughter was about 2 years old.This is known as

A) internal motivation.
B) processing motivation.
C) felt involvement.
D) enduring involvement.
E) situational involvement.

Question 27

To Ted,avocados were personally relevant.He had grown up near an avocado farm and his family had always been involved in avocados.Avocados and guacamole were a part of how he saw himself.In other words,they were a part of his

A) personal involvement.
B) consumer values.
C) consumer beliefs.
D) consumer involvement.
E) self-concept.

Question 28

Consumers can be involved with many different entities so it is important to identify the

A) object of involvement.
B) person behind the involvement.
C) specific emotions elicited by the involvement.
D) type of brands in the product category.
E) level of brand loyalty.

Question 29

____ reflect the objectives we would like to achieve given the current situation.

A) Needs
B) Values
C) Goals
D) Wants
E) Brand loyalties

Question 30

Tara sees an ad for quick weight loss.She has been thinking about losing some weight before her cousin's birthday party.Some research indicates that she may want to believe the ad because she wants it to be true,so she convinces herself that the product will work.This type of information processing is called

A) motivated reasoning.
B) felt involvement.
C) image-based reasoning.
D) enduring involvement.
E) fad reasoning.

Question 31

Motivation in purchasing common grocery products

A) is always high.
B) is often low.
C) is high for frequently purchased items, but low for durables.
D) is low for coupon users, but high for others.
E) is always high in Western Europe and the United States, but is low elsewhere.

Question 32

Jonathan loves Turtle Car Wax.He uses it on his vehicles and when someone notices his car he always engages in a conversation about his favorite car wax.Jonathan has what is known as a(n)____ with Turtle Car Wax.

A) social involvement
B) model involvement
C) felt involvement
D) socialized involvement
E) outcome involvement

Question 33

If you are motivated to make the right choice in buying a car,you might do all of the following except

A) spend a lot of time and energy comparing the brands.
B) try to understand just what certain attributes mean.
C) imagine how you would look driving them.
D) choose the first car you see on the lot.
E) actively try to remember the details of the information.

Question 34

Motivation is affected by all of the following except the extent to which the object of motivation

A) is personally relevant.
B) is consistent with needs, values, and goals.
C) has not been encoded in memory.
D) is risky.
E) is moderately inconsistent with our prior attitudes.

Question 35

In Japan,ads that emphasize interpersonal relationships,social circumstances and nonverbal expressions generate more involvement than ads with

A) highly emotional messages.
B) friends and family.
C) facial expressions.
D) clearly articulated and spoken messages.
E) written messages.

Question 36

Before buying a PC,Nathan read computer magazines daily and knew all of the different types of components.This is best thought of as an example of

A) cognitive involvement.
B) felt motivation.
C) cognitive agitation.
D) affective elaboration.
E) elaborative cognition.

Question 37

____ is the psychological experience of the motivated consumer that includes psychological states such as interest,excitement,anxiety,passion,and engagement.

A) SEVA
B) External positive agitation
C) Felt involvement
D) Emotional processing mode
E) Active agitational processing

Question 38

Shelly did not take much time to make a decision about her toothpaste.She looked to see if either of the two brands she regularly bought was on sale and then tossed the cheaper one into her shopping cart.Shelly's ____ in choosing toothpaste.

A) ability is low
B) risks are high
C) motivation is high
D) opportunity is low
E) motivation is low

Question 39

Kimberly was really excited and happy about her purchase of a Rainbow Vacuum Cleaner.She couldn't wait until her husband came home to see the living room carpet and show him the dirt she was able to extract from the carpet.Kimberly felt so proud of her purchase because it represented her ability to take care of her family.This is best thought of as an example of

A) cognitive involvement.
B) affective involvement.
C) cognitive agitation.
D) affective elaboration.
E) elaborative cognition.

Question 40

Something that is personally relevant

A) has only indirect bearing on the self.
B) leads to lower or moderate levels of motivation.
C) leads to a moderate inconsistency with prior attitudes.
D) has potentially significant consequences or implications for our lives.
E) is less risky.

Question 41

Marketers can use ____ to uncover consumers' needs,asking consumers to interpret a set of relatively ambiguous stimuli.

A) scanner data
B) observation
C) indirect techniques such as interpreting ambiguous stimuli
D) physiological measurements
E) toe scans

Question 42

Gretchen found herself buying and wearing the same fashion clothes that her friends wore even though she really didn't like them.This is an example of ____ needs driving acquisition.

