CONSUMER BEHAVIOR CH3

According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.

false

According to Maslow, once a lower-level need is met, it never becomes dominant again.

false

In the Thematic Apperception Test, respondents are presented with words, one at a time, and asked to say the first word that comes to mind.

false

The achievement need suggests that behavior is strongly influenced by the desire for friendship, acceptance, and belonging.

false

When L'Oreal appeals to self-esteem with the tagline, "Because you're worth it," they are appealing to physiological needs.

false

Marketers can take advantage of people's frustrations by portraying their products as means to resolve a particular set of frustrations.

true

Researchers usually rely on a combination of various research techniques to try to establish the presence and strength of various motives.

true

The trio of basic needs includes power, affiliation, and achievement.

true

When the Kaplan Bar Review course tells prospective law students they can "conquer the bar" or achieve a goal by taking the Kaplan course, they are trying to trigger a product-specific goal.

true

When Procter and Gamble defines its business as "providing branded products and services of quality and value that improve the lives of the world's consumers," they are using a ________. A) need-focused definition B) product-oriented definition C) motivation-oriented definition D) personality-oriented definition E) production-oriented definition

A) need-focused definition

In the study of personality, three distinct properties are of central importance. These are that ________. A) personality reflects individual differences, personality is consistent and enduring, and personality can change B) personality reflects similarities between individuals, personality is consistent and enduring, and personality can change C) personality reflects individual differences, personality is consistent and enduring, and personality does not change D) personality reflects similarities between individuals, personality is consistent and enduring, and personality does not change E) personality reflects individual differences, personality is inconsistent and fleeting, and personality can change

A) personality reflects individual differences, personality is consistent and enduring, and personality can change

According to the trio-of-basic-needs theory, the trio of basic needs includes ________. A) power, affiliation, and achievement B) prestige, affiliation, and achievement C) environment, affection, self-actualization D) achievement, affection, power E) safety, physical satisfaction, social belonging

A) power, affiliation, and achievement

The category of shopping motivations where consumers do not have an urgent-product need in mind, but go shopping for the personal enjoyment of shopping is known as ________. A) recreational shopping B) activity-specific shopping C) fill-in shopping D) demand-specific shopping E) self-image shopping

A) recreational shopping

According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential. A) self-actualization B) safety and security C) physiological well-being D) social acceptance E) egoistic fulfillment

A) self-actualization

According to Freud's theories, the ________ is responsible for ensuring that the individual satisfies needs in a socially acceptable fashion. A) superego B) id C) ego D) super-id E) self-image

A) superego

________ is how consumers actually see themselves, whereas ________ refers to how consumers would like to see themselves. A) Ideal self-image; ideal social self-image B) Actual self-image; ideal self-image C) Social self-image; self-image D) Actual social self-image; ideal social self-image E) Ideal self-image; actual social self-image

B) Actual self-image; ideal self-image

The psychoanalyst that adapted Freud's psychoanalytical techniques to study motivations and consumer buying habits was ________. A) Abraham Maslow B) Earnest Dichter C) Henry Murray D) Karen Horney E) Henry Ford

B) Earnest Dichter

________ are the sought-after results of motivated behavior. A) Motivations B) Goals C) Rewards D) Behaviors E) Targets

B) Goals

________ is based on the premise that consumers are not always aware of the reasons for their actions. A) Psychological research B) Motivational research C) Physiological research D) Market research E) Segmentation research

B) Motivational research

The degree of a consumer's willingness to adopt new products and services shortly after they have been introduced is known as ________. A) consumer ethnocentrism B) consumer innovativeness C) consumer understanding D) consumer perception E) consumer materialism

B) consumer innovativeness

Aggression and rationalization are examples of ________ that people sometimes adopt to protect their egos from feelings of failure when they do not attain their goals. A) fulfillment mechanisms B) defense mechanisms C) substitute goals D) subjective criteria E) secondary behaviors

