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23 Cards in this Set
- Front
- Back
Motivation |
Driving force that impels people to take action or choose a certain response based off of intensity and frequency. Hedonic triggers and emotional response/fantasy. |
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*Instinct Theory - Self preservation |
All members of a species are programmed for the same motivations. Unlearned Uniform in expression Universal in species Problems: 1. No list of instincts 2. Instinct is inferred from behavior |
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Sociobiology - Fitness |
Fittest individual is the one that passes on the most amount of genes to the next generation. Explains motives such as competition, aggression, sexual activity, and dominance. |
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*Drive Theory - Push |
Drive creates tension that motivates an organism to engage in activities that will remove the tension and help maintain homeostasis. Problems: 1. Doesn't explain all human motives 2. Delay of gratification that increases drive state (eating healthy at home) 3. Motivation exists without drive arousal (dessert) |
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Incentive Theory - Pull |
When an external stimulus or goal pulls you in a certain direction, which motivates behavior. Reward that pulls us to our actions. |
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Expectancy Theory |
An individual will act in a certain way based on the expectation that the act will be followed by a given outcome and on the the attractiveness of that outcome to the individual. Feasibility should be considered. |
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(Criticisms) Maslow's Hierarchy of Needs |
1. Product can satisfy multiple needs (too simplistic) 2. Restricted to Western culture (culture-bound) 3. Belongingess needs vs. esteem needs (some groups value group needs) |
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Types of Motivational Conflict |
Approach-Approach: two desirable alternatives that cause cognitive dissonance (beliefs and behaviors contradict) Approach-Avoidance: positive and negative aspects of desired product. Guilt of desire occurs. Avoidance-Avoidance: two undesirable alternatives. |
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Affect |
An internal feeling state. Moods: low intensity, short-lived, don't know what caused it. Emotions: differentiated and have a specific triggering event that is attitude/behavior specific. |
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Moods |
Cam be triggered by external stimuli. Track our: Energy levels - GRUMPY Circadian rhythm - SLEEPY Wellness or illness - WEEPY |
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Plutchik's Basic Emotions |
Emotions appeared through the processes evolution. They evolved to help us survive and can be traced to this purpose. |
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Sources of Emotion: James-Lange |
An event causes physiological arousal first, followed by an interpretation of this arousal. Interpretation is a mandatory prerequisite to emotion. Event-Arousal-Interpretation-Emotion |
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Sources of Emotion: Cannon-Bard |
We experience physiological arousal and emotion simultaneously, but give no thought of behavior. Event - Emotion - Arousal |
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Sources of Emotion: Cognitive Appraisal Theory |
A thought must come before any emotion or physiological arousal. Must think about your situation before you can experience an emotion. Event - Thought - Emotion - Arousal |
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Affect and Memory |
When the source of arousal is unrelated or comes later to the material to be learned the arousal intensity of an affective experience increases peoples immediate and long-term memory for the experience. |
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Consumer Judgement and Decision Making |
Integral Affect: affective responses that are directly linked to the object of judgement or decision Incidental Affect: affective experiences whose source is unconnected to the object of evaluation |
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Integral Affect |
Feelings experienced: 1. Through direct exposure 2. In response to some representation of the object (commercial) Objects that elicit pleasant feelings are evaluated more favorably. > cognitive bases (beliefs, attitudes) |
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How Does Integral Affect Influence Judgements and Decisions? |
Influence evaluation of an object separately from consumers knowledge about the target. 1. Affect Transfer: positivity or negativity of integral feelings is carried over to the target 2. "How do i Feel about it" heuristic: emotional responses are viewed as sources of information when evaluating. 3. Indirect Effect Model: emotional responses influence a persons perception or beliefs, and these then influence the evaluation. |
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Determinants of Reliance on Integral Affect |
1. Motivation to process information is low 2. Are distracted or under time pressure 3. Other bases of evaluation are ambiguous 4. They lack expertise in the target domain |
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Incidental Affect |
May come from: 1. Current mood 2. Emotional disposition 3. Temperament 4. Contextual stimuli Objects are evaluated more favorable when in a good mood than when in a bad mood. |
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Why Mood Congruency |
Differential Accessibility: positive mood makes positive thoughts about target object more accessible in memory and vice versa. Affect as information: respondents surveyed better on a sunny day, but when made aware the assimilation dissipated. Factors that influence reliance on integral also increase influence of incidental. |
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Beyond Congruency |
(+) promote creativity in problem solving (+) decrease depth that information is processed (-) more analytical and systematic processing (-) decrease reliance on stereotypes and other general knowledge structures |
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Moods and Risk-Taking |
(+) Low Risk - optimistic and risk-taking (+) High Risk - averse, maintain current happiness (-) Aversion when sad, risk-taking when mad |