Chapter 4

Question 1

Acquired needs/ Psychogenic Needs

Answer 1

Are learned from our parents, social environment, and interactions with others.
they include the needs for self-esteem, prestige, affection, power, and achievement

Question 2

Maslow’s hierarchy of needs.

Answer 2

A theoretical framework consisting of five levels of human needs, which rank in order of importance from lower-level (biogenic) needs to higher-level (psychogenic) needs.

Question 3

Motivation

Answer 3

Motivation. The driving force within individuals that impels them to act.

Question 4

Cognitive school

Answer 4

Approach in consumer behavior that focuses on the thought processes behind decision-making.

Question 5

Trio of needs

Answer 5

Three primary psychogenic needs: power, affiliation, and achievement.

Question 6

Power/Dominance

Answer 6

The need to control, influence, and lead others.

Question 7

Affiliation

Answer 7

The need to spend time with others, form strong friendships, and be socially accepted

Question 8

Achievement

Answer 8

The need for personal accomplishment and success

Question 9

Projective techniques

Answer 9

Research tool requiring respondents to interpret stimuli that do not have clear meanings, with the assumption that the subjects will “reveal” or “project” their subconscious