B) defense mechanisms

"Buy American" and "Keep America Working" are both tag-lines used by companies to attract the ________ consumer. A) dogmatic B) ethnocentric C) innovative D) variety-seeking E) compulsive

B) ethnocentric

According to Freud's theories, the ________ is a conceptualization of the basic biogenic needs for which the individual seeks immediate satisfaction without concern for the specific means of satisfaction. A) ego B) id C) super-id D) self-image E) superego

B) id

The type of self-image that characterizes the way consumers would like to see themselves is ________. A) actual self-image B) ideal self-image C) social self-image D) ideal social self-image E) self-image awareness

B) ideal self-image

The physiological needs for food, water, and air are called ________ needs. A) secondary B) innate C) acculturated D) psychogenic E) acquired

B) innate

Needs and goals are ________; neither exists without the other. A) independent B) interdependent C) interactive D) autonomous E) mutually exclusive

B) interdependent

Trait theory is different from the Freudian and neo-Freudian movements mainly because ________. A) it is very recent B) it is primarily quantitative C) it is primarily qualitative D) it is a very old theory E) it is more subjective

B) it is primarily quantitative

Which of the following factors is NOT an inspiration for consumer innovativeness? A) functional factors B) material factors C) hedonic factors D) social factors E) cognitive factors

B) material factors

According to Maslow, ________ are the first and most basic level of human needs. A) egoistic needs B) physiological needs C) self-actualization needs D) safety and security needs E) social needs

B) physiological needs

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch. In the WEIGHT LOSS MINI CASE, after several weeks of exercising, Peter is still not seeing the desired results and decides that he is just too busy to go to the gym enough, and that his employer is really to blame for his failure to lose weight. Which of the following defense mechanisms has Peter demonstrated? A) rationalization B) projection C) repression D) aggression E) withdrawal

B) projection

Oftentimes consumer research respondents may be unaware of their motives or are unwilling to reveal them when asked directly. In such situations, researchers use ________ to delve into the consumer's unconscious or hidden motivations. A) quantitative techniques B) projective techniques C) Likert scales D) telephone surveys E) empirical techniques

B) projective techniques

People sometimes resolve frustration by inventing plausible reasons for being unable to attain their goals or deciding that the goal is not really worth pursuing. This is known as ________. A) aggression B) rationalization C) withdrawal D) projection E) regression

B) rationalization

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch. In the WEIGHT LOSS MINI CASE, when Peter decides that he prefers fruit to potato chips with his lunch, this is an example of a(n) ________. A) approach goal B) substitute goal C) avoidance goal D) biogenic goal E) primary goal

B) substitute goal

________ are outcomes that consumers seek in order to fulfill their physiological and psychological needs. A) Broad-spectrum goals B) Objective goals C) Generic goals D) Subjective goals E) Product-oriented goals

C) Generic goals

________ define themselves by acquiring possessions. A) Object visualizers B) Spatial visualizers C) Highly materialistic consumers D) Verbalizers E) Highly dogmatic consumers

C) Highly materialistic consumers

When describing consumer innovativeness, the term "global innovativeness" refers to ________. A) a pattern of actions or responses that indicate early acceptance of change and adoption of innovations B) a high level of demonstrated consumer ethnocentrism C) a tendency for innovativeness to exist independent of any context D) a high degree of rigidity that an individual displays toward the unfamiliar E) a tendency for innovativeness to exist within a very specific domain or product category

C) a tendency for innovativeness to exist independent of any context

WEIGHT LOSS MINI CASE: Gloria sees herself as being a bit heavy and has made a New Year's resolution to lose 10 pounds by Memorial Day. She receives a postcard in the mail from her local gym chain that specializes in women's fitness. The advertisement suggests that the chain is fun and welcoming - a place where women can work out comfortably with friends, in contrast to the potentially intimidating environments at other gyms. After consulting a few friends, she decides to join. She is particularly excited to try the various group classes the gym offers, many of which she has never heard of before. In the WEIGHT LOSS MINI CASE, "fun and welcoming" describes the local gym's ________. A) brand personification B) dogmatism C) brand personality D) expected self-image E) extended self

