DECA Hospitality and Tourism Cluster Practice Exam

Which motivational theory classifies people's buying needs from basic to complex?

1. McClelland's Acquired Needs Theory

2. Maslow's Hierarchy of Needs Theory

3. Adam's Equity Theory

4. Vroom's Expectancy Theory

The correct answer is: Maslow's Hierarchy of Needs Theory

Maslow's Hierarchy of Needs Theory is recognized for its framework that categorizes human needs in a structured manner, ranging from basic physiological requirements to more complex psychological desires. This theory posits that individuals are motivated to fulfill their needs in a specific order, beginning with fundamental needs such as food, water, and shelter (physiological needs). Once these basic needs are satisfied, individuals become motivated to meet higher-level needs, including safety, social connections, esteem, and finally, self-actualization. This classification helps to explain consumer buying behavior, as it suggests that people are more likely to consider and prioritize certain types of purchases based on their current needs. For instance, someone might focus on acquiring essential goods when their basic needs are unmet but may transition to seeking luxury items or experiences when they have satisfied those foundational needs. In contrast, other theories such as McClelland's Acquired Needs Theory focus on specific needs related to achievement, affiliation, and power, rather than a structured hierarchy. Adam's Equity Theory deals with perceptions of fairness and balance in social exchanges and Vroom's Expectancy Theory emphasizes the decision process involving expectation and value rather than a hierarchy of needs. These theories do not categorize needs in the same progressive manner, making