TEST BANK FOR CONSUMER
BEHAVIOR 12TH EDITION BY LEON
SCHIFFMAN 2026 COMPLETE EXAM
QUESTIONS SOLUTIONS GRADED A+
◉ What are the four premises of Maslow's hierarchy of needs?
Answer: 1) All humans acquire a similar set of motives. 2) More basic
motives must be satisfied before others are activated. 3) As basic
motives are satisfied, more advanced motives come into play.
◉ What are the five categories of needs in Maslow's hierarchy?
Answer: Physiological, Safety, Belongingness, Esteem, Self-
actualization.
◉ What is the purpose of McGuire's psychological motives framework?
Answer: To understand why consumers are motivated.
◉ What are the four key dimensions along which McGuire classifies
motives?
Answer: Cognitive vs. affective, Preservation vs. growth, Internal vs.
external, Active vs. passive.
◉ What is cognitive dissonance?
Answer: An uncomfortable state that arises when the need for
consistency is violated.
, ◉ What is the need for attribution?
Answer: The human motivation to explain causes; it assumes a deeper
human drive to seek meaning.
◉ What are cognitive preservation motives?
Answer: Motives focused on stability through thinking, such as the need
for consistency and categorization.
◉ What are affective growth motives?
Answer: Motives related to emotional expression and enhancement,
including needs for assertion and affiliation.
◉ What is the definition of personality?
Answer: An individual's characteristic response tendencies across
similar situations.
◉ What is trait theory?
Answer: A theory proposing that personality is made up of enduring
traits that influence behavior across time and contexts.
◉ What are the Big Five personality traits?
Answer: 1) Openness to Experience, 2) Conscientiousness, 3)
Extraversion, 4) Agreeableness, 5) Neuroticism.
BEHAVIOR 12TH EDITION BY LEON
SCHIFFMAN 2026 COMPLETE EXAM
QUESTIONS SOLUTIONS GRADED A+
◉ What are the four premises of Maslow's hierarchy of needs?
Answer: 1) All humans acquire a similar set of motives. 2) More basic
motives must be satisfied before others are activated. 3) As basic
motives are satisfied, more advanced motives come into play.
◉ What are the five categories of needs in Maslow's hierarchy?
Answer: Physiological, Safety, Belongingness, Esteem, Self-
actualization.
◉ What is the purpose of McGuire's psychological motives framework?
Answer: To understand why consumers are motivated.
◉ What are the four key dimensions along which McGuire classifies
motives?
Answer: Cognitive vs. affective, Preservation vs. growth, Internal vs.
external, Active vs. passive.
◉ What is cognitive dissonance?
Answer: An uncomfortable state that arises when the need for
consistency is violated.
, ◉ What is the need for attribution?
Answer: The human motivation to explain causes; it assumes a deeper
human drive to seek meaning.
◉ What are cognitive preservation motives?
Answer: Motives focused on stability through thinking, such as the need
for consistency and categorization.
◉ What are affective growth motives?
Answer: Motives related to emotional expression and enhancement,
including needs for assertion and affiliation.
◉ What is the definition of personality?
Answer: An individual's characteristic response tendencies across
similar situations.
◉ What is trait theory?
Answer: A theory proposing that personality is made up of enduring
traits that influence behavior across time and contexts.
◉ What are the Big Five personality traits?
Answer: 1) Openness to Experience, 2) Conscientiousness, 3)
Extraversion, 4) Agreeableness, 5) Neuroticism.
