ch 5 warm up quiz

Which theory suggests that our behavior is motivated by the expectations of receiving desirable​ outcomes or positive incentives? This theory suggests that we choose one product over another because we expect the final choice to have more positive consequences for us. Drive Utiliarian Delayed gratification Homeostasis Expectancy

E

When a consumer embraces a product because of its distinctive ​qualities, which one of psychologist Henry​ Murray's psychogenic needs are being​ met? Need for uniqueness Need for affiliation Need for esteem Need for self-actualization Need for power

a

Which of the following needs from Maslow's hierarchy is addressed by the U.S. Army's advertising slogan "Be all you can be"? Self-actualization needs Ego needs Safety needs Belongingness needs

a

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

b

________ refer(s) to the processes that lead people to behave as they do. Cues Motivation Directing Goals Attention

b

In the motivation process, the desired end state is the consumer's ________. benefit drive goal need state

c

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

c

Goals can be considered positive or negative. This is an expression of a goal's ________. direction dissonance mundanity valence strength

d

When a woman buys expensive jewelry, which of the following needs is most likely being expressed? Schema Rational Biogenic Hedonic Utilitarian

d

Some people are motivated by utilitarian​ needs, which emphasize​ what? Subjective and experiential experiences Using time productively Achievement and affiliation Order and consistency Objective, tangible attributes of products

e