Motivation & Affect Flashcards

1
Q

Motivation

A

Processes that activate goal-oriented behaviors to satisfy needs

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2
Q

Homeostasis

A

Helps the body maintain a steady internal state

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3
Q

Maslows hierarchy of needs

A

Physiological—> safety—->belonginess—-> ego needs—>self actualization

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4
Q

Social comparison

A

People determine their “worth” by comparing themselves to others

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5
Q

Name psychogenic needs often addressed by marketing

A

Need for status
Need for affiliation
Need for achievement
Self actualization
Need for power (or empowerment)
Need for uniqueness

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6
Q

Utilitarian product

A

Marketers position product as functional, practical, tangible product positioning

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7
Q

Hedonic product

A

Marketers position this product with emotion, experiential, symbolic product positioning (adressing more psychogenic needs)

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8
Q

Motivational conflict

A

When consumers want to pursue two conflicting needs or goals

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9
Q

Cognitive dissonance

A

The uncomfortable tension that occurs when we hold conflicting attitudes

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10
Q

Cognitive dissonance reduction (rationalization)

A

Add consonant. Attitude (I pay carbon tax when I travel by plane)
Discard dissonant attitudes (polluting planes…fake news!)

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11
Q

What is system 1

A

Affective thinking 95%
Mostly unconscious
Fast
Little effort
Impulsive

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12
Q

What is system 2

A

Rationale thinking 5%
Conscious
Slow
High effort
Logically controlled

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13
Q

Affect

A

A general descriptor of a valenced and aroused feeling state

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14
Q

Valence

A

Positive or negative

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15
Q

Arousal

A

Physiological changes in the body. (Heart rate, blood pressure, pupil dilation, self-reported)

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16
Q

Arousal

A

Physiological changes in the body. (Heart rate, blood pressure, pupil dilation, self-reported)

17
Q

Emotion activation

A

Products/services activate positive emotions

18
Q

Emotion reduction

A

Products/services reduce negative emotions

19
Q

Mood congruence (affect as information)

A

Current affective state provides information about the subject of evaluation. Example: weather—>good mood —>higher reported life satisfaction

20
Q

Can you give marketing applications of mood congruence?

A

Shoppers made happy with music or small gifts give better ratings to products

21
Q

Affect regulation

A

Consumers look for products/services that help them feel better when they feel down.

22
Q

Hedonic treadmill

A

People adapt to positive/negative events.
Lottery winning, accident causing paraplegia.

23
Q

Need satisfaction

A

Satisfying essential needs & affiliation needs increases happiness
Not so clear for ego needs. Social comparison is limitless

24
Q

What is Laddering

A

Interview technique (qualitative research) that can be used to generate insights on:
Brand equity
A product category

Presents customer knowledge in a hierarchical way
1. Important product attributes
2. Why product attributes are important
3. Why these consequences are important

25
Depends on how you spend money
26
What is the hierarchical value map of questioning in laddering.
Attribute Consequence Value/need
27
How would you classify laddering? Source, methodology, objectives?
Source: primary Methodology: qualitative Objectives: exploratory
28
Why more money wont bring more happiness?
Hedonic treadmill: People adapt to positive/negative events. Need satisfaction: Needs that are expensive to satisfy do not necessarily bring happiness. Material Goods: bring less happiness than experiences Maximizers: make more money but will never be satisfied.