consumer behavior exam 2 UC safety questions and detailed verified answers pass guaranteed.

motivation - correct answers driving force that moves or incites consumers to act - individuals are driven to satisfy their needs, wants, and desires emotion - correct answers - affect + arousal - emotion focuses attention on emotional objects - person's affect, feelings and moods, plus arousal why are motivations and emotions linked - correct answers they are linked because consumers feel positive emotions when motivations are satisfied and negative emotions when motivations are not satisfied. - consumers also describe motivations and emotions similarly saying "i feel like eating pizza hut" or "i feel like drinking diet coke" needs - correct answers desire that arise when a consumer's actual state does not meet his or her desired state (psychological needs and physiological needs) wants - correct answers learned manifestation of needs. product specific needs or need satisfiers needs are aroused by what three routes - correct answers - physiological - emotional - cognitive need vs want - correct answers - need is a basic deficiency given a particular essential item. you need food, water, air security - want is placing certain personal criteria as to how that need must be fulfilled utilitarian need - correct answers practical in nature - consumers satisfying these needs will be more price sensitve hedonic needs - correct answers luxurious or desirable in nature - consumers seeking to satisfy hedonic needs who will justify higher prices due to infrequeny in which they would purchase a luxury item cognitive dissonance need - correct answers consumer guilt - more likely to be associated with hedonic purchases than utilitarian ones. ` motivational conflict - correct answers arises when people experience two goals that are incompatible with each other approach-approach conflict - correct answers Conflict that results from having to choose between two attractive alternatives - if the goal is to take a vacation, you might be stuck btwn two good options: beach holiday or alpine ski trip approach-avoidance conflict - correct answers occurs when a person desires something, but also seeks to avoid it at the same time - carries both positive and negative outcomes for the consumer, such as eating delicious (yet unhealthy) junk food avoidance-avoidance - correct answers occurs when a person is faced to choose btwn 2 equally undesirable choices, both of which carry negative outcomes. - spending a sunny summer weekend studyiing for an exam or getting a failing grade on that exam are both unpleasant drive theory - correct answers the belief that behavior is motivated by drives that arise from biological needs that demand satisfaction self-determination theory - correct answers - intrinsic motivation: pursuing an activity for it's own sake - extrinsic motivation: pursuing activity in order to receive a reward - people are usually more creative, hard-working, and more fulfilled and happy when they pursue intrinsic goals rather than extrinsic goals trio of needs - correct answers power: need to control other people, objects, and environment to acquire desired things affiliation: need for belongingness and friendship or to be a member of important group achievement: need to accomplish difficult tasks Attitude Function Theory - correct answers 1. The Knowledge Function 2. The Value-Expressive Function 3. The Ego-Defensive Function 4. The Adjustment Function knowledge function - correct answers - part of attitude function theory (AFT) - attitudes formed as result of a need for order, structure, or meaning ego defensive function - correct answers - part of AFT - formed to protect consumers from external threats or internal feelings value expressive function - correct answers attitudes that express consumers' central values or self-concept part of AFT conscious vs unconscious motivation - correct answers Conscious: motivations of which people are aware Unconscious: motivations of which people are not aware. must draw consumers attention by promotional efforts of marketers. ex: most people tend to regard themselves as invincible and fail to recognize the need to arrange for their death high vs low urgency - correct answers - high urgency needs