TEST BANK
TEST BANK
,Consumer Behavior 7th Edition Hoyer Test Bank
Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
1. Willingness to engage in a goal-relevant activity is an outcome of motivation.
a. True
b. False
ANSWER: True
2. A person is extremely prone to motivated reasoning when his or her self-esteem is at stake.
a. True
b. False
ANSWER: True
3. Situational involvement is a long-term interest in an offering, activity, or decision.
a. True
b. False
ANSWER: False
4. When a consumer watches a funny movie and experiences intense emotions, he or she is exhibiting strong cognitive
involvement.
a. True
b. False
ANSWER: False
5. Self-concept is the abstract, enduring belief about what is right/wrong, important, or good/bad.
a. True
b. False
ANSWER: False
6. Voters are more likely to be motivated to support a politician who expresses their values.
a. True
b. False
ANSWER: True
7. A need is an external state of tension experienced as a similarity between the current state and a desired state.
a. True
b. False
ANSWER: False
8. Self-actualization is the need for prestige, success, accomplishment, and self-esteem.
a. True
b. False
ANSWER: False
9. According to Maslow, people generally fulfill higher-order needs before they fulfill lower-order needs.
a. True
b. False
ANSWER: False
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,Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
10. Fulfilling social needs requires the presence or actions of other people.
a. True
b. False
ANSWER: True
11. Independent of educational level and income, people high in financial literacy have higher debt rates and lower
savings.
a. True
b. False
ANSWER: False
12. Physical capabilities can affect how, when, where, and whether consumers make decisions and take actions.
a. True
b. False
ANSWER: True
13. Consumers find nontechnical and qualitative data more difficult to handle than technical or quantitative information.
a. True
b. False
ANSWER: False
14. When consumers encounter a lot of information about a product, those who are promotion-focused will have lower
brand evaluations.
a. True
b. False
ANSWER: False
15. Marketers can increase the likelihood of information processing by presenting messages at a time of day when
consumers are most likely to be distracted.
a. True
b. False
ANSWER: False
16. _____ is defined as "an inner state of activation," with the activated energy directed to achieving a goal.
a. Motivation
b. Persistence
c. Ability
d. Endurance
e. Revival
ANSWER: a
17. Ben wants to purchase a new tablet. He spends a lot of time researching the latest features available on different
brands of tablets. He extensively reads most of the technology consumer blogs. In this scenario, Ben has created a
willingness to expend time and energy on preparations to purchase the target, making him a(n) _____ consumer.
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, Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
a. risk-taking
b. strategic
c. opportunistic
d. self-centered
e. motivated
ANSWER: e
18. Tara has been thinking about losing some weight before her cousin's wedding and comes across an ad for a quick
method for weight loss. She wants to believe the service advertised and is convinced that it will help her lose weight. This
type of information processing is called:
a. motivated reasoning.
b. felt involvement.
c. image-based reasoning.
d. enduring involvement.
e. simulated thinking.
ANSWER: a
19. Which of the following statements is true when consumers are highly motivated to achieve a goal?
a. They tend to evaluate information less critically.
b. They devote little effort to processing information.
c. They attempt to understand goal-relevant information.
d. They use decision-making shortcuts.
e. They put little effort in decision-making.
ANSWER: c
20. Shelly went to buy toothpaste at a nearby store. She quickly checked whether either of the two brands she regularly
bought was on sale, and she chose the cheaper one. Shelly's _____ in choosing the toothpaste.
a. ability is low
b. risks are high
c. enthusiasm is high
d. opportunity is low
e. motivation is low
ANSWER: e
21. Consumers tend to use decision-making shortcuts when they:
a. devote extra effort to process an information.
b. are opportunistic.
c. are less motivated.
d. evaluate information critically.
e. comprehend goal-relevant information.
