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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. According to Maslow, once a lower-level need is met, it never becomes dominant again.
2. Most human needs are fully and permanently satisfied.
3. Savings accounts, insurance policies, and education are all means by which individuals satisfy the need for ________.
4. Concerning the arousal of human motives, the ________ school sees behavior as a response to a stimulus, and elements of conscious thought are ignored.
5. People with a(n) ________ are interested in their growth and development, have more hopes and aspirations, and favor the presence of positive outcomes.
6. Self-esteem, prestige, affection, power, and learning are examples of ________.
7. 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 ________.
8. According to Maslow, individuals seek to satisfy higher-level needs before lower-level needs emerge.
9. Egoistic needs can take either an inward or an outward orientation, or both. Inwardly directed ego needs reflect an individual's need for ________.
10. People are often more aware of their goals than they are of their needs.
11. A negative goal is one from which behavior is directed away, and is often referred to as a(n) ________.
12. Chris jogs four days per week because he wants to feel fit and be attractive. Chris' motives have a(n) ________ direction.
13. 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) ________.
14. The key to a company's survival, profitability and growth in a highly competitive marketplace is to ________.
15. According to Maslow's hierarchy of needs, protection, order, and stability are examples of ________.
16. The achievement need suggests that behavior is strongly influenced by the desire for friendship, acceptance, and belonging.
17. ________ motivations drive people toward some object or condition, whereas ________ motivations drive people away from some object or condition.
18. The psychoanalyst that adapted Freud's psychoanalytical techniques to study consumer buying habits was ________.
19. Needs that we learn in response to our culture or environment are called ________ needs.
20. The key to positioning is to find ________.
21. People with a high ________ tend to be more self-confident, enjoy taking calculated risks, actively research their environments, and value feedback.
22. In Maslow's hierarchy of needs, the major driving force within the individual is the lowest level of need that remains largely unsatisfied.
23. A shopper attending a bargain sale may fight over merchandise and even rip a garment that another shopper will not relinquish rather than allow the other person to have it. This is known as ________.
24. A positive goal is one toward which behavior is directed, and is often referred to as an ________.
25. According to Maslow's hierarchy-of-needs theory, ________ motivates behavior.

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