Question 1

In the motivation process, the desired end state is the consumer's ________.

Accepted Answer

A) drive 
B) need state 
C) benefit 
D) goal

Question 2

Alicia loves chocolate.She maintains that it actually makes her feel better, especially when she is depressed or having a difficult time.Alicia's motivation to eat chocolate would be best explained with an expectancy theory.

Accepted Answer

A) True 
 B)False

Question 3

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 4

Which of the following IS NOT a biogenic need?

Accepted Answer

A) The need for food 
B) The need for shelter 
C) The need for water 
D) The need for achievement

Question 5

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?

Accepted Answer

A) Instinct theory 
B) Drive theory 
C) Expectancy theory 
D) Need theory

Question 6

A group of consumers of approximately the same age who have undergone similar experiences is known as an age cohort.

Accepted Answer

A) True 
 B)False

Question 7

Melissa's mother has become a socialisation agent for the family since she is primarily responsible for teaching everyone how to interact with and respond to Europeans on their upcoming three-month European vacation.

Accepted Answer

A) True 
 B)False

Question 8

Involvement can be seen as the motivation to process information.

Accepted Answer

A) True 
 B)False

Question 9

Whether a consumer's need is utilitarian or hedonic, the ________ it creates determines the urgency the consumer feels to reduce it.

Accepted Answer

A) magnitude of the tension 
B) direction of the tension 
C) expectancy 
D) reinforcement

Question 10

Rico has decided to change his lifestyle and has ordered vegetables with his meal rather than chips or potatoes.He knows that the nutritional value of the fresh green vegetables will be great for his health.Rico is satisfying hedonic needs with his actions.

Accepted Answer

A) True 
 B)False

Question 11

Bret Thomas has always dreamed of becoming a jet fighter pilot.After seeing the movie Top Gun, Bret bought pilot's sunglasses and even gave himself a 'call sign'-Snake.Bret's fantasies or emotional responses are called ________ needs.

Accepted Answer

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

Question 12

Which of the following would be considered an instrumental value?

Accepted Answer

A) A world of peace 
B) Equality 
C) Broad-minded 
D) Freedom

Question 13

Early work on motivation ascribed behaviour to ________, a view that is now largely discredited.

Accepted Answer

A) economics 
B) instinct 
C) psychogenics 
D) cognitive factors

Question 14

In a speech at a research conference, a computer expert stated that shopping centres would become obsolete in the future.He believed that because everything could be bought online and delivered directly to the home of a customer, there would be no need for physical shopping areas in the future.A psychologist who spoke next disagreed and stated that this concept of the future violated a basic human need.What need did the computer expert ignore, according to the psychologist?

Accepted Answer

A) Need for power 
B) Need for uniqueness 
C) Need for affiliation 
D) Need for safety

Question 15

Bill has a toothache, and he wants the tooth to stop hurting.However, he has always been afraid to go to a dentist.What type of motivational conflict is Bill experiencing?

Accepted Answer

A) A core-secondary conflict 
B) An approach-approach conflict 
C) An avoidance-avoidance conflict 
D) An approach-avoidance conflict

Question 16

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualisation 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 17

A(n) ________ approach assumes that very specific product attributes are linked at levels of increasing abstraction to terminal values.

Accepted Answer

A) abstract model 
B) means-end chain model 
C) instrumental value 
D) List of Values

Question 18

Much research shows that while many people are dissatisfied with their bank or financial institution, there is a low level of switching to a new bank or financial institution.Describe the process related to consumer involvement that accounts for this.

Accepted Answer

The answer of Much research shows that while many people...

Question 19

Maslow's hierarchy of needs implies that the order of needs is fixed.

Accepted Answer

A) True 
 B)False

Question 20

The way a culture arranges values in order of importance is referred to as ________.

Accepted Answer

A) a differential value set 
B) an acculturated importance set 
C) a value system 
D) enculturation

Exam 6: Motivation and Values

In the motivation process, the desired end state is the consumer's ________.

Alicia loves chocolate.She maintains that it actually makes her feel better, especially when she is depressed or having a difficult time.Alicia's motivation to eat chocolate would be best explained with an expectancy theory.

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'.

Which of the following IS NOT a biogenic need?

What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?

A group of consumers of approximately the same age who have undergone similar experiences is known as an age cohort.

Melissa's mother has become a socialisation agent for the family since she is primarily responsible for teaching everyone how to interact with and respond to Europeans on their upcoming three-month European vacation.

Involvement can be seen as the motivation to process information.

Whether a consumer's need is utilitarian or hedonic, the ________ it creates determines the urgency the consumer feels to reduce it.

Rico has decided to change his lifestyle and has ordered vegetables with his meal rather than chips or potatoes.He knows that the nutritional value of the fresh green vegetables will be great for his health.Rico is satisfying hedonic needs with his actions.

Bret Thomas has always dreamed of becoming a jet fighter pilot.After seeing the movie Top Gun, Bret bought pilot's sunglasses and even gave himself a 'call sign'-Snake.Bret's fantasies or emotional responses are called ________ needs.

Which of the following would be considered an instrumental value?

Early work on motivation ascribed behaviour to ________, a view that is now largely discredited.

Bill has a toothache, and he wants the tooth to stop hurting.However, he has always been afraid to go to a dentist.What type of motivational conflict is Bill experiencing?

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

A(n) ________ approach assumes that very specific product attributes are linked at levels of increasing abstraction to terminal values.

Much research shows that while many people are dissatisfied with their bank or financial institution, there is a low level of switching to a new bank or financial institution.Describe the process related to consumer involvement that accounts for this.

Maslow's hierarchy of needs implies that the order of needs is fixed.

The way a culture arranges values in order of importance is referred to as ________.