Ch_07__MOTIVATION_AND_EMOTION. All Answers

LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dyna ...

LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 2. Emotion is affect plus arousal. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 3. Needs are automatic and required. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 5. The need for power, intellectual stimulation, and friendship are examples of innate needs. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 6. Needs are aroused via three routes: affective, cognitive, and behavioral. a. b. : POINTS: DIFFICULTY: 1 Moderate 8. Motivation focuses attention by producing valuation and devaluation effects. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 9. Devaluation effects are usually stronger than valuation effects. a. b. : POINTS: DIFFICULTY: 1 Moderate 11. According to Maslow's hierarchy of needs, needs related to safety and security, such as shelter and protection from the elements, is the lowest order of need that must be met before higher order needs can be pursued. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 12. According to Maslow's hierarchy of needs, theoretically, very few people have achieved the self-actualization need fulfillment. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 13. According to Maslow's hierarchy of needs, needs that deal with self-esteem and confidence is the highest order of need to be satisfied. a. b. : POINTS: I DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 14. According to self-determination theory, people are generally more creative, hard-working, and more fulfilled when they are extrinsically motivated. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 15. According to self-determination theory, intrinsic motivation is lower when autonomy, belongingness, and competence are low. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 17. The trio of needs includes the need for achievement, which refers to the need to accomplish difficult tasks and be successful. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 18. According to your readings, forming implementation intentions can increase product usage. a. b. : POINTS: 1 DIFFICULTY: Challenging : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 20. Attitude function theory defmes four main attitude functions, including the knowledge function, the value-expressive function, the affiliation function, and the ego-defensive function. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 21. Valoe-expressive attitudes help people deal with frustration and emotional conflict. a. b. : POINTS: 1 DIFFICULTY: Easy : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 23. Authority and fear appeals are useful for changing attitudes that serve the ego-defensive function. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 24. Mystery ads and fear appeals are types of prevention-focused ads. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge influence consumers. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 26. Research has shown that regulatory focus is not influenced by culture. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Multicultural and Diversity Understanding AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 27. Research on culture and regulatory focus shows that consumers with an independent self-view (as is prominent in Western cultures) often adopt a promotion focus. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Multicultural and Diversity Understanding AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 28. Balance theory is based on the premise that individuals have a psychological desire to have harmony between triads of elements, such as a message object, a message sender, and a receiver. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 29. Balance exists in a balance theory triad if two relations are negative and one is positive. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 30. Balance exists in a balance theory triad if all three relations are positive. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 32. Smoker (p) likes smoking (o) which cause cancer (x). Of course the person dislikes cancer. If the person resolves the imbalance by giving up the habit, he or she has resolved the imbalance through effort justification. a. b. : POINTS: 1 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 33. In balance theory, the only way to bring an unbalanced triad back into balance is by changing your attitude or denying the relationship between elements in the triad. a. b. : POINTS: 1 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 35. According to cognitive dissonance theory, consumers strive for harmony or consistency between their attitudes and behaviors. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 36. Emotion is defined as arousal that combines and transfers from one stimulus to another. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 37. The mood-as-information model would be more pronounced for someone purchasing school supplies than for someone purchasing a ticket to a movie. a. b. : POINTS: I DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 38. The affect confrrmation model theory of emotion predicts that when a consumer is in a good mood they will focus on positive features of product. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 39. People are usually very good at interpreting their own emotions. a. b. : POINTS: DIFFICULTY: I Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 40. According to discrepancy-interruption theory, discrepancies are arousal producing. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 41. According to discrepancy-interruption theory, big surprises, such as completely new and innovative different products, are attractive because they create variety in our life. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 42. The affect confirmation model theory of emotion best explains why small surprises are good but big surprises are bad. a. b. : POINTS: 1 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.15.07.04- 07.04 43. Excitation transfer theory of emotion states that arousal intensifies with emotion and it is non-specific to whether the emotion is positive or negative. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 44. Excitation transfer theory of emotion states that people are insensitive to small changes in arousal. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 45. Excitation transfer theory of emotion states that people often look for several causes for their arousal. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 46. Excitation transfer theory of emotion states that physiological arousal dissipates at a faster rate than perceived arousal. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 47. Discrepancy-interruption theory of emotion explains the misattribution and transfer of arousal that comes with emotion. a. b. : POINTS: DIFFICULTY: 1 Moderate LEARNING OBJECTIVES: COBE.KARD.15.