Question 1

Which theory explains the view that one's behaviour is largely pulled by positive incentives?
A) self-interest theory
B) attribution theory
C) expectancy theory
D) involvement theory

Accepted Answer

Expectancy theory posits that individuals are motivated to act in certain ways based on the expectation that their actions will lead to positive incentives or rewards. This theory suggests that behavior is directed towards outcomes that individuals find desirable and away from those they find undesirable.

Question 2

Timothy ate just before his 11:00 a.m. class, but now he's beginning to feel hunger pangs. He goes off to buy something to eat. Which need is being fulfilled?
A) self-actualization
B) psychogenic
C) hedonic
D) utilitarian

Accepted Answer

Timothy is fulfilling a utilitarian need, which refers to a basic, functional requirement, in this case, eating to satisfy hunger.

Question 3

Georgio could not decide if it was worth trying to repair his ten-year-old VCR or get a loan to buy a new one. This is an example of an ________ conflict.
A) approach-avoidance
B) avoidance-avoidance
C) acculturation-avoidance
D) activation-approach

Accepted Answer

Georgio is facing a dilemma between two negative options: either trying to repair an old VCR, which might not be worth the effort, or getting a loan to buy a new one, which involves taking on debt. This scenario exemplifies an avoidance-avoidance conflict, where a person must choose between two undesirable outcomes.

Question 4

People are born with needs for certain elements that are necessary to maintain life: food, water, air, and shelter. These needs are called:
A) a priori needs.
B) biogenic needs.
C) psychogenic needs.
D) actualization needs.

Accepted Answer

Biogenic needs refer to the basic, life-sustaining needs that humans are born with, such as the need for food, water, air, and shelter.

Question 5

People acquire certain needs in the process of becoming a member of a culture: needs for status, power, affiliation, and so on. These needs which reflect the priorities of a culture are called:
A) a priori needs.
B) psychogenic needs.
C) pre-learned needs.
D) actualization needs.

Accepted Answer

Psychogenic needs are acquired by individuals as they become members of a culture. These needs, such as status, power, and affiliation, reflect the priorities and values of the culture they are part of.

Question 6

Billy has not eaten all morning and he impulsively eats a Mars bar, which normally he would avoid eating. Which theory would best explain his behaviour?
A) protection motivation theory
B) drive theory
C) incentive theory
D) self-affirmation theory

Accepted Answer

Drive theory best explains Billy's behavior, as it suggests that physiological needs create an aroused state that drives an individual to engage in behaviors to reduce that arousal. In this case, hunger is the physiological need driving Billy to eat the Mars bar to reduce the hunger drive.

Question 7

Ryan and Jo were talking about which car was the better buy for their daily travel to and from work. Ryan wants the status of driving a Porsche while Jo says he thinks a Honda is a more practical choice. The particular form of consumption which would satisfy their needs is a(n):
A) want.
B) desire.
C) goal.
D) actuant.

Accepted Answer

A want is a form of consumption that is shaped by an individual's personality, experiences, and social environment, reflecting personal preferences or desires for specific goods or services. In this scenario, Ryan's preference for the status associated with driving a Porsche and Jo's belief in the practicality of a Honda both represent wants, as they are specific manifestations of their broader desires for transportation tailored to their personal values and circumstances.

Question 8

Denise is shopping for a dress. She has narrowed down her final choice to two dresses, but she has a new dilemma. The black number is elegant, and she looks awesome in it, and sophisticated. She anticipates her husband Tim's reaction. The blue dress flatters her figure and it would be practical for future occasions. She wants to buy both. She is experiencing which type of motivational conflict?
A) approach-approach
B) approach-avoidance
C) avoidance-avoidance
D) hedonic-utilitarian

Accepted Answer

Denise is experiencing an approach-approach conflict because she is torn between two desirable options: the elegant black dress and the practical blue dress, both of which she wants to buy.

Question 9

Tension activates goal-oriented behaviour that attempts to reduce or eliminate the state and return to:
A) equilibrium.
B) homeostasis.
C) expectancy.
D) strength.

Accepted Answer

Tension activates goal-oriented behavior aiming to reduce or eliminate the state of tension and return to homeostasis, which is a state of physiological equilibrium or stability within an internal environment.

Question 10

At work, Olivia is highly motivated by praise from her boss and coworkers. This type of motivation is accounted for by:
A) self-interest theory.
B) attribution theory.
C) expectancy theory.
D) drive theory.

Accepted Answer

Expectancy theory posits that individuals are motivated to act in ways that they believe will lead to desired outcomes, such as receiving praise. Olivia's motivation by praise aligns with this theory, as she likely believes that her efforts at work will lead to the positive outcome of receiving praise from her boss and coworkers.

Question 11

A want is:
A) determined by its strength.
B) instinctive or inborn.
C) an ideal comparison point for the consumer's actual purchase decisions.
D) the particular way in which a need is satisfied, usually determined by a person's culture and experiences.

Accepted Answer

A want is the specific desire for products or services that satisfy the underlying need, influenced by a person's culture, upbringing, and personal experiences. Unlike needs, which are basic and universal, wants are shaped by individual factors.

Question 12

Xavier developed a headache because he had skipped breakfast, but it went away after he ate lunch. He had reached a state of:
A) biogenesis.
B) psychogenics.
C) equilibrium.
D) homeostasis.

Accepted Answer

Homeostasis refers to the body's ability to maintain a stable internal environment despite changes in external conditions. Xavier's headache due to skipping breakfast represents a disturbance in his body's equilibrium, which was restored after he ate, thus achieving homeostasis.

