Question 1

Izzy Jones just bought a classic "muscle car" and can hardly wait to cruise the streets and blow away anyone who thinks they have a faster car. Izzy is exhibiting the need for uniqueness with his behavior and purchase of the car.

Accepted Answer

A) True 
 B)False

Question 2

Who identified a set of 20 psychogenic needs?

Accepted Answer

A)  McClelland 
B)  Murray 
C)  Maslow 
D)  Zaichkowsky

Question 3

Motivational conflicts can occur in a variety of ways. If a person must choose between two desirable alternatives, this form of conflict is called ________.

Accepted Answer

A)  approach-approach conflict 
B)  approach-avoidance conflict 
C)  approach-desire conflict 
D)  avoidance-avoidance conflict

Question 4

When a woman buys expensive jewelry, which of the following needs is most likely being expressed?

Accepted Answer

A)  hedonic 
B)  utilitarian 
C)  rational 
D)  biogenic

Question 5

If a consumer were to pursue products and services that seemed to alleviate loneliness, such as playing team sports, going to a bar, and/or shopping in busy malls, the consumer would be expressing a need for ________.

Accepted Answer

A)  achievement 
B)  affiliation 
C)  power 
D)  uniqueness

Question 6

Cachet perfume focuses on appealing to a consumer's need for uniqueness if it uses an advertisement claiming that the perfume is "as individual as you are."

Accepted Answer

A) True 
 B)False

Question 7

The term "dissonance" means tension.

Accepted Answer

A) True 
 B)False

Question 8

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g., your feelings are hurt when someone is critical of your appearance).

Accepted Answer

A) True 
 B)False

Question 9

It is known that consumers differ in their level of involvement with a product message. Marketers use attention-getting factors to ensure that a message gets through the clutter that constantly bombards the consumer's senses. Name the techniques cited in the text that can be used to enhance the consumer's motivations to process product information and increase their involvement. Be specific in your comments and descriptions.

Accepted Answer

The answer of It is known that consumers differ in...

Question 10

Which of the following scholars is given credit for developing the ideas that serve as the basis for a number of personality tests, including the Thematic Apperception Test?

Accepted Answer

A)  McClelland 
B)  Murray 
C)  Maslow 
D)  Herzberg

Question 11

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Accepted Answer

A)  Expectancy theory 
B)  The theory of cognitive dissonance 
C)  Value theory 
D)  Choice theory

Question 12

An individual with a high need for ________ would be most likely to place a premium on products and services that signify success.

Accepted Answer

A)  affiliation 
B)  control 
C)  achievement 
D)  uniqueness

Question 13

________ performances are where the message itself is a form of entertainment.

Accepted Answer

A)  Ad target 
B)  Spectacle 
C)  Encoding 
D)  Decoding

Question 14

Jake feels a hunger growing in his stomach. The more he feels the hunger, the more he wishes lunchtime would hurry and arrive. He is already planning what he will eat and how good it will taste. Which of the following processes most accurately identifies what Jake is feeling?

Accepted Answer

A)  The goal process 
B)  The directionality process 
C)  The motivation process 
D)  The involvement process

Question 15

Abraham Maslow developed the Hierarchy of Needs theory.

Accepted Answer

A) True 
 B)False

Question 16

Seth Hernandez is sitting in a class that precedes lunch. His stomach begins to rumble and grumble. Instead of thinking about the day's lecture, Seth begins to think about lunch and his choice of places to eat. He even begins to narrow down the selection of foods that he might want for lunch. Seth is focusing on biological needs that are at present unfulfilled and have produced what might be thought of as an unpleasant state of arousal. Which of the following theories best describes Seth's experience?

Accepted Answer

A)  fact-and-find theory 
B)  drive theory 
C)  emotional theory 
D)  theory of cognitive dissonance

Question 17

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualization needs are addressed. What does this example say about Maslow's hierarchy of needs?

Accepted Answer

A)  The theory is wrong. 
B)  The theory is accurate for higher needs, but doesn't seem to account well for more basic needs. 
C)  The hierarchy is often culture-bound. 
D)  Psychogenic needs overwhelm biogenic needs.

Question 18

What theory of personality suggests that one person differs from another because of a number of different characteristics such as introversion or extroversion?

Accepted Answer

A)  Trait theory 
B)  Collective unconscious theory 
C)  Freudian theory 
D)  Social conflict theory

Question 19

________ refer(s) to the processes that lead people to behave as they do.

Accepted Answer

A)  Goals 
B)  Cues 
C)  Motivation 
D)  Directing

Question 20

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Accepted Answer

A) True 
 B)False

Exam 5: Motivation and Affect

Izzy Jones just bought a classic "muscle car" and can hardly wait to cruise the streets and blow away anyone who thinks they have a faster car. Izzy is exhibiting the need for uniqueness with his behavior and purchase of the car.

Who identified a set of 20 psychogenic needs?

Motivational conflicts can occur in a variety of ways. If a person must choose between two desirable alternatives, this form of conflict is called ________.

When a woman buys expensive jewelry, which of the following needs is most likely being expressed?

If a consumer were to pursue products and services that seemed to alleviate loneliness, such as playing team sports, going to a bar, and/or shopping in busy malls, the consumer would be expressing a need for ________.

Cachet perfume focuses on appealing to a consumer's need for uniqueness if it uses an advertisement claiming that the perfume is "as individual as you are."

The term "dissonance" means tension.

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g., your feelings are hurt when someone is critical of your appearance).

Which of the following scholars is given credit for developing the ideas that serve as the basis for a number of personality tests, including the Thematic Apperception Test?

________ is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

An individual with a high need for ________ would be most likely to place a premium on products and services that signify success.

________ performances are where the message itself is a form of entertainment.

Jake feels a hunger growing in his stomach. The more he feels the hunger, the more he wishes lunchtime would hurry and arrive. He is already planning what he will eat and how good it will taste. Which of the following processes most accurately identifies what Jake is feeling?

Abraham Maslow developed the Hierarchy of Needs theory.

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualization needs are addressed. What does this example say about Maslow's hierarchy of needs?

What theory of personality suggests that one person differs from another because of a number of different characteristics such as introversion or extroversion?

________ refer(s) to the processes that lead people to behave as they do.

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.