Week 4

Question 1

Biogenic Need:

Answer 1

needs necessary to managing life eg food and water

Question 2

Psychogenic needs:

Answer 2

culture related needs: need for status

Question 3

utilitarian need:

Answer 3

consumers will emphasise the objective tangible aspects of products

Question 4

hedonic needs:

Answer 4

subjective and experimental needs like excitement and confidence etc

Question 5

motivational strength drive theory:

Answer 5

focuses on biological needs like motivation to stop a grumbling stomach

Question 6

motivational strength: expectancy theory

Answer 6

behaviour pulled by expectations of achieving, desirable outcomes like getting rich

Question 7

motivation conflicts: approach-approach conflict

Answer 7

a person must choose between 2 desirable alternatives

Question 8

approach-avoidance conflict

Answer 8

exists when consumers desire a goal but wish to avoid in at the same time, like eating chocolate

Question 9

avoid-avoid conflict

Answer 9

a person must choose between two undesirable alternatives

Question 10

what is self determination theory and the 3 motivation aspects

Answer 10

sdt: needs essential for psychological health

3 aspects: autonomy, competence, relatedness

Question 11

maslows hierarchy of needs (5 from least to most important)

Answer 11

pshysiological
safety
belongingness
ego needs
self- actualisation

Question 12

products and services deliver elements of value that address 4 different kinds of needs:

Answer 12

functional
emotional
life changing
social impact

Question 13

cultural differences in motivation: western nations seek…

Answer 13

short term rewards

Question 14

eastern nations seek…

Answer 14

long term rewards

Question 15

3 applications of values to consumer behaviours

Answer 15

cultural, consumption-specific, product-specific