CH04 Motivation and Affect Flashcards

1
Q

define motivation

A

motivation refers to the processes that cause people to behave as they do

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2
Q

define a goal

A

a goal is a consumer’s desired end state

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3
Q

define homeostasis

A

the state of being in which the body is in physiological balance; goal-oriented behaviour attempts to reduce or eliminate an unpleasant motivational state and return to a balanced one

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4
Q

define expectancy theory

A

expectancy theory is the perspective that behaviour is largely “pulled” by expectations of achieving desirable outcomes, or positive incentives, rather than “pushed” from within

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5
Q

theory of cognitive dissonance

A

theory of cognitive dissonance is the perspective that cognitive discomfort results from an individual holding logically inconsistent beliefs about an object or an event; the consumer is motivated to reduce dissonance through changing his of her beliefs and and evaluations about the object or the event

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6
Q

define involvement

A

involvement is a person’s perceived relevance of an object based on inherent needs, values, and interests

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7
Q

define inertia

A

inertia is the process whereby purchase decisions are made out of habit because the consumer lacks the motivation to consider alternatives

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8
Q

define the flow state

A

the flow state is a condition of absorption that consumers enter when they are truly involved with a product, an ad, or a website

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9
Q

define affect

A

affect refers to the experience of emotionally laden states, which can range from evaluations, to moods, to full-blown emotions

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10
Q

define moods

A

moods involve temporary positive or negative affective states accompanied by moderate levels of arousal

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11
Q

define emotions

A

emotions are subjective, conscious, affect-laden experiences that are more intense than a mood, and often related to a specific triggering event

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12
Q

define negative state relief

A

negative state relief is when the consumer engages in a behaviour that helps resolve existing negative moods

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13
Q

define mood congruency

A

mood congruency is the notion that our judgements are often consistent with our existing mood states

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14
Q

define happiness

A

happiness is a mental state of well-being characterized by positive emotions and it varies between individuals and circumstances

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15
Q

define fear

A

fear is an emotional response to either the presence or anticipation of some type of danger or threat, and it has a powerful effect on consumer behaviour

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16
Q

define disgust

A

disgust is an emotion that has evolved to allow people to avoid contamination

17
Q

define envy

A

envy is a negative emotion associated with the desire to reduce the gap between oneself and someone else who is superior on some dimension of performance, achievement, or possession

18
Q

define guilt

A

guilt is an unpleasant emotional state associated with possible objections to one’s actions, inaction, circumstances, or intentions

19
Q

define embarrassment

A

embarrassment is a social emotion driven by a concern for what others are thinking about us