QUESTION 11 Which is not a requirement for reactances the decision must be of low importance the decision must be of some importance the person must believe they have the freedom to make a choice QUESTION 12 Which of the following is a correct example of the two types of threats which can lead to desire to maintain behavioral freedom physical and impersonal social and impersonal O financial and social O physical and social QUESTION 13 The motivation to use products and services to create fantasies is called: afisation power hedonic experiences maintaining optimum stimulation level QUESTION 14 theory of acquired motivation The midrange theory of motivation that states when a person receives a stimulus both positively and negativelyvalenced reaction may be felt is called the opposite valance two-sided opponent process reactance QUESTION 15 Which two types of factors can influence the level of stimulation of a person at any given point of time O internal, external O product, situational O health, mood O personality, learning history QUESTION 16 Needs result from a discrepancy between an actual and desired state of being. True False QUESTION 17 According to opponent process theory of motivation, the: O combination of two motivations result in overall feeling O nothing O second is stronger O second reaction occurs simultaneously QUESTION 18 When a salesperson pushes so hard that the consumer decides against the purchase_may have occurred: O arousal O hedonic fight O psychological reactance behavioral flight