C) brand personality

Stacy notes that, after her freshman year of college, her daughter is more mature and is willing to listen to points of view other than those with which she agrees. This supports the contention that personality ________. A) is consistent B) reflects individual differences C) can change D) is more apparent in childhood than in adulthood E) is enduring

C) can change

TEQUILA MINI CASE: Viva Beverages has recently launched its own brand of tequila under the slogan "I never have, but I'd like to." Viva's television advertisements are set in a trendy night club with a well-dressed man standing at the bar. A scantily clad woman with a Russian accent is serving drinks. She approaches him and the following interaction ensues: WOMAN: What can I do for you? MAN: I don't know, something different. WOMAN: Well, have you ever tried ... (WOMAN looks both ways, then leans across the bar and whispers into MAN's ear) MAN: I never have, but I'd like to ... (WOMAN serves MAN a Viva Tequila) In the TEQUILA MINI CASE, what kind of consumer behavior does Viva's slogan encourage? A) ethnocentricity B) dogmatism C) consumer innovativeness D) consumer satisfaction E) consumer uniqueness

C) consumer innovativeness

Consumer research using Karen Horney's CAD theory found that ________ personalities were less likely to be brand loyal and more likely to try different brands. A) submissive B) aggressive C) detached D) compliant E) subversive

C) detached

According to Freud's theories, the ________ functions as an internal monitor that helps balance the impulses stimulated by biogenic needs and the constraints applied by the sociocultural setting. A) super-id B) self-image C) ego D) superego E) id

C) ego

Georgiana collects matchbooks from hotels and restaurants she has visited around the world. She is passionate about her matchbooks and goes out of her way to acquire more, even if she needs to plan a special trip to do so. This is an example of ________. A) ethnocentrism B) innovativeness C) fixated consumption D) materialistic consumption E) compulsive consumption

C) fixated consumption

FURNITURE MINI CASE: Andrews Mountain Furniture is a manufacturer of home furnishings in eastern North Carolina. Andrews has been in business for 150 years and its advertising emphasizes the company's long history of production and sales in the United States. It also encourages cross-generational brand loyalty within families by suggesting adults should buy the same furniture that their parents had in their homes. In the FURNITURE MINI CASE, Andrews Mountain Furniture is most likely to appeal to consumers who are ________ and value tradition over novelty. A) low in ethnocentricity B) low in dogmatism C) high in dogmatism D) sensation seekers E) novelty seekers

C) high in dogmatism

Alfred Adler, a neo-Freudian theorist, believed that ________. A) unconscious needs and drives are at the heart of human motivation B) people continuously attempt to establish significant and rewarding relationships with others C) human beings are seeking to attain various rational goals, which he called style of life D) personality is measured in terms of specific psychological characteristics called traits E) personality is largely impacted by child-parent relationships and the individual's desire to conquer feelings of anxiety

C) human beings are seeking to attain various rational goals, which he called style of life

Individuals who successfully achieve their goals usually set new and higher goals for themselves; that is, they raise their ________. A) levels of self-awareness B) social status C) levels of aspiration D) biogenic needs E) motivational state

C) levels of aspiration

The driving force within individuals that impels them to action is known as ________. A) a goal B) tension C) motivation D) a need E) personality

C) motivation

According to Murray's list of psychogenic needs, need for dominance/power may conflict with ________. A) needs associated with inanimate objects B) need for prestige/ambition C) need for affiliation/affection D) need for achievement E) need for information

C) need for affiliation/affection

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch. In the WEIGHT LOSS MINI CASE, Peter's motivation is in a(n) ________ direction. A) negative B) subjective C) positive D) objective E) intrinsic

C) positive

According to the trio-of-basic-needs theory, the ________ is closely related to the ego need. A) affection need B) affiliation need C) power need D) prestige need E) achievement need

C) power need

Egoistic needs can take either an inward or an outward orientation, or both. Outwardly directed ego needs reflect an individual's need for ________. A) self-acceptance B) personal satisfaction with a job well done C) reputation D) independence E) self-esteem

