| A | B |
|---|
| motivation | the processes that lead people to behave as they do. |
| drive | theory of motivation is related to the idea that customers desire a state of balance called homeostasis |
| valence | Goals can be positive or negative so they have THIS |
| hedonic | Motivation that is driven by the need for pleasure |
| extrinsic motivation | occurs when someone is pushed by an external force. |
| retail therapy | shopping when you're stressed or depressed |
| nonconscious | Goals that we are not aware of |
| self regulation | ability to monitor and manage your thoughts, behavior, and emotions |
| physiological | According to Maslow's hierarchy of needs, the lowest level |
| self actualization | from Maslow's hierarchy is addressed by the U.S. Army's advertising slogan "Be all you can be" |
| culture-bound. | Maslow's hierarchy of needs is THIS because it is based on Western ideals |
| approach-approach | This type of conflict has two desirable choices |
| terror management | This theory would explain why people might get vaccines they didn't initially want but ended up getting after people they knew died from a illness |
| relatedness | the experience of warmth, bonding, and care, and is satisfied by connecting to and feeling significant to others |
| self determination | THIS theory maintains that people are intrinsically motivated by innate psychological needs for autonomy, relatedness, and competence |
| physiological and safety | 2 levels of needs will you satisfy first according to Maslow's hierarchy of needs |
| uniqueness. | a person who dresses in a very unusual way may have a need for THIS |
| cars, houses, etc | products likely to experience the highest degree of involvement from consumers |
| cognitive dissonance | Theory based on the premise that people have a need for order and consistency in their lives and that a state of tension is created when beliefs or behaviors conflict with one another |
| implemental mindset | When consumers focus on a goal, they might focus on how to reach that goal |
| mere urgency effect | According to the ________ we tend to choose to perform pressing tasks with short completion windows, compared to more important tasks. |
| emergency reserves | The slack we build into our goal pursuit in case we fail. |
| time frame | It is easier to accomplish a goal if you set one of THESE for it |
| approach-avoidance conflict | we desire a goal but wish to avoid it at the same time |
| achieve | You are more likely to ________ a goal if the goals are set deliberately, goal progress is monitored, and are committed to reaching the goal |
| avoidance-avoidance | A conflict when you are not happy with either choice |
| mass customization | M&M's put consumers' names and faces on their candy |
| spectacle | performances are where the message itself is a form of entertainment. |
| cult | Harley Davidson is this type of product because of the fierce loyalty to it |
| physical | The type of risk not wanting to try something that hasn't been scientifically tested yet would be |
