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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. In a marketing context, emotional motives imply ________.
2. Barry started drinking sodas and began drinking more water in an effort to lose weight. Over time, he found that he actually disliked sodas and preferred water. In this case, water constitutes a ________.
3. Self-esteem, prestige, affection, power, and learning are examples of ________.
4. Almost all personal care and grooming products, as well as most clothes, are bought to satisfy ________.
5. ________ are the specifically branded products and services that consumers select for goal fulfillment.
6. ________ motivations drive people toward some object or condition, whereas ________ motivations drive people away from some object or condition.
7. In a marketing context, the term rationality implies that ________.
8. Concerning the arousal of human motives, the ________ school sees behavior as a response to a stimulus, and elements of conscious thought are ignored.
9. People are often more aware of their goals than they are of their needs.
10. Failure to achieve a goal often results in feelings of ________.
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. According to Maslow, the ________ that an individual experiences serves to motivate his or her behavior.
14. According to Maslow's hierarchy-of-needs theory, ________ motivates behavior.
15. Most human needs are fully and permanently satisfied.
16. Retailers strategically place single-serve candy at the check-out aisle because consumers have to pause there on their way out of the store and are likely to make impulse purchases of such items. This impulse purchasing behavior best fits the ________ philosophy of human motivation.
17. ________ are general classes or categories of goals that consumers see as a means to fulfill their needs.
18. According to Maslow, once a lower-level need is met, it never becomes dominant again.
19. 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.
20. A drop in blood sugar level that triggers the awareness of a hunger need constitutes ________.
21. In Maslow's hierarchy of needs, the major driving force within the individual is the lowest level of need that remains largely unsatisfied.
22. Chris jogs four days per week because he wants to feel fit and be attractive. Chris' motives have a(n) ________ direction.
23. According to Maslow's hierarchy-of-needs theory, the need for ________ refers to an individual's desire to fulfill his or her potential.
24. ________ is based on the premise that consumers are not always aware of the reasons for their actions.
25. Needs and goals change and grow in response to an individual's physical condition, environment, interactions with others, and experiences.

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