C) reputation

Savings accounts, insurance policies, and education are all means by which individuals satisfy the need for ________. A) self-actualization B) self-esteem C) safety and security D) social acceptance E) self-fulfillment

C) safety and security

Egoistic needs can take either an inward or an outward orientation, or both. Inwardly directed ego needs reflect an individual's need for ________. A) reputation B) prestige C) self-esteem D) recognition from others E) status

C) self-esteem

Almost all personal care and grooming products, as well as most clothes, are bought to satisfy ________. A) growth needs B) physiological needs C) social needs D) self-actualization needs E) safety and security needs

C) social needs

PARTY BEER MINI CASE: Party Beverages brews beer and specifically targets its products to college students and young professionals. Its advertisements typically show a group of young adults having fun and drinking Party Beer together, along with their slogan "Without the right Beer, it's just not a Party." In the PARTY BEER MINI CASE, Party Beverages' advertisements suggest that Party Beer will satisfy which step in Maslow's hierarchy of needs? A) power needs B) achievement needs C) social needs D) ego needs E) physiological needs

C) social needs

Neo-Freudian theorists believe that ________. A) consumption situations are extensions of the consumer's personality B) human drives are largely unconscious C) social relationships are fundamental to the formation and development of personality D) consumers are primarily unaware of their true reasons for making decisions E) consumer purchases are a reflection of an individual's personality

C) social relationships are fundamental to the formation and development of personality

The type of self-image that characterizes the way consumers feel others see them is ________. A) actual self-image B) ideal self-image C) social self-image D) ideal social self-image E) self-image awareness

C) social self-image

A(n) ________ can take the place of a primary goal when an individual cannot attain a specific goal or type of goal that is expected to satisfy certain needs. A) specific goal B) biogenic goal C) substitute goal D) secondary goal E) objective goal

C) substitute goal

Successful marketers define their markets in terms of ________. A) the product the company has decided to produce B) the lowest price for which a particular product can be manufactured C) the needs they presume to satisfy D) the ethnicity of their primary consumers E) the geographic location of their primary consumers

C) the needs they presume to satisfy

The emphasis in the definition of personality is on inner characteristics, which are ________. A) those characteristics of an individual that are not readily apparent to others B) those characteristics which individuals try to hide from others C) those characteristics that distinguish one individual from others D) those characteristics that make one individual similar to others E) those characteristics that constitute the individual's ideal self-image

C) those characteristics that distinguish one individual from others

Which of the following is NOT a characteristic of compulsive buyers? A) Compulsive buyers feel compelled to spend all or part of their money. B) Compulsive buyers buy products they do not need despite having little money left. C) Compulsive buyers feel others would be horrified if they knew about their shopping habits. D) Compulsive buyers are more likely to be males (75% of compulsive buyers). E) Compulsive buyers knowingly write checks that will bounce.

D) Compulsive buyers are more likely to be males (75% of compulsive buyers).

PARTY BEER MINI CASE: Party Beverages brews beer and specifically targets its products to college students and young professionals. Its advertisements typically show a group of young adults having fun and drinking Party Beer together, along with their slogan "Without the right Beer, it's just not a Party." In the PARTY BEER MINI CASE, Party Beverages' advertisements suggest that Party Beer will satisfy which element of the trio of basic needs? A) power B) self-actualization C) affection D) affiliation E) achievement

D) affiliation

NAIL POLISH MINI CASE: Charles Revson, builder of the Revlon cosmetics empire, began as a manufacturer of nail polish. In order to expand the market for nail polish, he positioned nail polish as a fashion accessory, introducing new colors every year and suggesting that a woman's nail polish should match her clothing, moods, and social situations. Competing on the basis of perceived quality and greater satisfaction of women's needs for fantasy and attention, Revson understood that he was not selling women mere nail lacquer, but the fantasy that nail polish would attract attention and bestow class and glamour on the user. In the NAIL POLISH MINI CASE, Patti wants to paint her nails in order to be more attractive. This is an example of a(n) ________ goal A) negative B) avoidance C) utilitarian D) approach E) prevention-focused

