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Chapter 10 Motivation, Personality, and Emotion Answer Key
Multiple Choice Questions
1.
The energizing force that activates behavior and provides purpose and direction to that
behavior is known as _____.
2.
Which of the following reflects the relatively stable behavioral tendencies that individuals
display across a variety of situations?
3.
Strong, relatively uncontrollable feelings that affect our behavior are known as _____.
4.
Which construct represents an unobservable inner force that stimulates and compels a
behavioral response and provides specific direction to that response?
5.
Kelly is hungry, and this inner force is making him search for the type of food he wants to eat.
He decides that an Arby's roast beef sandwich will satisfy his hunger. This inner force that is
compelling him to search for food is known as a(n) _____.
6.
Which term is often used interchangeably with the term "motivation"?
Topic: The Nature of Motivation
7.
Maslow's hierarchy of needs is based on which premise?
8.
Maslow's hierarchy of needs includes all EXCEPT which of the following?
9.
In Maslow's hierarchy of needs, food, water, sleep, and to an extent, sex, are considered
_____ motives.
10.
Many victims of hurricane Katrina were left without their homes, food, and water—basic
necessities for living. Based on Maslow's hierarchy of needs, which motives were activated for
these individuals?
11.
Smoke detectors, preventive medicines, insurance, retirement investments, seat belts, burglar
alarms, and sunscreen are all examples of products to satisfy consumers' _____ needs.
12.
Which need in Maslow's hierarchy reflects a desire for love, friendship, affiliation, and group
acceptance?
13.
Which of Maslow's needs reflects individuals' desires for status, superiority, self-respect, and
prestige?
14.
Which of Maslow's needs involves the desire for self-fulfillment, to become all that one is
capable of becoming?
15.
For years, the U.S. Army ran an advertising campaign with the tagline, "Be all you can be." To
which of Maslow's needs is this appealing?
16.
In McGuire's classification of motives, which ones focus on the person's need for being
adaptively oriented toward the environment and achieving a sense of meaning?
17.
_____ motives deal with the need to reach satisfying feeling states and to obtain personal
goals.
18.
____ motives emphasize the individual as striving to maintain equilibrium.
19.
Which motives emphasize development?
20.
Which of the following is NOT used to classify McGuire's psychological motives?
21.
Which set of motives deals with our need to determine who or what causes the things that
happen to us?
22.
The tendency of many consumers to discount claims made by salespeople and ads is related
to the need _____.
23.
The tendency of many consumers to discount claims made by salespeople can be explained
in part by _____.
Topic: McGuire's Psychological Motives
24.
Which of the following is a type of cognitive preservation motive?
25.
A consumer's tendency to initially react to a new product as though it were the same as similar
existing products is most likely to be based on a need _____.
26.
Adam was working on a term paper and was exposed to so much information that he devised
a classification system to organize the different sources of information he was using. This
reflects which cognitive preservation motive?
27.
Which motives reflect needs for observable cues or symbols that enable people to infer what
they feel and know?
28.
Elizabeth is 15 years old and is asking her parents for more freedom. She wants to make
more of the decisions that affect her, such as the clothes she wears, how late she can stay
out, and what school she attends. This is an example of Elizabeth's need for _____.
29.
An advertisement theme of "do your own thing" is most likely to be based on a need for
_____.
30.
A substantial amount of brand switching when the current brand is satisfactory may be
explained by the _____ motive.
31.
Karen went to a movie and was disappointed because the main character died. She prefers
happy endings to movies, and this one really put her in a bad mood for the rest of the day.
This movie was in contrast with which need of Karen's?
32.
Theories based on which need view the consumer as a problem solver who approaches
situations as opportunities to acquire useful information or new skills?
33.
Stephanie is a working mother of two children. She has a stressful job, so she makes a point
of walking two miles on her treadmill each day to help her unwind. By doing this, Stephanie is
satisfying her _____.
34.
A consumer who purchases a certain style of clothes to establish and reinforce a unique
identity is most likely fulfilling a need for _____.
35.
Shelby wears Tommy Hilfiger clothing and drives an expensive automobile. He likes these
types of brands because he feels they communicate his image to others. These brands are
satisfying Shelby's _____.
36.
Which need is activated when one's identity is threatened, motivating the person to protect his
or her self-concept and utilize defensive behaviors and attitudes?
37.
Consumers who purchase only popular brands because of insecurity are most likely
influenced by the _____ motive.
38.
A consumer's need for reinforcement is _____.
39.
Consumers who actively complain when a product is not satisfactory are probably fulfilling
_____ need.
40.
An advertising theme such as "Serve Pepsi to your friends, they'll love you for it" is most likely
based on _____ motivation.
41.
Kevin is shy and doesn't really like to be around others. Most of the others from his high
school who went to the same college he did got involved in student organizations (such as
fraternities and sororities), business organizations, and religious groups, but Kevin didn't join
anything. Kevin has a low need for _____.
42.
Which need results in the consumer playing various roles and gaining pleasure from adding
new, satisfying roles and by increasing the significance of roles already adopted?
43.
A consumer who buys a product because a close friend bought one may be fulfilling a _____
motivation.
44.
The willingness to buy a particular product or service is known as _____.
45.
Motives that are known and freely admitted are called _____.
46.
When asked why he bought a specific automobile, Jeremy replied that is has good gas
mileage, is rated one the best cars in terms of safety, and is in a moderate price range. These
reasons reflect Jeremy's _____ motives.
47.
Motives that are either unknown to the consumer or are such that he or she is reluctant to
admit them are referred to as _____ motives.
48.
James begged his mother to buy him some high-top Converse shoes. When asked why he
wanted these shoes, he said that he wanted them because they were comfortable. He really
wanted them because his two best friends have them, and if he had them, he would be
considered "cool," but he didn't want to tell his mother that. Wanting to appear "cool" to his
friends represents which type of motive?
49.
Which of the following is(are) designed to provide information on latent motives?
50.
Beyond projective techniques, a popular tool for identifying motives is _____.
51.
Raymond is conducting motivation research. He is using _____, which are designed to provide
information on latent motives.
52.
Because latent motives often are less than completely socially desirable, _____ are frequently
used.
