Question 1

What do we mean when we say "a goal has valence"?

Accepted Answer

The answer of What do we mean when we say...

Question 2

The anticipation of achieving desirable outcomes "drives" us and is the major tenet of drive theory.

Accepted Answer

Drive theory primarily focuses on how physiological needs create an aroused tension state (a drive) that motivates an organism to satisfy those needs, rather than the anticipation of achieving desirable outcomes.

Question 3

What is an approach-avoidance conflict? Provide an example of this.

Accepted Answer

The answer of What is an approach-avoidance conflict? Provide an...

Question 4

Consumers may seek products that emphasize objective tangible attributes to satisfy certain utilitarian needs.

Accepted Answer

Consumers often seek products with specific, tangible attributes (like durability, functionality, or price) to satisfy practical and utilitarian needs, such as the need for efficiency, effectiveness, or value in their purchases.

Question 5

As the marketing manager for Dodge Durango (a large sport utility vehicle), you have been asked to identify what types of "motivational conflict" might arise on the part of consumers considering purchasing a Dodge Durango vehicle. Identify and explain the three possible motivational conflicts that might arise in this context. Explain how you might resolve each conflict as the marketing manager.

Accepted Answer

The answer of As the marketing manager for Dodge Durango...

Question 6

A drive is the same thing as a goal.

Accepted Answer

A drive is an internal state that motivates an individual to fulfill a need, often physiological or psychological, while a goal is an external objective or outcome that a person aims to achieve.

Question 7

List and define the three types of motivational conflicts.

Accepted Answer

The answer of List and define the three types of...

Question 8

The placebo effect vividly demonstrates the role that expectations play on our feelings, thoughts, and behaviours.

Accepted Answer

The placebo effect occurs when individuals experience a change in their symptoms due to their belief in the effectiveness of a treatment, rather than the treatment itself, highlighting how expectations can influence our psychological and physiological responses.

Question 9

Emily has narrowed down her search to two prom dresses. Each of the dresses is unique and has desirable qualities, but she can only choose one of the dresses. Describe the type of motivational conflict she is likely experiencing.

Accepted Answer

The answer of Emily has narrowed down her search to...

Question 10

The valence of a goal is only negative when a person experiences an approach-avoidance conflict.

Accepted Answer

Valence of a goal can be positive or negative depending on whether a person is attracted to or repelled by an outcome, not solely during approach-avoidance conflicts. Approach-avoidance conflict is just one scenario where negative valence might be observed.

Question 11

Yuri purchased a bike to cycle to work. He was satisfying his utilitarian needs.

Accepted Answer

Utilitarian needs refer to the basic, practical needs for everyday use, and purchasing a bike for commuting to work satisfies a practical, functional requirement.

Question 12

Explain expectancy theory.

Accepted Answer

The answer of Explain expectancy theory....

Question 13

Discuss the importance of the theory of cognitive dissonance to a firm in regards to sales revenue.

Accepted Answer

The answer of Discuss the importance of the theory of...

Question 14

Ethan wants to purchase a car that is sporty, but he is worried about its impact on the environment. What type of motivational conflict is he likely experiencing?

Accepted Answer

The answer of Ethan wants to purchase a car that...

Question 15

Caitlyn and her husband are deciding if they should renovate their current house (which would be very disruptive to their lifestyle) or purchase a new one (which would be very expensive). Explain which type of motivational conflict this is.

Accepted Answer

The answer of Caitlyn and her husband are deciding if...

Question 16

The theory of cognitive dissonance is based upon the premise that individuals crave variety in their actions and their values.

Accepted Answer

The theory of cognitive dissonance is based on the premise that individuals experience discomfort when their beliefs, values, or actions are inconsistent or contradictory, leading them to seek consistency.

Question 17

Alan feels like he is starving; he caves and eats a chocolate bar. Which theory would account for the way in which he fulfilled his need and why?

Accepted Answer

The answer of Alan feels like he is starving; he...

Question 18

What is the relationship between a drive, a need, and a want? Use an example.

Accepted Answer

The answer of What is the relationship between a drive,...

Question 19

The ability of some people to delay a need gratification-or even increase a drive-is unexplained by drive theory.

Accepted Answer

Drive theory primarily explains behavior as responses to biological needs and the reduction of drives, and does not adequately account for behaviors where individuals delay gratification or increase a drive, such as in cases of self-imposed challenges or deferred rewards.

Question 20

What is an approach-approach conflict? Provide an example of this.

Accepted Answer

The answer of What is an approach-approach conflict? Provide an...

Quiz 4: Motivation and Affect