D) approach

Jill gets good grades because her parents will punish her if she doesn't receive at least a 3.5 GPA. Julia gets good grades because she likes the sense of accomplishment she feels when she gets a straight-A report card. Jill's goal is referred to as a(n) ________, whereas Julia's goal is referred to as a(n) ________. A) approach object; avoidance object B) avoidance object; defensive object C) positive object; negative object D) avoidance object; approach object E) physical object; psychological object

D) avoidance object; approach object

Recent research using Karen Horney's CAD theory found that ________ personalities tend to prefer name-brand products such as Bayer aspirin. A) submissive B) aggressive C) detached D) compliant E) subversive

D) compliant

According to Karen Horney, ________ individuals desire independence, self-reliance, and self-sufficiency. A) compliant B) subversive C) aggressive D) detached E) obtrusive

D) detached

The type of self-image that characterizes the way consumers would like others to see them is ________. A) actual self-image B) ideal self-image C) social self-image D) ideal social self-image E) self-image awareness

D) ideal social self-image

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch. In the WEIGHT LOSS MINI CASE, the desire to be attractive to women is Peter's ________. A) goal B) target C) tension D) motivation E) need

D) motivation

People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback. A) need for prestige B) need for power C) need for affiliation D) need for achievement E) need for affection

D) need for achievement

WEIGHT LOSS MINI CASE: Gloria sees herself as being a bit heavy and has made a New Year's resolution to lose 10 pounds by Memorial Day. She receives a postcard in the mail from her local gym chain that specializes in women's fitness. The advertisement suggests that the chain is fun and welcoming - a place where women can work out comfortably with friends, in contrast to the potentially intimidating environments at other gyms. After consulting a few friends, she decides to join. She is particularly excited to try the various group classes the gym offers, many of which she has never heard of before. In the WEIGHT LOSS MINI CASE, Gloria is particularly excited to try new and different group exercise classes. Gloria is probably best described as ________. A) highly ethnocentric B) highly dogmatic C) inner-directed D) novelty seeking E) high in her need for cognition

D) novelty seeking

The inner psychological characteristics that both determine and reflect how a person responds to his or her environment compose an individual's ________. A) role B) self-image C) individuality D) personality E) status

D) personality

NAIL POLISH MINI CASE: Charles Revson, builder of the Revlon cosmetics empire, began as a manufacturer of nail polish. In order to expand the market for nail polish, he positioned nail polish as a fashion accessory, introducing new colors every year and suggesting that a woman's nail polish should match her clothing, moods, and social situations. Competing on the basis of perceived quality and greater satisfaction of women's needs for fantasy and attention, Revson understood that he was not selling women mere nail lacquer, but the fantasy that nail polish would attract attention and bestow class and glamour on the user. In the NAIL POLISH MINI CASE, Jenny wants a bottle of Revlon Berry Bon Bon nail polish to match her new sweater. This is an example of a ________. A) generic goal B) general goal C) needs-driven goal D) product-specific goal E) subjective goal

D) product-specific goal

An individual may redefine a frustrating situation by assigning blame for his or her own failures and inabilities on other objects or persons. This is known as ________. A) aggression B) rationalization C) withdrawal D) projection E) regression

D) projection

Needs that we learn in response to our parents, social environment, and interactions with the environment are called ________ needs. A) primary B) biogenic C) acculturated D) psychological E) innate

D) psychological

According to Maslow's hierarchy of needs, protection, order, and stability are examples of ________. A) self-actualization needs B) egoistic needs C) social needs D) safety and security needs E) physiological needs

D) safety and security needs

A recent study discovered that consumers who scored high on ________ and innovativeness were more likely to incorporate volunteerism into their vacations. A) dogmatism B) ethnocentrism C) need for cognition D) sensation seeking E) materialism

D) sensation seeking

________ is communicating human features of the product in advertising. A) Brand zealotry B) Extended self C) Sophistication D) Color E) Brand personification

E) Brand personification

Which of the following is NOT a statement that is illustrative of opinions of an individual with a high Need for Uniqueness? A) I like to seek out unusual gifts for myself. B) I enjoy it when others tell me my taste is different or uncommon. C) I work at maintaining my own unique persona. D) Some of my acquaintances think I'm somewhat weird in my seeking to be different. E) I like to stay up to date with current clothing styles and fashion trends.

