Chapter 2—Motivation, Ability, and Opportunity
1. ____ influence how much effort consumers put into searching for information, how they make
choices, how they form attitudes, and what they remember.
a. Motivation, ability, and opportunity
b. Motivation and persistence
c. Ability and persistence
d. Risk and persistence
e. Risk, ability, and persistence
ANS: A PTS: 1 REF: p. 44
2. ____ is an inner force that denotes energy to achieve a goal.
a. Retrieval
b. Motivation
c. Ability
d. Opportunity
e. Persistence
ANS: B PTS: 1 REF: p. 44
3. Ben spent a lot of time deciding on a tablet. He searched all of the technology consumer blogs. In
purchasing a tablet, Ben can be considered
a. risk averse.
b. a decision avoider.
c. opportunistic.
d. able.
e. motivated.
ANS: E PTS: 1 REF: p. 45
4. Chris wants to buy a new car. He saw a commercial for a Smart car and has decided that he would
like to test-drive a Smart car. He is probably motivated by the commercial because the information
was
a. personally relevant.
b. presented in a humorous way.
c. risky.
d. moderately inconsistent with his prior attitudes about Honda.
e. based on knowledge and experience.
ANS: A PTS: 1 REF: p. 45
5. Outcomes of high MAO include goal-relevant behavior, high-effort information processing and
decision making, and
a. high process clutter.
b. felt involvement.
c. complex reactions.
d. disposition.
e. perceived risk.
ANS: B PTS: 1 REF: p. 47
,6. If you are motivated to make the right choice in buying a car, you might do all of the following
except
a. spend a lot of time and energy comparing the brands.
b. try to understand just what certain attributes mean.
c. imagine how you would look driving them.
d. choose the first car you see on the lot.
e. actively try to remember the details of the information.
ANS: D PTS: 1 REF: p. 47
7. Shelly did not take much time to make a decision about her toothpaste. She looked to see if either of
the two brands she regularly bought was on sale and then tossed the cheaper one into her shopping
cart. Shelly's ____ in choosing toothpaste.
a. ability is low
b. risks are high
c. motivation is high
d. opportunity is low
e. motivation is low
ANS: E PTS: 1 REF: p. 47
8. Motivation in purchasing common grocery products
a. is always high.
b. is often low.
c. is high for frequently purchased items, but low for durables.
d. is low for coupon users, but high for others.
e. is always high in Western Europe and the United States, but is low elsewhere.
ANS: B PTS: 1 REF: p. 47
9. Tara sees an ad for quick weight loss. She has been thinking about losing some weight before her
cousin's birthday party. Some research indicates that she may want to believe the ad because she
wants it to be true, so she convinces herself that the product will work. This type of information
processing is called
a. motivated reasoning.
b. felt involvement.
c. image-based reasoning.
d. enduring involvement.
e. fad reasoning.
ANS: A PTS: 1 REF: p. 47
10. ____ is the psychological experience of the motivated consumer that includes psychological states
such as interest, excitement, anxiety, passion, and engagement.
a. SEVA
b. External positive agitation
c. Felt involvement
d. Emotional processing mode
e. Active agitational processing
ANS: C PTS: 1 REF: p. 47
, 11. Jonathan loves Turtle Car Wax. He uses it on his vehicles and when someone notices his car he
always engages in a conversation about his favorite car wax. Jonathan has what is known as a(n)
____ with Turtle Car Wax.
a. social involvement
b. model involvement
c. felt involvement
d. socialized involvement
e. outcome involvement
ANS: C PTS: 1 REF: p. 47
12. Cindy has had an interest in Barbie dolls since she was 7 years old. She continues to collect Barbie
dolls and attends trade shows with other Barbie doll enthusiasts. Cindy has what is known as a(n)
____ in Barbie dolls.
a. internal motivation
b. situational involvement
c. felt involvement
d. enduring involvement
e. processing motivation
ANS: D PTS: 1 REF: p. 47
13. Alan had an interest in baby toys. It started while his wife was pregnant and lasted until their
daughter was about 2 years old. This is known as
a. internal motivation.
b. processing motivation.
c. felt involvement.
d. enduring involvement.
e. situational involvement.
ANS: E PTS: 1 REF: p. 48
14. Before buying a PC, Nathan read computer magazines daily and knew all of the different types of
components. This is best thought of as an example of
a. cognitive involvement.
b. felt motivation.
c. cognitive agitation.
d. affective elaboration.
e. elaborative cognition.
ANS: A PTS: 1 REF: p. 48
15. Kimberly was really excited and happy about her purchase of a Rainbow Vacuum Cleaner. She
couldn't wait until her husband came home to see the living room carpet and show him the dirt she
was able to extract from the carpet. Kimberly felt so proud of her purchase because it represented
her ability to take care of her family. This is best thought of as an example of
a. cognitive involvement.
b. affective involvement.
c. cognitive agitation.
d. affective elaboration.
e. elaborative cognition.
