MRKT 350: Test 2 Chapter 5
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-approach conflict
What theory of motivation is related to the idea that customers desire a state of balance called homeostasis?
drive theory
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.
expectancy theory
In the motivation process, the desired end state is the consumer's ________.
goal
When a woman buys expensive jewelry, which of the following needs is most likely being expressed?
hedonic
________ refer(s) to the processes that lead people to behave as they do.
motivation
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
Some people are motivated by utilitarian needs, which emphasize what?
objective, tangible attributes of products
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
Goals can be considered positive or negative. This is an expression of a goal's ________.
valence
