Motivation and Emotions of Consumers
What are the driving force of consumers’ purchase decisions/buying decisions?
Motivation and emotions are the driving force of consumers’ purchase decisions/buying decisions.
What is the persistent need that stirs up and stimulates long-term goals within a consumer?
Motivation is the persistent need that stirs up and stimulates long-term goals within a consumer
What are temporary states that reflect current changes in motivation and also often trigger changes in behavior?
Emotions are temporary states that reflect current changes in motivation and also often trigger changes in behavior
What consists of drives, urges, wishes, or desires that initiate an uncomfortable tension that remains within the consumer until the need recognized is satisfied?
Motivation consists of drives, urges, wishes, or desires that initiate an uncomfortable tension that remains within the consumer until the need recognized is satisfied
What is an observable and measurable result that a person would like to achieve?
Goal is an observable and measurable result that a person would like to achieve
What is a feeling of nervousness before a difficult event?
Tension is a feeling of nervousness before a difficult event
What is a construct that represents an unobservable inner force that stimulates and compels a behavioral response and provides specific direction to that response?
Motive is a construct that represents an unobservable inner force that stimulates and compels a behavioral response and provides specific direction to that response
What are desires that arise when a consumer’s current state does not match the consumer’s preferred state?
Needs are desires that arise when a consumer’s current state does not match the consumer’s preferred state.
What are product-oriented needs?
Wants are product-oriented needs.
What causes demand?
A need or motive causes demand.
What is the willingness to buy a particular product or service?
Demand is the willingness to buy a particular product or service.
What are called the reasons behind the consumers’ behaviour that are known and accepted publicly?
Manifest motives are called the reasons behind the consumers’ behaviour that are known and accepted publicly.
What are called the motives that either are unknown to the consumer or were reluctant to admit?
Latent motives are called the motives that either are unknown to the consumer or were reluctant to admit
What is a situation in which a consumer is driven to make a decision based on conflicting outcomes?
A motivational conflict is a situation in which a consumer is driven to make a decision based on conflicting outcomes
What is it called that consumers who face purchase choices with both desirable outcomes experience?
Approach-approach conflict is called that consumers who face purchase choices with both desirable outcomes experience.
What is it called "an individual is faced with two outcomes, both desirable and undesirable outcomes"?
Approach-Avoidance Motivational Conflict is called "an individual is faced with two outcomes, both desirable and undesirable outcomes."
What is called "an individual is faced with two outcomes both of which are undesirable"?
Avoidance-Avoidance Motivational Conflict is called "an individual is faced with two outcomes both of which are undesirable."
Who was a psychologist who developed a theory in the 1970s to find out the needs of workers as well as what keeps them motivated and happy?
Abraham Maslow was the psychologist who developed a theory in the 1970s to find out the needs of workers as well as what keeps them motivated and happy.
What is made of "sense of belonging, love, friendship, family, sense of connection, sexual intimacy"?
Social needs is made of "sense of belonging, love, friendship, family, sense of connection, sexual intimacy."
What is a cognitive consistency theory that looks at how inconsistent attitudes can motivate individuals to be persuaded?
Balance Theory is a cognitive consistency theory that looks at how inconsistent attitudes can motivate individuals to be persuaded