Chapter 5

Textbook Definition Thoene Definition

Motivation Homeostasis Self-improvement

Maslow’s Hierarchy

Particular Need Utilitarian Hedonic

Source: http://www.abraham-maslow.com/m_motivation/Hierarchy_of_Needs.asp

Consumer Involvement Moderating variable Different types

Product involvement Product enthusiasts

Shopping involvement Situational involvement Enduring involvement Emotional involvement

Source: www.insidesocal.com

Emotions Psychobiological Visceral

Cognitive Appraisal Theory Anticipation

appraisal Agency appraisal Equity appraisal Outcomes

Mood Effects

Mood-congruent Effects

Affect

Measuring Moods Autonomic

measures Examples:

Self-report PANAS PAD

Why do people act differently to the same situation? Personality

Bad service Involvement

Movies Flow

Shopping, gaming Emotional

expressiveness Emotional

intelligence

Semantic Wiring Emotions and schema

are tied together Mood-congruent recall

Autobiographical Nostalgia (1980s)

Schema-based affect

Emotional contagion Emotional labor