ANS: B PTS: 1 REF: p. 48
1. ____ influence how much effort consumers put into searching for information, how they make
choices, how they form attitudes, and what they remember.
a. Motivation, ability, and opportunity
b. Motivation and persistence
c. Ability and persistence
d. Risk and persistence
e. Risk, ability, and persistence
ANS: A PTS: 1 REF: p. 44
2. ____ is an inner force that denotes energy to achieve a goal.
a. Retrieval
b. Motivation
c. Ability
d. Opportunity
e. Persistence
ANS: B PTS: 1 REF: p. 44
3. Ben spent a lot of time deciding on a tablet. He searched all of the technology consumer blogs. In
purchasing a tablet, Ben can be considered
a. risk averse.
b. a decision avoider.
c. opportunistic.
d. able.
e. motivated.
ANS: E PTS: 1 REF: p. 45
4. Chris wants to buy a new car. He saw a commercial for a Smart car and has decided that he would
like to test-drive a Smart car. He is probably motivated by the commercial because the information
was
a. personally relevant.
b. presented in a humorous way.
c. risky.
d. moderately inconsistent with his prior attitudes about Honda.
e. based on knowledge and experience.
ANS: A PTS: 1 REF: p. 45
5. Outcomes of high MAO include goal-relevant behavior, high-effort information processing and
decision making, and
a. high process clutter.
b. felt involvement.
c. complex reactions.
d. disposition.
e. perceived risk.
ANS: B PTS: 1 REF: p. 47
,6. If you are motivated to make the right choice in buying a car, you might do all of the following
except
a. spend a lot of time and energy comparing the brands.
b. try to understand just what certain attributes mean.
c. imagine how you would look driving them.
d. choose the first car you see on the lot.
e. actively try to remember the details of the information.
ANS: D PTS: 1 REF: p. 47
7. Shelly did not take much time to make a decision about her toothpaste. She looked to see if either of
the two brands she regularly bought was on sale and then tossed the cheaper one into her shopping
cart. Shelly's ____ in choosing toothpaste.
a. ability is low
b. risks are high
c. motivation is high
d. opportunity is low
e. motivation is low
ANS: E PTS: 1 REF: p. 47
8. Motivation in purchasing common grocery products
a. is always high.
b. is often low.
c. is high for frequently purchased items, but low for durables.
d. is low for coupon users, but high for others.
e. is always high in Western Europe and the United States, but is low elsewhere.
ANS: B PTS: 1 REF: p. 47
9. Tara sees an ad for quick weight loss. She has been thinking about losing some weight before her
cousin's birthday party. Some research indicates that she may want to believe the ad because she
wants it to be true, so she convinces herself that the product will work. This type of information
processing is called
a. motivated reasoning.
b. felt involvement.
c. image-based reasoning.
d. enduring involvement.
e. fad reasoning.
ANS: A PTS: 1 REF: p. 47
10. ____ is the psychological experience of the motivated consumer that includes psychological states
such as interest, excitement, anxiety, passion, and engagement.
a. SEVA
b. External positive agitation
c. Felt involvement
d. Emotional processing mode
e. Active agitational processing
ANS: C PTS: 1 REF: p. 47
, 11. Jonathan loves Turtle Car Wax. He uses it on his vehicles and when someone notices his car he
always engages in a conversation about his favorite car wax. Jonathan has what is known as a(n)
____ with Turtle Car Wax.
a. social involvement
b. model involvement
c. felt involvement
d. socialized involvement
e. outcome involvement
ANS: C PTS: 1 REF: p. 47
12. Cindy has had an interest in Barbie dolls since she was 7 years old. She continues to collect Barbie
dolls and attends trade shows with other Barbie doll enthusiasts. Cindy has what is known as a(n)
____ in Barbie dolls.
a. internal motivation
b. situational involvement
c. felt involvement
d. enduring involvement
e. processing motivation
ANS: D PTS: 1 REF: p. 47
13. Alan had an interest in baby toys. It started while his wife was pregnant and lasted until their
daughter was about 2 years old. This is known as
a. internal motivation.
b. processing motivation.
c. felt involvement.
d. enduring involvement.
e. situational involvement.
ANS: E PTS: 1 REF: p. 48
14. Before buying a PC, Nathan read computer magazines daily and knew all of the different types of
components. This is best thought of as an example of
a. cognitive involvement.
b. felt motivation.
c. cognitive agitation.
d. affective elaboration.
e. elaborative cognition.
ANS: A PTS: 1 REF: p. 48
15. Kimberly was really excited and happy about her purchase of a Rainbow Vacuum Cleaner. She
couldn't wait until her husband came home to see the living room carpet and show him the dirt she
was able to extract from the carpet. Kimberly felt so proud of her purchase because it represented
her ability to take care of her family. This is best thought of as an example of
a. cognitive involvement.
b. affective involvement.
c. cognitive agitation.
d. affective elaboration.
e. elaborative cognition.
ANS: B PTS: 1 REF: p. 48
