The hierarchy of needs model suggests that most

23. The "hierarchy of needs" model suggests that most products must fill more than one need at the
same time.

24. According to the Hierarchy of Needs, consumers are motivated to first satisfy their higher-order
needs, then they will focus on their lower-level needs.
25. Motivation theory suggests that a consumer would not try to satisfy physiological and safety
needs until social and personal needs have been completely satisfied.
26. Motivation theory suggests that only one need can be satisfied at a time.
True False
27. Consumers do not usually see or hear all the stimuli that come their way.
28. In selective exposure we screen out or modify ideas, messages, and information that conflict with
previously learned attitudes and beliefs.
29. "Selective exposure" refers to a person's ability to screen out or modify ideas, messages, and
information that conflict with previously learned attitudes and beliefs.
30. Learning is a change in a person's thought processes caused by prior experience.
True False
31. According to learning theory, a cue is likely to result in a consumer response only if there is a
drive to satisfy.
32. Reinforcement of a response decreases the likelihood of the same response the next time the
drive occurs.
33. Reinforcement strengthens the relationship between the cue and the response.
34. Adding lemon scent to Pledge furniture polish is an example of using a positive cue.
True False
35. A perfume ad that suggests that people who use the product have more appeal to the opposite
sex is an example of a positive cue.

36. That "new car" smell that includes an aroma of leather and wood is an example of using a
positive cue.
37. Many needs are culturally (or socially) learned.
38. Americans' preoccupation with deodorants is an example of a culturally learned need.
True False
39. An attitude is a person's point of view about something, and usually involves liking or disliking.
40. The main difference between attitudes and beliefs is that beliefs always involve liking or disliking,
but attitudes don't necessarily involve liking or disliking.
41. Beliefs are not as action-oriented as attitudes.
42. Beliefs are more action-oriented than attitudes.
True False