Questions:
1. Motivations are the inner reasons or driving forces behind human actions as consumers are driven to address real needs.
2. Human motivations are oriented toward two key groups of behavior: steady-state and self-improvement.
3. Homeostasis refers to the fact that the body naturally reacts in a way so as to maintain a constant, normal bloodstream.
4. Self-improvement motivations drive behaviors aimed at changing one's current state to a level that is more ideal.
5. Maslow's hierarchy of needs describes consumers as addressing an infinite set of prioritized needs.
6. In Maslow's hierarchy of needs, safety and security needs are basic needs for survival such as food and drink.
7. Esteem needs are needs for personal fulfillment.
8. Utilitarian motivation is a desire to acquire products that can be used to accomplish things.
9. Secondary motivation involves a desire to experience something personally gratifying.
10. Drinking soft drinks because one really likes the taste is driven by hedonic motivations.
11. Going to a trendy, new restaurant is most likely driven by hedonic motivations.
12. Consumer involvement represents the degree of personal relevance a consumer finds in pursuing value from a given consumption act.
13. An intervening variable is one that changes the nature of a relationship between two other variables.
14. Product involvement means that some product is expensive and presents high potential risk for consumers.
15. Cleaning products and personal hygiene products like toothpaste and soap are best described as low involvement products.
16. Consumers with very high involvement in some product category are called market mavens.
17. Shopping involvement represents the personal relevance of shopping activities.
18. Situational involvement often comes about when consumers are shopping for something with relatively low involvement but a relatively
high price.
19. Hal is a computer enthusiast who reads magazines, has several computers, and fixes computers for his friends and family. It can be said
that Hal is exhibiting situational involvement.
20. Emotions are reactions to a consumer's appraisal of a situation.
21. Emotions create visceral responses, meaning that certain feeling states are tied to behavior in a very direct way.
22. Equity theory represents a school of thought describing how specific types of thoughts can serve as a basis for specific emotions.
23. Outcomes appraisal focuses on the future and can elicit emotions like hopefulness or anxiety.
24. Agency appraisals review responsibility for events and can evoke gratefulness, frustration or sadness.
25. Assessment appraisals consider how fair some event is and can evoke emotions like warmth or anger.
26. Mood is a transient and general cognitive state.
27. Mood-congruent judgments are evaluations in which the value of a target is influenced in a consistent way by one's mood.
28. In consumer behavior, consumer mood represents feelings a consumer has about a particular product or activity.
29. There is a consensus among researchers that the best way to measure consumer emotions is with autonomic measures..
30. Autonomic measures or emotions are those responses that are automatically recorded based on either automatic visceral reactions or
neurological brain activity.
31. PANAS measures of emotions include physiological responses such as sweating, heart rate, and brain imaging which can document
activity in areas of the brain.
32. One advantage of using autonomic measures to assess emotions is that they are less obtrusive because they don't involve physical
contraptions.
33. Self-report measures of emotion usually require consumers to recall their affect state from a recent experience or to state the affect
they are feeling at a given point in time.
34. The PAD scale is generally applied to capture the relative amount of positive and negative emotion experienced by a consumer at a
given point in time.
35. PAD is an acronym that stands for pleasure-arousal-dominance.
36. With respect to measuring emotion, bipolar is a situation wherein if one feels joy he or she can also experience sadness.
37. Personality characteristics can affect the way consumers respond or demonstrate their emotions.
38. Emotional reactance means the type of deep personal interest that evokes strongly felt feelings simply from the thoughts or behavior
associated with some object or activity.
39. Zone refers to the extremely high emotional involvement in which a consumer is engrossed in an activity.
40. Jamie always cries when she watches a sad movie or reads a sad book. Jamie has high emotional expressiveness.
41. Emotional introspection is a term used to capture one's awareness of the emotions experienced in a situation and the ability to control
reactions to these emotions.
42. Emotion and cognition are closely related.
43. The "emotional effect on memory" refers to relatively superior recall for information presented with mild affective content compared to
similar information presented in an effectively neutral way.
44. Intense emotions lead to superior information processing and should be stimulated by marketers whenever possible.
45. Memories of previous, meaningful events in one's life are known as primary memories.
46. Nostalgia is characterized by a yearning of the past motivated by the belief that previous times were somehow more pleasant.
47. Mood-consistent recall means that to the extent a consumer's mood can be controlled, their memories and evaluations can be influenced.
48. Cognitive-based affect are emotions that become stored as part of the meaning for a category.
49. Spreading activation represents the extent to which an emotional display by one person influences the emotional state of a bystander.
50. Emotional labor is performed by service workers who must overtly manage their own emotional displays as part of the requirements of
the job.