| A | B |
|---|
| Motivation | refer(s) to the processes that lead people to behave as they do. |
| Consumer's Goal | In the motivation process, the desired end state is |
| Drive theory | theory of motivation is related to the idea that customers desire a state of balance called homeostasis |
| Wants | THESE are a combination of personal factors & cultural factors |
| Goal valence | Goals can be considered positive or negative |
| physiological | the lowest order (e.g., most basic) of needs according to Maslow |
| Self-actualization | the U.S. Army's advertising slogan "Be all you can be" epitomizes Maslow's level of what? |
| Expectancy theory | suggests that expectations of achieving desirable outcomes—positive incentives—rather than being pushed from within motivate our behavior |
| Drive | Focusing on biological needs that are at present unfulfilled and have produced what might be thought of as an unpleasant state of arousal is a part of theory? |
| Utilitarian | For example if a car company emphasizes the fuel economy & safety rating of a vehicle it is targeting THIS type of needs |
| culture-bound | THe idea that people from various cultures may not follow Maslow's hierarchy of needs by having to satisfy phsyiological needs first, shows that the hierarchy is often THIS |
| motivation direction | degree to which a person is willing to expend energy to reach a specific need |
| approach-approach | THIS type of conflict is when a person must choose between two desirable alternatives |
| cognitive dissonance | THIS theory is 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 |
| tension | Whether a consumer's need is utilitarian or hedonic, magnitude of THIS it creates determines the urgency the consumer feels to reduce it. |
| mass customization | An example of this is when M&M's put consumers' names and faces on their candy |
| Spectacle performances | where the message itself is a form of entertainment |
| consumer-generated content | Freelancers and fans film their own commercials for their favorite products and post them on Web sites |
| cult products | Products that command fierce loyalty, devotion and even worship by consumers |
| inertia | always buying something out of habit |
