Question 1

A degree of arousal is called a drive.

Accepted Answer

A drive is a state of arousal or tension that motivates behavior to satisfy a need or desire.

Question 2

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

Accepted Answer

Valence refers to the positive or negative value that we attach to a goal or outcome. Therefore, a goal can be either positive or negative in valence.

Question 3

Felicia knows that drinking water is much better for her skin than drinking soda.Even though the soda is tempting,her health needs speak louder and she chooses water.This example illustrates a person choosing to meet utilitarian needs.

Accepted Answer

Felicia is prioritizing her health needs over her desire for soda, which is an example of utilitarianism.

Question 4

If a consumer were to pursue products and services that seemed to alleviate loneliness,such as playing team sports,going to a bar,and/or shopping in busy malls,the consumer would be expressing a need for ________.
A) achievement
B) affiliation
C) power
D) uniqueness

Accepted Answer

The need for affiliation is a social and emotional need to feel connected and belonging to others. Pursuing activities such as team sports, going to a bar, or shopping in busy malls indicate a desire to alleviate loneliness and connect with others, indicating a need for affiliation.

Question 5

The degree to which a person is willing to expend energy to reach one goal as opposed to another reflects his or her underlying motivation to attain that goal.

Accepted Answer

The statement correctly describes how motivation influences the allocation of energy towards achieving certain goals.

Question 6

Izzy Jones just bought a classic "muscle car" and can hardly wait to cruise the streets and blow away anyone who thinks they have a faster car.Izzy is exhibiting the need for uniqueness with his behavior and purchase of the car.

Accepted Answer

Izzy is exhibiting the need for power or status, not necessarily uniqueness, as he wants to demonstrate his car's superiority over others.

Question 7

Maslow's hierarchy of needs implies that the order of needs is fixed.

Accepted Answer

Maslow's hierarchy of needs states that individuals will first satisfy their physiological needs, followed by safety needs, then belongingness and love needs, esteem needs, and finally self-actualization needs. The order of needs is fixed according to Maslow's theory.

Question 8

Rico has decided to change his lifestyle and is loading up on green vegetables in the serving line (rather than fries).He knows that the nutritional value of the fresh green vegetables will be great for his health.Rico is satisfying hedonic needs with his actions.

Accepted Answer

Rico is satisfying utilitarian needs by choosing green vegetables for their nutritional value, not hedonic needs which are related to pleasure or sensory gratification.

Question 9

According to information presented in the chapter,the implication of Maslow's hierarchy of needs is that ________.
A) one must first satisfy basic needs before moving to higher order needs
B) the need for power is one of the most fundamental needs
C) advertisers who appeal to the need for achievement before other needs are more successful
D) most needs are about equal for the average person

Accepted Answer

Maslow's hierarchy of needs states that individuals must satisfy lower-order needs before moving to higher-order needs. This means that physiological and safety needs must be met before individuals can focus on social, esteem, and self-actualization needs. Therefore, choice A is the correct answer. Choices B, C, and D are all incorrect because they do not align with Maslow's theory.

Question 10

Drive theory focuses on psychological needs that produce unpleasant states of arousal (e.g.,your feelings are hurt when someone is critical of your appearance).

Accepted Answer

Drive theory primarily focuses on how physiological needs create an aroused tension state (a drive) that motivates an organism to satisfy the need (e.g., hunger driving an individual to find food), rather than on emotional responses to social situations.

Question 11

Most current explanations of motivation focus on cognitive factors rather than biological ones to understand what drives behavior.

Accepted Answer

Most current theories of motivation, such as self-determination theory and goal-setting theory, focus on cognitive factors such as beliefs, expectations, and values, as well as social and environmental factors, to explain why people behave in certain ways. However, some theories also incorporate biological factors, such as basic physiological needs, in their explanations.