A) safety
B) social
C) functional
D) nonsocial
E) egoistic

Question 43

Consumers with a(n)____ have been found to be very involved in shopping and highly involved in seeking information about brands.

A) high need for cognition
B) high optimum stimulation level
C) low need cognition
D) low need for conation
E) affectively oriented personality

Question 44

Bill loved hang gliding.He enjoyed going out by himself to enjoy the thrilling sensation of hanging in midair.This is best thought of as a ____ need.

A) social
B) functional
C) nonsocial
D) symbolic
E) hedonic

Question 45

Helma needed to find a lawn mower to cut her grass,which was growing rapidly after recent rains.Her need is best classified as a(n)____ need.

A) self-actualization
B) social
C) hedonic
D) functional
E) egoistic

Question 46

Usually delicious desserts have a high fat and calorie content,thus the development of a low-calorie,good-tasting dessert as a substitute is an example of how marketers can help consumers to resolve

A) avoidance-avoidance conflict.
B) approach-avoidance conflict.
C) approach-approach conflict.
D) approach contradiction.
E) avoidance contradiction.

Question 47

All of the following are included in Maslow's hierarchy of needs except ____ needs.

A) physiological
B) safety
C) social
D) internal
E) egoistic

Question 48

____ occurs when an individual faces the task of choosing among two or more equally desirable options that fulfill different needs.

A) Approach-avoidance conflict
B) Approach-approach conflict
C) Opposing-sided contradiction
D) Open-sided contradiction
E) Avoidance contradiction

Question 49

If you are hungry,one of your goals might be to eat a large lunch.This is an example of a(n)____ goal.

A) appraised
B) abstract
C) concrete
D) normative
E) affective

Question 50

Needs

A) are cognitions that create inner value for consumers.
B) are deeper-level goals that reflect a high level of involvement.
C) are temporary wants.
D) reflect inner forces that create tension in individuals.
E) are affects that create outer value for consumers.

Question 51

Needs have all of the following characteristics except that they

A) are dynamic.
B) can conflict with one another.
C) can be aroused by internal cues.
D) can be aroused by external cues.
E) result in higher levels of perceived risk.

Question 52

____ occurs when a given behavior is seen as both desirable and undesirable because it satisfies some needs but fails to satisfy others.

A) Approach-avoidance conflict
B) Approach-approach conflict
C) Opposing-sided contradiction
D) Open-sided contradiction
E) Avoidance contradiction

Question 53

Needs for sleep,novelty,control,uniqueness,and understanding are all examples of ____ needs.

A) safety
B) social
C) nonsocial
D) functional
E) egoistic

Question 54

____ needs are defined as those that reflect self-enhancement,role position,group membership,or ego identification.

A) Social
B) Functional
C) Nonsocial
D) Symbolic
E) Hedonic

Question 55

Driving his BMW to the party,Skip felt great that driving well above the speed limit won him the admiration of his friends,but he also had safety concerns.This is a classic example of an

A) opposing-sided contradiction.
B) approach-avoidance conflict.
C) approach-approach conflict.
D) open-sided contradiction.
E) avoidance contradiction

Question 56

Bill is always on time for class,listens well,takes lengthy notes during lecture,and always studies hard for exams in an attempt to achieve his goal of being a good student.This is an example of a(n)____ goal.

A) appraised
B) abstract
C) concrete
D) normative
E) affective

Question 57

Crystal went on a strict diet and lost 30 pounds.She was proud of her achievement.According to appraisal theory,her emotion of pride is the result of

A) normative influence.
B) achieving an outcome consistent with her goals.
C) cognitive processing.
D) affective referral.
E) moral compatibility,

Question 58

The most basic level of Maslow's needs is

A) physiological needs.
B) egoistic needs.
C) safety.
D) social needs.
E) self-actualization.

Question 59

Consumers with a(n)____ are likely to be highly involved in activities like reading,solving puzzles,and playing games that are mentally taxing.

A) high need for cognition
B) high optimum stimulation level
C) low need for cognition
D) low need for conation
E) affectively oriented personality

Question 60

In Maslow's hierarchy of needs,____ is the need for self-fulfillment and enriching experiences.

A) egoistic involvement
B) safety
C) social need
D) physiological need
E) self-actualization

Question 61

Eying the popularity of sports trading cards,companies introduced other types of trading cards,creating a new type of entertainment.This is best thought of as an example of

A) creating beliefs.
B) distracting motivation.
C) creating affect.
D) increasing cognitions.
E) creating new needs.