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 48. is a driving force that moves or incites us to act and is the underlying basis for behavior. a. Emotion b. Affect c. Regulatory focus d. Attitude e. None of the above is correct. : e POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.15.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 49. A person's affect (feelings and moods) plus physiological arousal is known as: a. emotion b. motivation c. hedonic need d. regulatory focus e. drive : a POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 50. are desires that arise when a person's current state does not match the person's preferred state. a. Emotion b. Affect c. Regulatory focus d. Needs e. Motivation : d POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 51. Which of the following statements about needs is ? a. The process of motivation begins when a need is aroused. b. Needs that are physiological in nature, such as air and food, are called innate needs. c. Needs that are psychological in nature, such as affection and self-esteem, are called primary needs. d. Needs can be physiological, emotional, or cognitive. e. Wants are learned manifestations of needs. : c POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 52. Which of the following statements about the process of motivation is ? a. The process of motivation begins when a need is aroused. b. The tension to reduce or eliminate a need is called a drive. c. Reducing tension and returning to a desired state is called the goal or goal-state. d. Motivation focuses attention on goals. e. All of the above are . : POINTS: DIFFICULTY: c 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 53. Terri is extremely thirsty. If asked, she would rate a glass of water as more important than any food at the moment. This is an example of: a. a drive b. a regulatory focus effect c. a valuation effect d. an intrinsic motivation effect e. a devaluation effect : POINTS: DIFFICULTY: c 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.01- 07.01 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 54. Which of the following is the fourth-level need, according to Maslow's hierarchy of needs? a. Physiological b. Social c. Safety d. Self-esteem e. Self-actualization : POINTS: DIFFICULTY: d 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 55. Mercedes recently initiated a new ad campaign, and the slogan reads, "Mercedes- because you're worth this kind of luxury!" According to Maslow's hierarchy of needs, to what category of needs does the slogan most readily apply? a. Psychological needs b. Physiological needs c. Social needs d. Self-actualization needs e. Self-esteem needs : e POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 56. Central University recently initiated a new ad campaign, and the slogan reads, "Central University- Reach your fullest potential with us." According to Maslow's hierarchy of needs, to what category of needs does the slogan most readily apply? a. Psychological needs b. Physiological needs c. Self-esteem needs d. Social needs e. Self-actualization needs : e POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 57. Applebee's, a regional restaurant chain, features friends enjoying food, drinks, and fun in its advertisements. This type of advertisements appeals to what level of need in Maslow's hierarchy of needs? a. Psychological needs b. Physiological needs c. Self-esteem needs d. Social needs e. Self-actualization needs : d POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 58. refers to the desire to pursue an activity or goal for its own sake rather than for some material reward such as money. a. Approach motivation b. Intrinsic motivation c. Extrinsic motivation d. Subliminal motivation e. Avoidance motivation : b POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 59. According to self-determination theory, intrinsic motivation is highest when what factors are also high? a. Autonomy, belongingness, and competence b. Power, affiliation, and achievement c. Self-esteem, self-actualization, and social belongingness d. Authority, beliefs, and competence e. Affiliation, motivation, and emotion : POINTS: DIFFICULTY: a 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 60. Which of the following correctly lists the "trio of needs" discussed in your readings? a. Drive, expectancy, involvement b. Power, achievement, and affiliation c. Affect, cognition, and behavior d. Physiological needs, psychological needs, self-actualization e. Physical motives, emotional motives, spiritual motives : b POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 61. Sandra recently transferred into a new school. She decided to join the drama club because she wanted to meet new people, make new friends, and feel involved in something at school. Sandra is exhibiting which need from the trio of needs? a. Need for involvement b. Need for achievement c. Need for affiliation d. Need for safety e. Need for self-actualization : c POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 62. Paul has decided to go back to school to get an MBA degree. After completing the degree, he hopes to get promoted on his job and be more successful. Paul is exhibiting which need from the trio of needs? a. Need for involvement b. Need for achievement c. Need for affiliation d. Need for safety e. Need for self-actualization : b POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.02- 07.02 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 63. Attitudes that serve the help people approach pleasure and avoid pain quickly and efficiently. a. value-expressive function b. ego-defensive function c. knowledge function d. adjustment function e. regulatory focus function : d POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.5-3- 5-3 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 64. Attitudes toward security systems for homes or for automobiles primarily serve which attitude function? a. Knowledge b. Value Expressive c. Adjustment d. Ego-defensive e. Utilitarian : d POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 65. Attitudes toward greeting cards, luxury cars, and perfumes primarily serve which attitude function? a. Knowledge b. Value Expressive c. Adjustment d. Ego-defensive e. Utilitarian : b POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 66. suggests that consumers regulate or control their behavior using either a prevention or promotion focus. a. Regulatory focus theory b. Cognitive dissonance theory c. Self-determination theory d. Affect confirmation theory e. None of the above is correct. : a POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 67. Which of the following is regarding attitude function theory? a. Attitudes that serve the knowledge function summarize large amounts of information to simplify the world and help consumers make decisions. b. The theory defmes three main attitude functions, including the knowledge function, the value-expressive