While looking for at high-performance SUVs, Bill tells the salesperson, "I want something big and powerful to keep me safe." But from experience, the salesperson knows this really means, "This guy is looking to project a sense of bravado and show off how much money he makes to impress his neighbors." In terms of motivational research, Bill's statement represents his ________ motives while the salesperson's interpretation of Bill's statement represents Bill's ________ motives.

Question

Quizplus · Accepted Answer

Bill's statement represents his manifest motives, which are the reasons he openly expresses. The salesperson's interpretation represents Bill's latent motives, which are the underlying, unspoken reasons for his behavior.

While Looking for at High-Performance SUVs, Bill Tells the Salesperson