Question 13

A goal has ________, which means it can be positive or negative.
A) valence
B) utility
C) ranking
D) voltage

Accepted Answer

Valence refers to the intrinsic attractiveness (positive valence) or aversiveness (negative valence) of an event, object, or situation. In the context of a goal, valence describes whether the goal is perceived as something desirable (positive) or undesirable (negative).

Question 14

Denise loves ice cream but feels it is a "guilty pleasure" because it contains a large amount of fat and calories. She is not sure whether to indulge as she is trying to eat right. This purchase situation is typical of which type of motivational conflict?
A) approach-approach
B) approach-avoidance
C) avoidance-avoidance
D) hedonic-utilitarian

Accepted Answer

Approach-avoidance conflict occurs when a single activity or goal has both positive and negative aspects that make the person feel conflicted about pursuing it. In this case, Denise is attracted to the ice cream (approach) because she loves it, but she also wants to avoid it due to its high fat and calorie content.

Question 15

When Toyota developed the Prius, it focused on offering customers all of the positive benefits of their current models such as reliability and a good price, but it also was able to reduce consumer concerns about a car's negative impact on the environment. In other words, the marketing managers were able to resolve a(n) ________ conflict.
A) approach-approach
B) approach-avoidance
C) avoidance-avoidance
D) hedonic-utilitarian

Accepted Answer

The Prius resolved an approach-avoidance conflict by offering the positive benefits of reliability and good price (approach) while reducing concerns about environmental impact (avoidance).

Question 16

Two terms often used to describe motivation are:
A) its strength and its duration.
B) its strength and its direction.
C) its magnitude and its force.
D) its magnitude and its feeling.

Accepted Answer

Motivation is often described in terms of its strength, which refers to the intensity of the motivation, and its direction, which indicates the particular goal or outcome toward which the motivation is aimed.

Question 17

Katrina had a difficult choice to make. The Honda Civic and Mazda 3 cars were almost identical in terms of features and styling, but the Mazda 3 was priced $400 less. She decided to buy the Mazda, but the next day read a Consumer Reports article that said the Mazda resale value would be $800 less than the Honda after 3 years. In terms of conflict, what was Katrina most likely facing?
A) approach-avoidance
B) cognitive dissonance
C) caveat emptor
D) avoidance-avoidance

Accepted Answer

Katrina was most likely facing cognitive dissonance, which occurs when a person experiences discomfort from holding two or more conflicting beliefs, ideas, or values. In this case, her decision to buy the Mazda because it was cheaper conflicts with the new information about its lower resale value, causing her to question her decision.

Question 18

Jasmine bought a new Linda Lundstrom coat for both style and warmth. Based on this information, which of the following statements is correct?
A) By purchasing the coat, Jasmine was only satisfying her utilitarian needs.
B) By purchasing the coat, Jasmine was only satisfying her hedonic needs.
C) By purchasing the coat, Jasmine was satisfying her utilitarian and hedonic needs.
D) By purchasing the coat, Jasmine was not satisfying any needs because people cannot satisfy needs, only wants.

Accepted Answer

Jasmine bought the coat for both style (hedonic needs) and warmth (utilitarian needs), indicating she was satisfying both types of needs.

Question 19

When there is a gap between a consumer's present state and some ideal state, this gap creates tension. The magnitude of this tension determines the urgency the consumer feels to reduce the tension. This degree of arousal is:
A) motivation.
B) discomfort.
C) cognitive dissonance.
D) drive.

Accepted Answer

The degree of arousal that results from the gap between the current state and the ideal state is referred to as a "drive." This drive motivates the consumer to take action to reduce the tension.

Question 20

Satisfaction of ________ needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.
A) utilitarian
B) totalitarian
C) hedonic
D) subjective

Accepted Answer

Hedonic needs are related to the sensory pleasure and emotional responses, often driven by fantasy and imagination, rather than practical or functional needs.

Quiz 4: Motivation and Affect

Which theory explains the view that one's behaviour is largely pulled by positive incentives?

Timothy ate just before his 11:00 a.m. class, but now he's beginning to feel hunger pangs. He goes off to buy something to eat. Which need is being fulfilled?

Georgio could not decide if it was worth trying to repair his ten-year-old VCR or get a loan to buy a new one. This is an example of an ________ conflict.

People are born with needs for certain elements that are necessary to maintain life: food, water, air, and shelter. These needs are called:

People acquire certain needs in the process of becoming a member of a culture: needs for status, power, affiliation, and so on. These needs which reflect the priorities of a culture are called:

Billy has not eaten all morning and he impulsively eats a Mars bar, which normally he would avoid eating. Which theory would best explain his behaviour?

Ryan and Jo were talking about which car was the better buy for their daily travel to and from work. Ryan wants the status of driving a Porsche while Jo says he thinks a Honda is a more practical choice. The particular form of consumption which would satisfy their needs is a(n) :

Tension activates goal-oriented behaviour that attempts to reduce or eliminate the state and return to:

At work, Olivia is highly motivated by praise from her boss and coworkers. This type of motivation is accounted for by:

A want is:

Xavier developed a headache because he had skipped breakfast, but it went away after he ate lunch. He had reached a state of:

A goal has ________, which means it can be positive or negative.

Denise loves ice cream but feels it is a "guilty pleasure" because it contains a large amount of fat and calories. She is not sure whether to indulge as she is trying to eat right. This purchase situation is typical of which type of motivational conflict?

Two terms often used to describe motivation are:

Jasmine bought a new Linda Lundstrom coat for both style and warmth. Based on this information, which of the following statements is correct?

When there is a gap between a consumer's present state and some ideal state, this gap creates tension. The magnitude of this tension determines the urgency the consumer feels to reduce the tension. This degree of arousal is:

Satisfaction of ________ needs is often subjective and experiential in nature; the satisfaction may be motivated by fantasy and imagination.