MKTG 371 EXAM 2 QUESTIONS AND ANSWERS VERIFIED
What are the 3 things that motivate people?
Autonomy- self direction
Mastery
Purpose- high end goal
What are the key elements of the motivation process?
1. Need gets activated
2. Tension and drive
3. Goal attainment
Motivation and how it occurs
the processes that lead people to behave as they do
occurs when a need is aroused that the consumer wishes to satisfy which then creates
a state of tension that drives the consumer to attempt to reduce or eliminate it
Intrinsic Motivation
you are propelled by an internal interest or desire towards something
ex: autonomy, mastery, and purpose
Extrinsic Motivation
something outside of the system that is driving behavior
ex: money
Motivational Strength
, one's degree of motivation depends on the distance between one's present state and
the goal;
also known as the degree to which we are willing to expend energy to reach a goal
Drive
the desire to satisfy a biological need to reduce physiological arousal
Drive theory
concept that focuses on biological needs that produce unpleasant states of arousal
the arousal this tension causes motivates us to reduce it and return to a balanced state;
we are always in search of a balanced state
Expectancy theory
idea that consumers' decisions are driven by desirable outcomes; focuses on cognitive
factors
Motivational Direction
marketers tell us that their product/service provides the best chance to attain a goal
Productivity Orientation
a continual striving to use time constructively; explains novel consumption
What are the 3 types of motivational conflicts?
Approach-Approach
Approach-Avoidance
Avoidance-Avoidance
Approach-Approach Conflict
when a consumer must choose between 2 desirable alternatives
Approach-Avoidance conflict
What are the 3 things that motivate people?
Autonomy- self direction
Mastery
Purpose- high end goal
What are the key elements of the motivation process?
1. Need gets activated
2. Tension and drive
3. Goal attainment
Motivation and how it occurs
the processes that lead people to behave as they do
occurs when a need is aroused that the consumer wishes to satisfy which then creates
a state of tension that drives the consumer to attempt to reduce or eliminate it
Intrinsic Motivation
you are propelled by an internal interest or desire towards something
ex: autonomy, mastery, and purpose
Extrinsic Motivation
something outside of the system that is driving behavior
ex: money
Motivational Strength
, one's degree of motivation depends on the distance between one's present state and
the goal;
also known as the degree to which we are willing to expend energy to reach a goal
Drive
the desire to satisfy a biological need to reduce physiological arousal
Drive theory
concept that focuses on biological needs that produce unpleasant states of arousal
the arousal this tension causes motivates us to reduce it and return to a balanced state;
we are always in search of a balanced state
Expectancy theory
idea that consumers' decisions are driven by desirable outcomes; focuses on cognitive
factors
Motivational Direction
marketers tell us that their product/service provides the best chance to attain a goal
Productivity Orientation
a continual striving to use time constructively; explains novel consumption
What are the 3 types of motivational conflicts?
Approach-Approach
Approach-Avoidance
Avoidance-Avoidance
Approach-Approach Conflict
when a consumer must choose between 2 desirable alternatives
Approach-Avoidance conflict
