Understanding Motivation and Goals

The driving force within individuals that impels them to action is known as ________.

• a goal

• tension

• motivation

• a need

• personality

Motivation is produced by a state of tension, which exists as the result of ________.

• peer pressure

• environmental forces

• satisfied desires

• unrealized desires

• unfulfilled needs

Successful marketers define their markets in terms of ________.

• the product the company has decided to produce

• the lowest price for which a particular product can be manufactured

• the needs they presume to satisfy

• the ethnicity of their primary consumers

• the geographic location of their primary consumers

When Procter & Gamble defines its business as "providing branded products and services of quality and value that improve the lives of the world's consumers," they are using a ________.

• need-focused definition

• product-oriented definition

• motivation-oriented definition

• personality-oriented definition

• production-oriented definition

The physiological needs for food, water, and air are called ________ needs.

• secondary

• innate

• acculturated

• psychogenic

• acquired

Needs that we learn in response to our parents, social environment, and interactions with the environment are called ________ needs.

• primary

• biogenic

• acculturated

• psychological

• innate

________ are the sought-after results of motivated behavior.

• Motivations

• Goals

• Rewards

• Behaviors

• Targets

________ are outcomes that consumers seek in order to fulfill their physiological and psychological needs.

• Broad-spectrum goals

• Objective goals

• Generic goals

• Subjective goals

• Product-specific goals

________ are sought outcomes to be achieved by using a given product or service.

• General goals

• Objective goals

• Generic goals

• Subjective goals

• Product-specific goals

Barry wants a sandwich for lunch. Tom wants a turkey sandwich with lettuce, tomato, and mayonnaise from Subway. Barry has a(n) ________, whereas Tom has a(n) ________.

• generic goal; product-specific goal

• objective goal; subjective goal

• product-specific goal; objective goal

• subjective goal; generic goal

• product-specific goal; generic goal