CB final Ch 4

Explain what is meant by the "need for power."

A need for power refers to the need of an individual to exert control over her environment and the other people in that environment. This is a type of ego need.

Which psychologist developed a "hierarchy of human needs?"

Abraham Maslow

Discuss what is meant by acquired needs, and give four examples of these types of needs.

Acquired needs are learned in response to one's environment, and include the needs for prestige, affection, power, and self-esteem.

Which psychologist developed a detailed list of psychogenic needs?

Henry Murray

Discuss the types of internal stimuli that can cause a manager's needs to "surface."

Needs can surface and become active based on the manager's physiological feelings, by stimuli in the outside environment, and by cognitive processes within the manager.

All of the following are examples of psychological needs

acceptance needs status needs self-esteem needs

When a manager has a goal toward which her behavior is engaged trying to accomplish that goal, what type of object is involved?

approach object

Another term for "daydreaming" is:

autistic thinking

When a manager postpones correcting a subordinate who has made a serious mistake in judgment, the subordinate represents what type of object?

avoidance object

What type of motive is involved when a manager makes a decision based on his "wounded pride?"

emotional motive

A negative goal is one in which a manager tries to approach.

false

Companies should define their business based on the products they produce instead of on the consumer needs they satisfy.

false

It is usually possible to infer a consumer's motives from that consumer's behavior.

false

Managers who achieve their goals typically set lower-level goals for their next goals.

false

Marketers create needs in the minds of consumers.

false

Most consumers are more aware of their psychological needs than their physiological needs.

false

Needs and goals are independent of one another and are not interdependent.

false

Needs that are learned in response to one's culture are called innate needs.

false

The cognitive school of motivation considers motivation to be a mechanical process.

false

Needs such as physiological, food, water, air, clothing, and shelter are what type of needs?

innate needs

The driving force within a manager that impels that manager to take some action is called:

motivation

What type of need is involved when a manager tries to have great control over every detail of his subordinates' work plans?

need for power

According to Maslow, what type of needs are dominant when they are unsatisfied for a long time?

physiological needs

In Maslow's theory of motivation, which type of needs are the most basic of human needs?

physiological needs

What type of needs involve the need for food, the need for water, and the need to avoid cold?

physiological needs

What type of goal is selected when the consumer decides on the brand based on objective criteria (e.g. price, weight, size) to select a purchase object?

rational

A consumer who picks a bag of Double-stuffed Oreos off the shelf of the supermarket as she is passing it when she did not intend to buy any cookies when she came into the supermarket is exhibiting what type of motivational theory?

stimulus-response theory

A consumer who sees a 20-ounce bottle of Pepsi in a cooler at the checkout counter at a supermarket and who purchases this product is making a decision based on:

stimulus-response theory

In Maslow's theory of motivation, all of the following are examples of egoistic needs EXCEPT:

the need for acceptance

In Maslow's theory of motivation, all of the following are examples of safety needs EXCEPT:

the need for affection

In Maslow's theory of motivation, all of the following are examples of social needs

the need for belonging the need for acceptance the need for love

In Maslow's theory of motivation, all of the following are examples of safety needs

the need for familiarity the need for good health the need for order

In Maslow's theory of motivation, all of the following are examples of egoistic needs

the need for personal satisfaction the need for prestige the need for success

All of the following are examples of secondary needs

the need for power the need for affection the need for self-esteem

In Maslow's theory of motivation, all of the following are examples of social needs EXCEPT:

the need for self-esteem

All of the following are examples of secondary needs EXCEPT:

the need for shelter

All of the following are examples of psychological needs EXCEPT:

thirst

A good positioning strategy attempts to identify an unsatisfied need of consumers that is not being satisfied by a competing brand.

true

A need can be either positive or negative.

true

Acquired needs are called secondary needs.

true

Frustration typically follows failure by a manager to achieve a goal.

true

Goals are the intended accomplishments of motivated behavior.

true

Managers who have different needs can select the same goal.

true

Maslow's hierarchy of human needs can be useful in market segmentation studies.

true

Most consumers are more aware of their psychological needs than their physiological needs.

true

Motivation is a driving force within a manager that impels that manager to take some kind of action.

true

Physiological needs are innate needs.

true

The key to a company's profitability is its ability to satisfy the unfulfilled needs of consumers better than competitors.

true