Chapter 2: Motivation, Ability, and opportunity

Question 1

Motivation

Answer 1

Inner state of arousal that provides energy needed to achieve goal

Question 2

High-Effort Behavior

Answer 2

Amount of effort before buying or engaging

Question 3

High effort information processing and decision making

Answer 3

when motivated to achieve goal, more likely to pay careful attention to it

Question 4

Motivated reasoning

Answer 4

processing info in a bias manner

Question 5

Felt Involvement

Answer 5

Self-reported interest in an offering

Question 6

Enduring Involvement

Answer 6

Long-term interest in an offering

Question 7

Situation Involvement

Answer 7

Temporary interest in an offering

Question 8

Cognitive Involvement

Answer 8

Interest in thinking about and learning info pertinent to offering

Question 9

Affective Involvement

Answer 9

heavy emotional interest on offering

Question 10

Response Involvement

Answer 10

Interest in certain decisions and behaviors

Question 11

Personal Relevance

Answer 11

How important it is to you

Question 12

self-concept

Answer 12

Our mental view of who we are

Question 13

Values

Answer 13

beliefs about what is right, wrong, important, good/bad

Question 14

Motivation

Answer 14

Values, needs, personal relevance

Question 15

Approach-avodiance conflict

Answer 15

fulfills one need but fails to fulfill another

Question 16

Approach-approach conflict

Answer 16

which offering to acquire

Question 17

Avoidance avoidance conflict

Answer 17

option of choosing offering that don’t satisfy important needs.

Question 18

Appraisal Theory

Answer 18

emotions based on individuals situation and relevance to goals

Question 19

Self-control

Answer 19

regulate feelings, thoughts, and behvaiors

Question 20

Ego depletion

Answer 20

decision making effort result in mental exhaustion

Question 21

Focus Group

Answer 21

group of consumers who help with an offering

Question 22

storytelling

Answer 22

consumers tell stories about offering

Question 23

Market test

Answer 23

effectiveness of market mix is evaluated through sales of product

Question 24

Conjoint analysis

Answer 24

Analyzing specific aspect of offerings

Question 25

Data mining

Answer 25

searching for patterns in company database that offers clues to customer needs

Question 26

Netnography

Answer 26

analyzing online behavior of consumer

Question 27

Research foundation

Answer 27

nonprofit organization that sponsors research on topics

Question 28

trade groups

Answer 28

professional organization made up of marketers in same industry