Question 12

Why are approach-approach conflicts likely to create more cognitive dissonance than approach-avoidance conflicts?
A) Approach-avoidance conflicts result when the positive alternative simply overwhelms the negative, thus no cognitive dissonance exists under the condition.
B) Approach-approach conflicts result when both alternatives are positive. The selection of one requires the rejection of another, which creates a need for a cognitive explanation of why one positive choice was not selected.
C) Approach-avoidance conflicts create inertia, thus past habits are employed without the need to resolve the cognitive inconsistencies.
D) Approach-approach conflicts are very confusing to resolve intellectually, but approach-avoidance conflicts are typically simply resolved through behavioral aspects of reinforcement learning.

Accepted Answer

Approach-approach conflicts create a need for a cognitive explanation of why one positive choice was not selected because both alternatives are positive and the selection of one requires the rejection of another. In contrast, approach-avoidance conflicts may create inertia and rely on past habits without requiring cognitive resolution.

Question 13

A want is the particular form of consumption used to restore homeostasis.

Accepted Answer

A want refers to a desired form of consumption that goes beyond basic needs and does not necessarily restore homeostasis. It is a more subjective and psychological concept, often driven by personal preferences and societal influences.

Question 14

A religious person who has taken a vow of celibacy would not necessarily agree that physiological needs must be satisfied before self-actualization needs are addressed.What does this example say about Maslow's hierarchy of needs?
A) The theory is wrong.
B) The theory is accurate for higher needs, but doesn't seem to account well for more basic needs.
C) The hierarchy is often culture-bound.
D) Psychogenic needs overwhelm biogenic needs.

Accepted Answer

Maslow's hierarchy of needs suggests that basic needs (like physiological ones) must be satisfied before higher-level needs (like self-actualization) can be addressed. The example of a celibate religious person challenges this by showing that cultural, religious, or personal values can lead individuals to prioritize higher-level needs over basic physiological ones, indicating that the hierarchy might not universally apply across different cultures or individual belief systems.

Question 15

Abraham Maslow developed the hierarchy of needs theory.

Accepted Answer

Abraham Maslow did develop the hierarchy of needs theory, which suggests that human beings have a set of basic needs that must be satisfied before they can achieve higher-level needs and pursue self-actualization.

Question 16

Motivation explains the strength of behavior,but not its direction.

Accepted Answer

Motivation explains both the strength and direction of behavior, as it not only influences how much effort a person will put into an action but also guides which actions they choose to undertake.

Question 17

In a speech at a research conference,a computer expert stated that shopping centers would become obsolete in the future.He believed that because everything could be bought online and delivered directly to the home of a customer,there would be no need for physical shopping areas in the future.A psychologist disagreed and stated that this concept of the future violated a basic human need.What need did the computer expert ignore,according to the psychologist?
A) The need for power
B) The need for uniqueness
C) The need for affiliation
D) The need for safety

Accepted Answer

The psychologist is referring to the need for affiliation, which is the human need for social interaction and connection. Shopping centers provide a physical space for people to gather and socialize, which is something that cannot be replicated through online shopping. While online shopping may provide convenience and efficiency, it does not fulfill this basic human need.

Question 18

Cachet perfume focuses on appealing to a consumer's need for uniqueness if it uses an advertisement claiming that the perfume is "as individual as you are."

Accepted Answer

The advertisement claiming that the perfume is "as individual as you are" is emphasizing the consumer's need for uniqueness.

Question 19

Susan most likely will have an approach-avoidance conflict when she considers buying a new fur coat with her Christmas bonus.

Accepted Answer

Susan will likely approach the idea of buying the fur coat because it will make her happy and keep her warm, but avoid it because of moral concerns about wearing fur. This creates a conflict between two opposing desires.

Question 20

The theory of cognitive dissonance is based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another.

Accepted Answer

The statement accurately represents the theory of cognitive dissonance, which was developed by psychologist Leon Festinger in the 1950s.

Quiz 5: Motivation and