Question 62

All of the following can increase perceived risk except when

A) there is little information about the product or service.
B) the product or service is new.
C) the product has a high price.
D) the product is technologically complex.
E) there are no substantial quality differences between brands.

Question 63

All of the following are types of perceived risk identified by researchers except

A) uncertainty risk.
B) performance risk.
C) financial risk.
D) physical risk.
E) social risk.

Question 64

As U.S.society becomes more violent,consumers have bought an increasing amount of safety equipment and paid attention to advertising for such equipment.This is an example of appealing to a need that increases

A) wants.
B) beliefs.
C) affect.
D) motivation.
E) cognitions.

Question 65

____ refers to any processing situation that can divert a consumer's attention away from the processing of a message.

A) Involvement
B) Cognitive pause
C) Opportunistic pause
D) Distraction
E) Cognition

Question 66

Anne considers herself an environmentalist; however,she also likes the convenience of bottled water.Purchasing water in a non-ecological,disposable,plastic bottle may result in what kinds of perceived risk for Anne?

A) performance
B) financial
C) safety
D) social
E) psychological

Question 67

____ reflects the extent to which a situation is conducive to achieving an outcome.

A) Ability
B) Motivation
C) Opportunity
D) Involvement
E) Achievement

Question 68

When Clay provides his friends directions to his new house,he draws a detailed map of the area rather than provide list written instructions.Clay's way of formatting information is influenced by his

A) affective processing.
B) cognitive style.
C) expertise.
D) intelligence.
E) education.

Question 69

Novices are able to process information more extensively when the information is stated in terms of

A) benefits.
B) discrete units of information rather than chunking of information.
C) attitudes.
D) beliefs.
E) attributes.

Question 70

____ refers to the potential harm that a product or service might pose to one's safety.

A) Social risk
B) Uncertainty risk
C) Time risk
D) Physical risk
E) Performance risk

Question 71

Cognitive style refers to a consumer's

A) ability to process information.
B) preferences for information.
C) style of processing information.
D) way of thinking about the world.
E) preferences for the style of processing information.

Question 72

Perceived risk is best thought of as the extent to which the consumer

A) has a fear of using a product.
B) has thought out the consequences of an action.
C) has spent time using and considering a product or service.
D) is uncertain about the consequences of an action.
E) considers the potential rewards of using a particular product or service.

Question 73

Joshua saw a PC ad with information that was slightly negative about the brand of PC he just bought.He then looked up articles on the internet to resolve the uncomfortable feeling.This is an example of ____ affecting motivation.

A) increased aptitude
B) decreasing the affective component of attitudes
C) increased perceived risk
D) inconsistency with attitudes
E) increasing risk aversion

Question 74

Some groups of consumers like low sugar cakes and other groups of consumers like rich,decadent cakes and cookies.This is best thought of as an example of using consumers' needs,values,and goals to

A) create new needs.
B) create new beliefs.
C) heighten emotional awareness.
D) segment the market.
E) stimulate cognitions.

Question 75

____ is the extent to which consumers have the necessary resources (knowledge,intelligence,money)to make an outcome happen.

A) Involvement
B) Motivation
C) Opportunity
D) Ability
E) Achievement

Question 76

Psychological risk reflects consumers' concern over the extent to which a product or service

A) causes them a high level of psychological stress.
B) may not fulfill a functional need.
C) fits with the way they perceive themselves.
D) leads them to high levels of affective involvement.
E) may not fulfill a hedonic need.

Question 77

Although Tony would like to own a Ferrari,he does not have the necessary funds to purchase such an expensive car.Thus,Tony lacks the ____ to purchase a Ferrari.

A) felt involvement
B) motivation
C) ability
D) opportunity
E) All of these choices are correct.

Question 78

Kimberly has used computers all of her life.She knows a lot about hardware and software.Kimberly can process information about computers more extensively when the information is stated in terms of

A) attributes.
B) discrete units of information rather than chunking of information.
C) attitudes.
D) beliefs.
E) benefits.

Question 79

One way to increase the likelihood that consumers will process a message is by suggesting that the product or service will

A) fulfill a need, value, or goal.
B) increase a consumer's safety needs.
C) be able to create new affect.
D) increase a consumer's functional needs.
E) increase a consumer's processing of the message.

Question 80

Len loved his subcompact car,but as a partner in a major law firm he was expected to drive an expensive luxury automobile.This product contained a high degree of ____ for him.

A) uncertainty risk
B) social risk
C) financial risk
D) physical risk
E) performance risk