E) I like to stay up to date with current clothing styles and fashion trends.

________ are sought outcomes to be achieved by using a given product or service. A) General goals B) Objective goals C) Generic goals D) Subjective goals E) Product-specific goals

E) Product-specific goals

WEIGHT LOSS MINI CASE: Gloria sees herself as being a bit heavy and has made a New Year's resolution to lose 10 pounds by Memorial Day. She receives a postcard in the mail from her local gym chain that specializes in women's fitness. The advertisement suggests that the chain is fun and welcoming - a place where women can work out comfortably with friends, in contrast to the potentially intimidating environments at other gyms. After consulting a few friends, she decides to join. She is particularly excited to try the various group classes the gym offers, many of which she has never heard of before. In the WEIGHT LOSS MINI CASE, Gloria sees herself as being a bit heavy. This is Gloria's ________. A) social self-image B) "ought-to" self C) extended self D) expected self-image E) actual self-image

E) actual self-image

A negative goal is one from which behavior is directed away, and is often referred to as a(n) ________. A) declining object B) approach object C) interactive object D) autonomous object E) avoidance object

E) avoidance object

Which of the following is NOT one of the five underlying dimensions of a brand's personality? A) sincerity B) excitement C) competence D) ruggedness E) cosmopolitanism

E) cosmopolitanism

Failure to achieve a goal often results in feelings of ________. A) achievement B) aspiration C) self-awareness D) personal promotion E) frustration

E) frustration

TEQUILA MINI CASE: Viva Beverages has recently launched its own brand of tequila under the slogan "I never have, but I'd like to." Viva's television advertisements are set in a trendy night club with a well-dressed man standing at the bar. A scantily clad woman with a Russian accent is serving drinks. She approaches him and the following interaction ensues: WOMAN: What can I do for you? MAN: I don't know, something different. WOMAN: Well, have you ever tried ... (WOMAN looks both ways, then leans across the bar and whispers into MAN's ear) MAN: I never have, but I'd like to ... (WOMAN serves MAN a Viva Tequila) In the TEQUILA MINI CASE, the advertisement would most accurately be described as appealing to which of the following Freudian elements of the personality? A) super-id B) ego C) self-image D) superego E) id

E) id

FURNITURE MINI CASE: Andrews Mountain Furniture is a manufacturer of home furnishings in eastern North Carolina. Andrews has been in business for 150 years and its advertising emphasizes the company's long history of production and sales in the United States. It also encourages cross-generational brand loyalty within families by suggesting adults should buy the same furniture that their parents had in their homes. In the FURNITURE MINI CASE, by encouraging consumers to remain loyal to the brands to which their parents were loyal, Andrews Mountain is appealing to consumers with low ________. A) dogmatism B) ethnocentricity C) need for cognition D) inner-directedness E) need for uniqueness

E) need for uniqueness

PARTY BEER MINI CASE: Party Beverages brews beer and specifically targets its products to college students and young professionals. Its advertisements typically show a group of young adults having fun and drinking Party Beer together, along with their slogan "Without the right Beer, it's just not a Party." In the PARTY BEER MINI CASE, Party Beverages' advertisements suggest that Party Beer will satisfy which of Murray's psychogenic needs? A) needs associated with inanimate objects B) needs concerned with human power C) needs that reflect ambition, power, accomplishment, and prestige D) needs concerned with exhibition E) needs concerned with affiliation or affection between people

