Motivation correct answers -An inner state of arousal that denotes energy to achieve a goal
-We're not motivated to memorize every part of a $1 bill
Duncker's Candle Problem correct answers -Candle, box of tacks, matchbox
-Extrinsic reward (if then rewards) narrows focus and restricts creativi...
MAR 3503 Exam 1 || A Verified A+ Pass.
Motivation correct answers -An inner state of arousal that denotes energy to achieve a goal
-We're not motivated to memorize every part of a $1 bill
Duncker's Candle Problem correct answers -Candle, box of tacks, matchbox
-Extrinsic reward (if then rewards) narrows focus and restricts creativity
and caused individuals to do worse when tacks were in the box but better when tacks were not in
the box
-There's a mismatch between what science knows and what business does
Overcoming Functional Fixedness correct answers Look past the idea that an object only has one
use
Dan Ariely and Motivation
Tangible vs. Monetary Rewards correct answers -Tangible rewards are more effective than
monetary rewards
-We can visualize tangible rewards which creates an emotional response
-Money is not accompanied by images and lacks emotional pull
Goal-Relevant Behavior correct answers High motivation will encourage people to do things
more likely to achieve goals
Felt Involvement correct answers -Psychological experience of the motivated consumer (interest,
excitement, anxiety, passion)
-Especially with things that are more tangible
Situational Consumer Motivation correct answers -Temporary interest in an offering or activity
-Gift buying, car-buying process (short term)
Cognitive Consumer Motivation correct answers -Interest in THINKING about and
PROCESSING information related to one's goal
-Satisfy your needs vs. perfect them
Affective Consumer Motivation correct answers -Interest in expending EMOTIONAL energy
and heightened feelings regarding an offering
-They want to go to the emotional movies and cry during the motie
Consumer Motivation: Involvement with a medium correct answers -TV: low involvement
(passive)
-Print ads/newspaper: higher involvement
What affects motivation? correct answers -Personal Relevance
-Values, goals, needs
-Perceived risk
-Inconsistency with attitudes
, Personal Relevance correct answers -Extent to which something has a direct bearing on
significant consequences or implications in your life
-Effected by self-concept
Values correct answers -Enduring beliefs that a given behavior or outcome is desirable or good
-You can change a consumers attitude but it's very hard to change their values
Goals correct answers -Objective we would like to achieve
-Can be shaped by marketing
-High-low range goals tend to be more motivating than a single number
Needs correct answers -An internal state of tension cause by disequilibrium from an ideal state
-Needs are dynamic, never fully satisfied
-ie. hunger
"Actual Self" correct answers -Who we know we are based upon past behavior
-There is a gap between who we know we are and who we want to be
Ideal Self correct answers -Hopes,wishes, aspirations
-Who I want to be
-Discrepancy leads to: disappointment, sadness
Ought Self correct answers -My duties, responsibilities, obligations
-Who I "should" be
-Discrepancy leads to: agitation, fear, restlessness
Motivation's effect on self discrepancy model correct answers -Reduce the discrepancy
-Make the negative affect go away
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