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Consumer Behavior 101 Practice Test: Consumer Motivation
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Consumer motivation is the first step in the consumer purchasing process. It's the inner state that compels consumers to engage in goal-directed behaviors, information processing, and decision making.  Some factors that influence consumer motivation include: Needs and wants: The difference between a consumer's current state (needs) and desired state (wants) drives consumer motivation. Personal values and beliefs: These significantly influence consumer motivation. Cultural and social factors: These play a vital role in shaping consumer motivation. Emotional appeals: Emotions play a... Show more
Consumer Behavior 101 Practice Test: Consumer Motivation
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25 Questions

1. Individuals strive, both consciously and subconsciously, to reduce the tension of unfulfilled needs through behavior that they anticipate will fulfill their needs and thus relieve them of the stress they feel.
2. According to the trio-of-basic-needs theory, the ________ is closely related to the ego need.
3. According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential.
4. According to Maslow, outwardly-directed ego needs include the need for success, independence, and personal satisfaction with a job well done.
5. People with a(n) ________ are interested in safety and security, are more concerned with duties and obligations, and favor the absence of negative outcomes.
6. Individuals who successfully achieve their goals usually set new and higher goals for themselves; that is, they raise their ________.
7. People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback.
8. 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 ________.
9. Needs and goals are ________; neither exists without the other.
10. Primary needs result from the individual's subjective psychological state and from relationships with others.
11. Hedonic product features, or those that are purely pleasure-seeking, tend to evoke feelings of delight, rather than mere satisfaction, and fulfill consumers' ________ goals.
12. Each consumer behavior is designed to fulfill a single need.
13. Successful marketers define their markets in terms of ________.
14. The nature and persistence of an individual's behavior are often influenced by expectations of success or failure in reaching certain goals.
15. Needs that we learn in response to our culture or environment are called ________ needs.
16. Individuals are usually somewhat more aware of their ________ needs than they are of their ________ needs.
17. Needs and goals change and grow in response to an individual's physical condition, environment, interactions with others, and experiences.
18. Failure to achieve a goal often results in feelings of ________.
19. Egoistic needs can take either an inward or an outward orientation, or both. Inwardly directed ego needs reflect an individual's need for ________.
20. Motivation is produced by a state of tension, which exists as the result of ________.
21. Self-esteem, prestige, affection, power, and learning are examples of ________.
22. A ________ 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.
23. According to Maslow, stability, routine, and control over one's life are examples of safety needs.
24. Concerning the arousal of human motives, the ________ school sees behavior as a response to a stimulus, and elements of conscious thought are ignored.
25. According to Maslow, ________ are the first and most basic level of human needs.

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