E) needs concerned with affiliation or affection between people

Consumers use ________ to attempt to express new versions of themselves and/or to take on the appearances of other types of people. A) brand personification B) anthropomorphization C) vanity D) status E) self-altering products

E) self-altering products

Sigmund Freud's psychoanalytic theory of personality is built on the premise that ________ are at the heart of human motivations and personality. A) social relationships B) conscious decision-making processes C) efforts to avoid anxiety D) efforts to overcome inferiority E) unconscious needs or drives

E) unconscious needs or drives

Motivation is produced by a state of tension, which exists as the result of ________. A) peer pressure B) environmental forces C) satisfied desires D) unrealized desires E) unfulfilled needs

E) unfulfilled needs

________ reflects how consumers would like to see themselves, whereas ________ refers to how consumers would like others to see them. A) Ideal self-image; ideal social self-image B) Actual self-image; ideal self-image C) Social self-image; self-image D) Actual social self-image; ideal social self-image E) Ideal self-image; actual social self-image

A) Ideal self-image; ideal social self-image

The type of self-image that characterizes the way consumers see themselves is ________. A) actual self-image B) ideal self-image C) social self-image D) ideal social self-image E) self-image awareness

A) actual self-image

WEIGHT LOSS MINI CASE: Peter has decided that he wants to lose weight and develop a more defined physique in order to make himself more attractive to women. To this end, he joins a gym and begins eating low-fat, low-calorie foods. In particular, he cuts potato chips out of his diet and packs fruit in his lunch instead. After a few weeks, Peter decides that he actually prefers fruit with his lunch. In the WEIGHT LOSS MINI CASE, Peter's goal is best described as a(n) ________. A) approach object B) ideal C) biogenic need D) avoidance object E) ought object

A) approach object

The notion of ________ suggests that consumers attribute various descriptive personality-like traits or characteristics to different brands. A) brand personality B) consumer dogmatism C) consumer innovation D) consumer need for cognition E) sensation seeking

A) brand personality

The likelihood of a consumer accepting or rejecting foreign-made products is known as ________. A) consumer ethnocentrism B) consumer innovativeness C) consumer understanding D) consumer perception E) consumer materialism

A) consumer ethnocentrism

Products and services are often evaluated by the size and direction of the gap between ________. A) consumer expectations and objective performance B) the target market and the income of the average consumer C) consumer expectations and product cost D) the cost of production and the price at sale E) the price of the final product and the company's marketing expenditures

A) consumer expectations and objective performance

The degree of rigidity towards information and opinion contradictory to one's beliefs and views — or close-mindedness; the opposite of being open-minded — is known as ________. A) dogmatism B) inner-directedness C) social character D) innovativeness E) need for uniqueness

A) dogmatism

The orientation of trait theory is primarily ________. A) empirical B) qualitative C) subjective D) extroverted E) interpretive

A) empirical

Barry wants a sandwich for lunch. Tom wants a turkey sandwich with lettuce, tomato, and mayonnaise from Subway. Barry has a(n) ________, whereas Tom has a(n) ________. A) generic goal; product-specific goal B) objective goal; subjective goal C) product-specific goal; objective goal D) subjective goal; generic goal E) product-specific goal; generic goal

A) generic goal; product-specific goal

Renee likes to try on some of the newest clothes each season to see how she looks in the styles, and prefers to buy clothes that are very unusual. Renee is best described as ________. A) having a high optimum stimulation level B) highly dogmatic C) highly ethnocentric D) having a low optimum stimulation level E) minimally ethnocentric

A) having a high optimum stimulation level

Jenna buys a pair of sought-after, vintage Levi jeans to enrich her self-image. Which of the following is NOT one of the ways the possession of the vintage jeans might be viewed as an extension of the self? A) ideally B) actually C) symbolically D) by conferring status or rank E) by feelings of immortality

A) ideally

The mother who comments about her teenage son that her child "has been impulsive from the day he was born," is supporting the contention that personality ________. A) is enduring B) can change C) reflects individual differences D) is more apparent in childhood than adulthood E) develops as a result of social circumstances

A) is enduring