MOS 1021 Final Exam Prep Questions With Complete Solutions
Need - (ANSWER)a state of deprivation or the absence of something useful
Motives - (ANSWER)the conditions that prompt the action necessary to satisfy a need
Elements on Maslow's Hierarchy of Needs - (ANSWER)Physiological, Safety, Social, Esteem, Self-
Actualization Needs
Two Principles in the Hierarchy of Needs - (ANSWER)- When lower-level needs are satisfied, a person
moves up to higher-level needs
- Satisfied needs do not motivate, needs yet to be satisfied influence behaviour
Personality - (ANSWER)distinguishing psychological characteristics of a person that produce relatively
consistent and enduring responses to the environment in which that person lives
Components of the Self-Concept Theory - (ANSWER)real self, self-image, looking-glass self, ideal self
Real Self - (ANSWER)an objective evaluation of yourself, you as you really are
Self-Image - (ANSWER)how you see yourself, can be a role that you play with yourself
Looking-Glass Self - (ANSWER)how you think others see you
Ideal Self - (ANSWER)how you would like to be, what you aspire to be
How do marketers use the self-concept theory to their advantage? - (ANSWER)they know many
important decisions are based on the looking-glass self and the ideal self
goods and services that help fulfill these selves will appeal to the consumer
,MOS 1021 Final Exam Prep Questions With Complete Solutions
Physiological Needs - (ANSWER)food, water, sex, and air (basic survival needs)
Safety Needs - (ANSWER)security, protection, and comfort
Social Needs - (ANSWER)a sense of belonging, love from family and friends
Esteem Needs - (ANSWER)Lower: need for recognition from others, desire for status
Higher needs: need for positive self image, desire for self worth and sense of acheivement
Self-Actualization Needs - (ANSWER)fulfillment, realization of potential (someone achieves what they
believe they can do)
Attitudes - (ANSWER)an individual's feelings, negative, neutral or positive, toward an idea or object
Bottom line = products must first be aligned with the psyche of the consumers before they will be
considered for purchase
Beleifs - (ANSWER)Assumptions we believe to be true based on past experiences and information
Values - (ANSWER)Principles, standards or qualities that are held in high regard (honestly, equality,
compassion and loyalty)
Perception - (ANSWER)how individuals receive and interpret messages to create a meaningful picture of
the world.
Selectivity - (ANSWER)consumers choosing which messages to receive based on their interests and
needs
Types of Selectivity - (ANSWER)- selective exposure
- selective perception
, MOS 1021 Final Exam Prep Questions With Complete Solutions
- selection retention
Selective Exposure - (ANSWER)our eyes and minds notice only information that is of interest
Selective Perception - (ANSWER)we screen out messages and information that conflict with previously
learned attitudes and beliefs
Selective Retention - (ANSWER)we remember only what we want to remember
Reference Group - (ANSWER)a group of people with a common interest that influences the members'
attitudes and behaviour
E.g. students in a class, co-workers, sports teams, hobby clubs, etc.
the desire to fit in influences the type of products a member will purchase
Membership groups - (ANSWER)groups to which you already belong ex. Western student, sports teams
Aspiration groups - (ANSWER)groups you would like to be apart of
Anticipatory: groups that you could feasibly get into somewhere down the line ex. Looking to get into
western before we actually got here
Symbolic: unlikely to get into these groups ex. A girl trying to get into the NHL
Dissociative groups - (ANSWER)groups that you distance yourself from and don't want to be apart of
Psychological Influences - (ANSWER)motivation, self-concept, perception, learning, attitudes
Need - (ANSWER)a state of deprivation or the absence of something useful
Motives - (ANSWER)the conditions that prompt the action necessary to satisfy a need
Elements on Maslow's Hierarchy of Needs - (ANSWER)Physiological, Safety, Social, Esteem, Self-
Actualization Needs
Two Principles in the Hierarchy of Needs - (ANSWER)- When lower-level needs are satisfied, a person
moves up to higher-level needs
- Satisfied needs do not motivate, needs yet to be satisfied influence behaviour
Personality - (ANSWER)distinguishing psychological characteristics of a person that produce relatively
consistent and enduring responses to the environment in which that person lives
Components of the Self-Concept Theory - (ANSWER)real self, self-image, looking-glass self, ideal self
Real Self - (ANSWER)an objective evaluation of yourself, you as you really are
Self-Image - (ANSWER)how you see yourself, can be a role that you play with yourself
Looking-Glass Self - (ANSWER)how you think others see you
Ideal Self - (ANSWER)how you would like to be, what you aspire to be
How do marketers use the self-concept theory to their advantage? - (ANSWER)they know many
important decisions are based on the looking-glass self and the ideal self
goods and services that help fulfill these selves will appeal to the consumer
,MOS 1021 Final Exam Prep Questions With Complete Solutions
Physiological Needs - (ANSWER)food, water, sex, and air (basic survival needs)
Safety Needs - (ANSWER)security, protection, and comfort
Social Needs - (ANSWER)a sense of belonging, love from family and friends
Esteem Needs - (ANSWER)Lower: need for recognition from others, desire for status
Higher needs: need for positive self image, desire for self worth and sense of acheivement
Self-Actualization Needs - (ANSWER)fulfillment, realization of potential (someone achieves what they
believe they can do)
Attitudes - (ANSWER)an individual's feelings, negative, neutral or positive, toward an idea or object
Bottom line = products must first be aligned with the psyche of the consumers before they will be
considered for purchase
Beleifs - (ANSWER)Assumptions we believe to be true based on past experiences and information
Values - (ANSWER)Principles, standards or qualities that are held in high regard (honestly, equality,
compassion and loyalty)
Perception - (ANSWER)how individuals receive and interpret messages to create a meaningful picture of
the world.
Selectivity - (ANSWER)consumers choosing which messages to receive based on their interests and
needs
Types of Selectivity - (ANSWER)- selective exposure
- selective perception
, MOS 1021 Final Exam Prep Questions With Complete Solutions
- selection retention
Selective Exposure - (ANSWER)our eyes and minds notice only information that is of interest
Selective Perception - (ANSWER)we screen out messages and information that conflict with previously
learned attitudes and beliefs
Selective Retention - (ANSWER)we remember only what we want to remember
Reference Group - (ANSWER)a group of people with a common interest that influences the members'
attitudes and behaviour
E.g. students in a class, co-workers, sports teams, hobby clubs, etc.
the desire to fit in influences the type of products a member will purchase
Membership groups - (ANSWER)groups to which you already belong ex. Western student, sports teams
Aspiration groups - (ANSWER)groups you would like to be apart of
Anticipatory: groups that you could feasibly get into somewhere down the line ex. Looking to get into
western before we actually got here
Symbolic: unlikely to get into these groups ex. A girl trying to get into the NHL
Dissociative groups - (ANSWER)groups that you distance yourself from and don't want to be apart of
Psychological Influences - (ANSWER)motivation, self-concept, perception, learning, attitudes