function, and the ego-defensive function. c. Authority and fear appeals are useful for changing attitudes that serve the ego-defensive function. d. Different persuasion techniques can be used to appeal to the different attitude functions, resulting in effective persuasmn. e. Attitudes that serve the value-expressive function communicate important beliefs about ourselves to others. : b POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.03- 07.03 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 68. What theory is based on the premise that individuals have a psychological desire to have harmony between a message object, a message sender, and receiver? a. Drive theory b. Expectancy theory c. Cognitive dissonance theory d. Weber's law theory e. None of the above is correct. : POINTS: DIFFICULTY: e 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Knowledge 69. When is a triad unbalanced in balance theory? a. When all three relations are negative b. When all three relations are positive c. When two relations are negative and one is positive d. When a person has a positive attitude toward a celebrity endorser and that endorser has a positive attitude toward the product/service he/she is endorsing e. All of the above relations are balanced. : POINTS: DIFFICULTY: a 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Knowledge 70. Which of the following is not a way bring a p-o-x triad into balance? a. Change your attitude b. Deny a relationship between the elements in the triad c. Differentiate relationships within the triad d. Create a new triad that counterbalances the original triad e. All of the above are correct. : POINTS: DIFFICULTY: d 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Knowledge 71. What theory is based on the premise that individuals have a psychological desire to have harmony or consistency among and between their attitudes and behaviors? a. Drive theory b. Expectancy theory c. Cognitive dissonance theory d. Weber's law theory e. None of the above is correct. : c POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 72. The post-purchase dissonance effect is especially likely to occur when: a. the decision is unimportant b. the decision involves giving up positive features of a rejected alternative c. the alternatives are very dissimilar overall d. the decision involves little risk e. All of the above are correct. : b POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 73. suggests that mood alters the weighting of product attribute information such that when consumer is in a good mood, positive product attributes are weighted more heavily. a. Self-determination theory b. Mood-as-information model c. Excitation transfer theory d. Affect confrrmation model e. Discrepancy-interruption theory : d POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 74. Imagine you are going shopping for a new pair of shoes. Just before you reach the store, your favorite song begins to play on the radio. You enjoy the song so much that it puts you in a good mood. You continue to feel this good mood as you shop for shoes. This is an example of what type of influence on the consumer purchase process? a. A valuation effect b. A mood-as-information effect c. An intrinsic motivation effect d. A cognitive dissonance effect e. A discrepancy-interruption theory effect : b POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 75. Products that consumers purchase in order to solve a specific problem are called: a. hedonic products b. value-expressive products c. instrumental products d. promotion products e. prestige products : c POINTS: 2 DIFFICULTY: Easy LEARNING OBJECTIVES: COBE.KARD.l5.07.04- 07.04 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 76. Which theory of emotion best explains how variables produce or create arousal? a. Balance theory b. Mood-as-information theory c. Excitation transfer theory d. Discrepancy-interruption theory e. Cognitive dissonance theory : POINTS: DIFFICULTY: d 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 77. Which theory of emotion best explains why small surprises are good but big surprises are bad? a. Balance theory b. Mood-as-information theory c. Excitation transfer theory d. Discrepancy-interruption theory e. Cognitive dissonance theory : POINTS: DIFFICULTY: d 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 78. Which theory of emotion best explains the misattribution of arousal? a. Balance theory b. Mood-as-information theory c. Excitation transfer theory d. Discrepancy-interruption theory e. Cognitive dissonance theory : POINTS: DIFFICULTY: c 2 Moderate LEARNING OBJECTIVES: COBE.KARD.l5.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Knowledge 79. The effectiveness of advertisements during the Super Bowl or during a situation-comedy, and product placements during scary or sad movies, can likely be attributed to what theory? a. The theory of reasoned action b. Attitude functionality theory c. Weber's law d. The elaboration likelihood model e. Excitation transfer theory : e POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer CB&C Model Promotion Bloom's: Comprehension 80. Torn likes to take his girlfriend Sally to scary horror movies because she seems more attracted to him and romantic with him after the movie. What theory best describes Sally's behavior? a. Regulatory focus theory b. Coguitive dissonance theory c. Affect confmnation model d. Excitation transfer theory e. Expectancy theory : d POINTS: 2 DIFFICULTY: Challenging LEARNING OBJECTIVES: COBE.KARD.l5.07.05- 07.05 NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic STATE STANDARDS: TOPICS: KEYWORDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics AACSB Reflective Thinking Skills CB&C Model Customer Bloom's: Comprehension 81. Based on discussion of the motivation process discussed in your readings, diagram the steps of the motivational process. : 82. List and define Maslow's hierarchy of needs. 83. What factors increase intrinsic motivation and self-determination? 84. List the four major types of attitudes according to attitude function theory and provide an example of how marketers could use one of the functions. 85. Provide a marketing example of an imbalanced triad. According to balance theory, how could a marketer benefit from this? 86. What is the difference between the mood-as-information model and the affect confmnation model? : 87. How might a marketer use discrepancy-interruption theory of emotion? : POINTS: 88. Graphani explainexcitationtrall>ferimoty. ..................... •'••I •, ....•... '•, '•• 0 ., '• ... ....... -----..:"l F"b""'JiolQ&'k-ll ' ........................ .WSWER: 1'1me: I f'en:t:l\'ed /l.fi)U:i • POINTS: kousal is nonspeci1ic wilh respect to errotion. People are insensiti'W to smallchanges in aro People often look bra single cause brtheir arousal. Finally,phy;iological arousal dissipates slower r.ne thanperceived arousal. 10 89. How can nw-bWrs t.ake advantage ofexcitationhawferthemyofemotion? .WSWER: