Chapter 3 Flashcards
also termed as physiological and innate needs, which sustain physical existence, e.g., food, water, air, protection of the body, and sex.
Biogenic needs
Motivational forces that are learned from our parents, social environment, and interactions with others.
Psychogenic needs
Sought after outcomes of motivated behavior.
Goals
What two sets of goals are consumers’ behavior actions driven by?
- Generic goals
- Product-specific goals
Positive outcomes that people seek.
approach objects
Negative outcomes that people want to prevent.
Avoidance objects
The feeling that results from failure to achieve a goal.
Frustration
Cognitive and behavioral ways of handling frustration in order to protect one’s self-esteem
Defense mechanisms
What are the seven primary defenses that people use to cope with frustrations?
- Aggression
- Rationalization
- Regression
- Withdrawal
- Projection
- Daydreaming
- Identification
Responding aggressively when encontering frustration
Aggression
Resolving frustration by inventing plausible reasons for being unable to attain goals or deciding that the goal in not really worth prusuing
Rationalization
An individual may react to a frustrating situation with childish or immature behavior
Regression
Frustration may be resolved by simply withdrawing from the situation.
Withdrawal
Responding to frustration by projecting blame for failures and inabilites on other objects or persons.
Projection
Responding to frustration by fantasizing and imaginary gratification of unfilled needs.
Daydreaming
