Question 1

There are a variety of need states or need forms described in the text. Characterize and discuss biogenic needs, psychogenic needs, utilitarian needs, and hedonic needs.

Accepted Answer

The answer of There are a variety of need states...

Question 2

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 3

China and Portugal are both examples of transitional economies, adapting from a controlled economy to a free-market system.

Accepted Answer

China is considered a transitional economy, moving from a controlled to a market-oriented system, but Portugal is not; it has been a market economy for many years.

Question 4

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 5

When Sean Jean cologne encourages department store sales people to give any potential customer a vial of its product, the company is attempting to boost consumer involvement by appealing to consumers' hedonic needs.

Accepted Answer

Encouraging sales people to give potential customers a vial of Sean Jean cologne is a tactic to boost consumer involvement by appealing to their desire for pleasure or sensory gratification, which is a common hedonic need.

Question 6

It is known that consumers differ in their level of involvement with a product message. Marketers use attention-getting factors to ensure that messages get through the clutter that constantly bombards the consumer's senses. Name five techniques cited in the text that can be used to enhance the consumer's motivations to process product information and increase their involvement. Be specific in your comments and descriptions of these techniques.

Accepted Answer

The answer of It is known that consumers differ in...

Question 7

A consumer who decides that she needs a pair of jeans to reach her goal of being admired by others can usually only choose one motivational direction-selecting the most expensive brand available.

Accepted Answer

The statement is not entirely true. A consumer may also choose a less expensive brand if it meets their desired level of quality and style, or may prioritize sustainability or ethical production over price. Additionally, their motivation for wanting to be admired by others may not be solely tied to the cost of the product.

Question 8

The laddering technique is useful in determining how different products and values link across cultures.

Accepted Answer

The laddering technique is a research method used to uncover how consumers link product attributes to personal values. It can be applied across cultures to understand how these links may vary in different cultural contexts.

Question 9

Compare and contrast drive theory and expectancy theory.

Accepted Answer

The answer of Compare and contrast drive theory and expectancy...

Question 10

Melissa's mother has become a socialization agent for the family since she is primarily responsible for teaching everyone how to interact with and respond to Europeans on their upcoming three-month European vacation.

Accepted Answer

The mother is teaching the family how to interact with and respond to Europeans, which is an example of socialization. Therefore, she is acting as a socialization agent for the family.

Question 11

Explain the concept of involvement and its relationship to motivation.

Accepted Answer

The answer of Explain the concept of involvement and its...

Question 12

The emic perspective encourages businesspeople to look at cultures as being more alike than different.

Accepted Answer

The emic perspective encourages businesspeople to look at cultures as being unique and different, rather than assuming that their own culture is superior. This approach recognizes and values cultural diversity, rather than trying to homogenize different cultural practices and beliefs.

Question 13

Alicia loves chocolate. She maintains that it actually makes her feel better, especially when she is depressed or having a difficult time. Alicia's motivation to eat chocolate would be best explained with an expectancy theory.

Accepted Answer

Expectancy theory focuses on the belief that effort will lead to performance and rewards, whereas Alicia's motivation is more about emotional relief, which aligns more with theories like the mood regulation hypothesis.

Question 14

Joan picked up a book in a bookstore and began to read the introduction. She was enchanted by what she read. An hour later, she was surprised to find that she had read almost half the book. Joan had just experienced a form of involvement called a flow state.

Accepted Answer

Joan's experience of being fully absorbed in reading and losing track of time is characteristic of a flow state.

Question 15

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 is a good illustration of a person choosing to meet utilitarian needs.

Accepted Answer

The statement implies that Felicia is choosing water because it meets her utilitarian needs for better skin health, which is a good example of utilitarianism - the philosophy that actions should be chosen based on their ability to maximize overall happiness or utility. Thus, it is true that Felicia is making a utilitarian choice by choosing water over soda for her skin health.

Question 16

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 be attracted to the idea of owning a new fur coat with her bonus, but may also experience guilt or discomfort associated with purchasing and wearing real animal fur. This creates a conflict between approaching the desired item and avoiding the negative consequences associated with it.

Question 17

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 appealing to the consumer's desire for individuality and uniqueness, which is a common need that companies tap into in their advertising strategies.

Question 18

Briefly describe the motivation process in terms of needs, tension, and goals.

Accepted Answer

The answer of Briefly describe the motivation process in terms...

Question 19

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 20

The means-end chain model assumes that people link very specific product attributes (indirectly) to terminal values.

Accepted Answer

The means-end

Quiz 4: Motivation and Global Values