Motivation

Question 1

List the 5 levels in Maslow’s hierarchy of needs

Answer 1

1. Immediate physiological needs
2. Safety
3. Love
4. Esteem
5. Self-actualization

Question 2

What are the key differences between Maslow’s hierarchy and ASU’s revised hierarchy?

Answer 2

1. New hierarchy emphasizes evolutionary motives (mate acquisition, mate retention and parenting)
2. New hierarchy also allows multiple levels to be activated simultaneously

Question 3

Definition of a need

Answer 3

Discrepancy between an actual and a desired state

Question 4

List some triggers of need recognition

Answer 4

• Inventory runs out
• Changes in family life cycle
• Changing reference groups
• Dissatisfaction
• Boredom, novelty seeking

Question 5

List 3 ways to remind customers of needs

Answer 5

1. Educate them
2. Exaggerate a problem
3. Remind the customer

Question 6

Which type of motivation leads to short-term motivation?

Answer 6

Extrinsic

Question 7

Which type of motivation uses RELATED words?

Answer 7

Intrinsic

Question 8

Which type of motivation will lead to sustainable loyalty?

Answer 8

Intrinsic

Question 9

List the 5 elements customers value in a rewards program

Answer 9

1. Cash value
2. Aspirational value
3. Convenience
4. Relevance
5. Choice of redemption options