ANSWER: c
22. Ron regularly consumes pain killers even if he feels the slightest of body aches. Although Ron has been warned
several times by his well-wishers that heavy consumption of pain-reducing medicines could harm his kidneys, he still
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TEST BANK
,Consumer Behavior 7th Edition Hoyer Test Bank
Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
1. Willingness to engage in a goal-relevant activity is an outcome of motivation.
a. True
b. False
ANSWER: True
2. A person is extremely prone to motivated reasoning when his or her self-esteem is at stake.
a. True
b. False
ANSWER: True
3. Situational involvement is a long-term interest in an offering, activity, or decision.
a. True
b. False
ANSWER: False
4. When a consumer watches a funny movie and experiences intense emotions, he or she is exhibiting strong cognitive
involvement.
a. True
b. False
ANSWER: False
5. Self-concept is the abstract, enduring belief about what is right/wrong, important, or good/bad.
a. True
b. False
ANSWER: False
6. Voters are more likely to be motivated to support a politician who expresses their values.
a. True
b. False
ANSWER: True
7. A need is an external state of tension experienced as a similarity between the current state and a desired state.
a. True
b. False
ANSWER: False
8. Self-actualization is the need for prestige, success, accomplishment, and self-esteem.
a. True
b. False
ANSWER: False
9. According to Maslow, people generally fulfill higher-order needs before they fulfill lower-order needs.
a. True
b. False
ANSWER: False
Copyright Cengage Learning. Powered by Cognero. Page 1
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,Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
10. Fulfilling social needs requires the presence or actions of other people.
a. True
b. False
ANSWER: True
11. Independent of educational level and income, people high in financial literacy have higher debt rates and lower
savings.
a. True
b. False
ANSWER: False
12. Physical capabilities can affect how, when, where, and whether consumers make decisions and take actions.
a. True
b. False
ANSWER: True
13. Consumers find nontechnical and qualitative data more difficult to handle than technical or quantitative information.
a. True
b. False
ANSWER: False
14. When consumers encounter a lot of information about a product, those who are promotion-focused will have lower
brand evaluations.
a. True
b. False
ANSWER: False
15. Marketers can increase the likelihood of information processing by presenting messages at a time of day when
consumers are most likely to be distracted.
a. True
b. False
ANSWER: False
16. _____ is defined as "an inner state of activation," with the activated energy directed to achieving a goal.
a. Motivation
b. Persistence
c. Ability
d. Endurance
e. Revival
ANSWER: a
17. Ben wants to purchase a new tablet. He spends a lot of time researching the latest features available on different
brands of tablets. He extensively reads most of the technology consumer blogs. In this scenario, Ben has created a
willingness to expend time and energy on preparations to purchase the target, making him a(n) _____ consumer.
Copyright Cengage Learning. Powered by Cognero. Page 2
, Name: Class: Date:
Chapter 02—Motivation, Ability, and Opportunity
a. risk-taking
b. strategic
c. opportunistic
d. self-centered
e. motivated
ANSWER: e
18. Tara has been thinking about losing some weight before her cousin's wedding and comes across an ad for a quick
method for weight loss. She wants to believe the service advertised and is convinced that it will help her lose weight. This
type of information processing is called:
a. motivated reasoning.
b. felt involvement.
c. image-based reasoning.
d. enduring involvement.
e. simulated thinking.
ANSWER: a
19. Which of the following statements is true when consumers are highly motivated to achieve a goal?
a. They tend to evaluate information less critically.
b. They devote little effort to processing information.
c. They attempt to understand goal-relevant information.
d. They use decision-making shortcuts.
e. They put little effort in decision-making.
ANSWER: c
20. Shelly went to buy toothpaste at a nearby store. She quickly checked whether either of the two brands she regularly
bought was on sale, and she chose the cheaper one. Shelly's _____ in choosing the toothpaste.
a. ability is low
b. risks are high
c. enthusiasm is high
d. opportunity is low
e. motivation is low
ANSWER: e
21. Consumers tend to use decision-making shortcuts when they:
a. devote extra effort to process an information.
b. are opportunistic.
c. are less motivated.
d. evaluate information critically.
e. comprehend goal-relevant information.
ANSWER: c
22. Ron regularly consumes pain killers even if he feels the slightest of body aches. Although Ron has been warned
several times by his well-wishers that heavy consumption of pain-reducing medicines could harm his kidneys, he still
Copyright Cengage Learning. Powered by Cognero. Page 3
