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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. Researchers usually rely on a combination of various research techniques to try to establish the presence and strength of various motives.
2. Needs and goals are ________; neither exists without the other.
3. Hedonic product features, or those that are purely pleasure-seeking, tend to evoke feelings of delight, rather than mere satisfaction, and fulfill consumers' ________ goals.
4. 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) ________.
5. Needs and goals change and grow in response to an individual's physical condition, environment, interactions with others, and experiences.
6. According to Murray's list of psychogenic needs, acquisition and retention are examples of ________.
7. It is possible for people with different needs to seek fulfillment through selection of the same goal.
8. The nature and persistence of an individual's behavior are often influenced by expectations of success or failure in reaching certain goals.
9. John wants to lose weight, so he switches from regular Coca Cola to Diet Coke and subsequently decides that he actually prefers the taste of Diet Coke. John's primary goal is the refreshment of a Coca Cola, but he meets it with the substitute goal of a Diet Coke to maintain his weight-loss regimen.
10. According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.
11. 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) ________.
12. People with a(n) ________ are interested in safety and security, are more concerned with duties and obligations, and favor the absence of negative outcomes.
13. According to Maslow, once a lower-level need is met, it never becomes dominant again.
14. 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.
15. 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.
16. ________ are general classes or categories of goals that consumers see as a means to fulfill their needs.
17. According to the trio-of-basic-needs theory, the ________ is closely related to the ego need.
18. Almost all personal care and grooming products, as well as most clothes, are bought to satisfy ________.
19. Concerning the arousal of human motives, the ________ school believes that all behavior is directed at goal achievement.
20. Chris jogs four days per week because he wants to feel fit and be attractive. Chris' motives have a(n) ________ direction.
21. Gloria makes sure to always drive the speed limit in order to avoid getting a ticket. Gloria's motive has a(n) ________ direction.
22. Concerning the arousal of human motives, the ________ school sees behavior as a response to a stimulus, and elements of conscious thought are ignored.
23. According to the trio-of-basic-needs theory, the trio of basic needs includes ________.
24. Egoistic needs can take either an inward or an outward orientation, or both. Outwardly directed ego needs reflect an individual's need for ________.
25. Each consumer behavior is designed to fulfill a single need.

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