Question 1

When John picks up a six- pack of Budweiser beer out of habit, without consideration of other choices, he is making a decision characterized by:

Accepted Answer

A)  ignorance 
B)  inertia 
C)  lackadaisicality 
D)  willed disinterest 
E)  resistance

Question 2

A general set of values which can be used to identify and define a culture is referred to as the culture's _.

Accepted Answer

The answer of A general set of values which can...

Question 3

Prompt service is an example of a cultural value.

Accepted Answer

A) True 
 B)False

Question 4

Under the means- end chain model, product consumption is viewed as an instrumental value.

Accepted Answer

A) True 
 B)False

Question 5

The ability of some people to delay a need gratification- or even increase a drive-is unexplained by drive theory.

Accepted Answer

A) True 
 B)False

Question 6

Denise is shopping for a dress. She has narrowed down her final choice to two dresses, but she has a new dilemma. The black number is elegant, and she looks awesome in it and sophisticated. She anticipates Tim's reaction. The blue dress flatters her figure, and besides it would be practical for future occasions. She wants to buy both. She is experiencing which type of motivational conflict?

Accepted Answer

A)  valence resolution 
B)  approach- approach 
C)  avoidance- avoidance 
D)  hedonic- utilitarian 
E)  approach- avoidance

Question 7

Discuss the importance of the theory of cognitive dissonance to a firm in regards to sales revenue.

Accepted Answer

The answer of Discuss the importance of the theory of...

Question 8

Consumers may seek products that emphasize objective tangible attributes to satisfy certain utilitarian needs.

Accepted Answer

A) True 
 B)False

Question 9

Use drive theory to explain why someone would pay more than $1000 to take an escorted trip down the white water of a dangerous river.

Accepted Answer

The answer of Use drive theory to explain why someone...

Question 10

Katrina had a difficult choice to make.The Honda Civic and Mazda 3 cars were almost identical in terms of features and styling, but the Mazda 3 was priced $400. less. She decides to buy the Mazda, but the next day reads a Consumer Reports article that says the Mazda resale value will be $800. less than the Honda after 3 years. In terms of conflict, what is Katrina most likely facing?

Accepted Answer

A)  caveat emptor 
B)  approach avoidance 
C)  avoidance- avoidance 
D)  avoidance- dissatisfaction 
E)  cognitive dissonance

Question 11

People acquire certain needs in the process of becoming a member of a culture-needs for status, power, affiliation, and so on. These needs which reflect the priorities of a culture are called:

Accepted Answer

A)  actualization needs 
B)  pre- learned needs 
C)  biogenic needs 
D)  psychogenic needs 
E)  a priori needs

Question 12

The anticipation of achieving desirable outcomes "drives" us and is the major tenet of drive theory.

Accepted Answer

A) True 
 B)False

Question 13

Values are usually universal, even though the relative importance of particular values may differ from one culture's value system to another's.

Accepted Answer

A) True 
 B)False

Question 14

A consumer who decides that she needs a pair of jeans to reach her goal of being admired by others can usually only choose one motivational direction-selecting the most expensive brand available.

Accepted Answer

A) True 
 B)False

Question 15

When Carlos considers automobile purchases, he almost always ends up choosing high horsepower "muscle" cars. This is most likely linked to a/an:

Accepted Answer

A)  avoidance need 
B)  need for acceptance 
C)  preliminary need 
D)  unspecified need 
E)  need for power

Question 16

Alec loves the feel of the soil in her hands when she gardens and enjoys creating something of beauty. She is satisfying which needs:

Accepted Answer

A)  social and safety needs 
B)  self- actualization and social needs 
C)  physiological and esteem needs 
D)  safety and self- actualization needs 
E)  esteem and social needs

Question 17

Garret loves to go skiing and hang out with friends on weekends. These activities would satisfy which psychogenic need according to Henry Murray?

Accepted Answer

A)  dependence 
B)  autonomy 
C)  utilitarian 
D)  play 
E)  self- actualization

Question 18

Cynthia satisfied her belongingness needs by purchasing a variety of hair styling products.

Accepted Answer

A) True 
 B)False

Question 19

It is rare to see "tree huggers" hanging out with "tree loggers." This can most likely be traced to:

Accepted Answer

A)  different beliefs 
B)  product preferences 
C)  need assimilation 
D)  selective retention 
E)  flow states

Question 20

Jasmine bought a new Linda Lundstrom coat for both style and warmth. Based on this information, which of the following statements is correct?

Accepted Answer

A)  By purchasing the coat, Jasmine was not satisfying any needs because people cannot satisfy needs, only wants. 
B)  By purchasing the coat, Jasmine was only satisfying her hedonic needs. 
C)  By purchasing the coat, Jasmine was only satisfying her utilitarian needs. 
D)  By purchasing the coat, Jasmine was satisfying all five levels of Maslow's Hierarchy of Needs. 
E)  By purchasing the coat, Jasmine was satisfying her utilitarian and hedonic needs.

Exam 4: Learning and Memory

When John picks up a six- pack of Budweiser beer out of habit, without consideration of other choices, he is making a decision characterized by:

A general set of values which can be used to identify and define a culture is referred to as the culture's _.

Prompt service is an example of a cultural value.

Under the means- end chain model, product consumption is viewed as an instrumental value.

The ability of some people to delay a need gratification- or even increase a drive-is unexplained by drive theory.

Discuss the importance of the theory of cognitive dissonance to a firm in regards to sales revenue.

Consumers may seek products that emphasize objective tangible attributes to satisfy certain utilitarian needs.

Use drive theory to explain why someone would pay more than $1000 to take an escorted trip down the white water of a dangerous river.

People acquire certain needs in the process of becoming a member of a culture-needs for status, power, affiliation, and so on. These needs which reflect the priorities of a culture are called:

The anticipation of achieving desirable outcomes "drives" us and is the major tenet of drive theory.

Values are usually universal, even though the relative importance of particular values may differ from one culture's value system to another's.

A consumer who decides that she needs a pair of jeans to reach her goal of being admired by others can usually only choose one motivational direction-selecting the most expensive brand available.

When Carlos considers automobile purchases, he almost always ends up choosing high horsepower "muscle" cars. This is most likely linked to a/an:

Alec loves the feel of the soil in her hands when she gardens and enjoys creating something of beauty. She is satisfying which needs:

Garret loves to go skiing and hang out with friends on weekends. These activities would satisfy which psychogenic need according to Henry Murray?

Cynthia satisfied her belongingness needs by purchasing a variety of hair styling products.

It is rare to see "tree huggers" hanging out with "tree loggers." This can most likely be traced to:

Jasmine bought a new Linda Lundstrom coat for both style and warmth. Based on this information, which of the following statements is correct?