CH 11 Attitudes and Influencing Attitudes

The source of a communication represents

"who" delivers the message.

When considering consumers' ideal levels of performance on attributes when using a multiattribute attitude model, which attitude index is best?

0

Which of the following statements adequately reflects the concept of attitude component consistency?

A change in one attitude component tends to produce related changes in the other components.

Online marketers attempt to simulate "touch" by creating a(n)

All of these choices are correct.

Which of the following is not a reason why celebrity sources are effective?

Celebrities are physically attractive, and research has shown that individuals will agree with a physically attractive person regardless of the message or their own initial attitude.

In a goal framing setting, a positive frame is generally the most effective. T/F

FALSE

Which of the following statements is false regarding humorous appeals?

Humorous ads are low risk because they tend to translate well across situations and cultures.

An approach to measuring the importance of attitude components that requires consumers to allocate 100 points among the components such that the distribution of the points reflects the relative importance of the component is

None of these choices are correct.

The cognitive component of attitude consists of a consumer's beliefs about an object. T/F

TRUE

Which of the following is true regarding value-expressive versus utilitarian appeals?

Utilitarian appeals are most effective for functional products.

The simplest form of message framing where only a single attribute is the focus of the frame is known as

attribute framing.

Why are the SAM and AdSAM measures effective across cultures?

because the pictorial representations don't require translation or alteration

Which component of attitude represents one's tendency to respond in a certain manner toward an object or activity?

behavioral

The elaboration likelihood model posits two routes to persuasion, which are the

central route and peripheral route.

Attitude components tend to be

consistent.

Which of the following is not a factor accounting for inconsistencies between measures of beliefs and feelings and observations of behavior?

failure to consider negative reactions

For which type of products can affect, emotions, and Aad play a role in more conscious, high-involvement settings?

hedonic products

Duane is attempting to determine consumers' attitudes toward his restaurant by asking them their beliefs about how his restaurant performs on several attributes, such as price, ambience, quality of the food, and friendliness of service. Consumers can rate his restaurant with a score of 1 to 7 for each of these attributes, with 7 being the highest. Duane adds up the scores to see how he performs, using the assumption that a higher total is better. At a basic level, which type of model is Duane using?

multiattribute attitude model

Changing behavior prior to changing affect or cognition is based primarily on

operant conditioning.

Which of the following is not a way emotional ads may enhance persuasion?

All of these choices are ways emotional ads may enhance persuasion.

In an attempt to alter consumers' cognitive component of their attitude toward Pepsi brand of cola, a freshness date was added on the cans. Pepsi wanted consumers to consider this attribute that was never a consideration before. Pepsi was using which strategy to alter the cognitive structure of a consumer's attitude?

add beliefs

Madeline has a(n) __________ toward Coke, whereby she simultaneously really likes the taste but also is really negative about the brand because it has high calories.

ambivalent attitude

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n)

attitude.

Caleb learned from his parents that littering was bad, so when he sees someone doing it, he forms an unfavorable impression of that person. Caleb's learned predisposition to dislike someone who litters represents his

attitude.

Segmenting consumers on the basis of their most important attribute or attributes is called

benefit segmentation.

Addison is a brand manager and wants consumers to form attitudes that are strong, resistant to counterpersuasion attempts, more accessible from memory, and more predictive of behavior. Which route of the elaboration likelihood model should he encourage consumers to take?

central route

Which of the following is an approach used by marketers to increase consumers' affect toward their brand?

classical conditioning, create a positive affect toward the ad or website and mere exposure

__________ is used by loyal consumers, whereby they "seal off" the negative information as a way to quarantine.

containment

How are actual behaviors and response tendencies most often measured?

direct questioning

Which of the following is a theory about how attitudes are formed and changed under varying conditions of involvement?

elaboration likelihood model

Which type of ad is designed primarily to elicit a positive affective response rather than to provide information or arguments?

emotional ad

Appeal characteristics represent __________ a message is communicated.

how

Simply presenting a brand to an individual on a large number of occasions to make the individual's attitude toward the brand more positive is known as

mere exposure.

Which of the following is used to understand a consumer's cognitive component of attitude?

multiattribute attitude model

Tony the Tiger, the Jolly Green Giant, and the Aflac duck are examples of

spokescharacters.

Which type of advertisement or sales presentation presents both good and bad points?

two-sided message

Generally speaking, compared to attitudes formed under the peripheral route, attitudes formed under the central route tend to be

All of these choices are correct.

Spokescharacters can be

All of these choices are correct.

Which of the following can be a component of a multiattribute model?

All of these choices are correct.

Which of the following is a common technique for inducing trial behavior?

All of these choices are correct.

Which of the following is a factor that may account for inconsistencies between measures of beliefs and feelings and observations of behavior?

All of these choices are correct.

Which of the following is a strategy for altering the cognitive component of a consumer's attitude?

All of these choices are correct.

Which of the following statement is true regarding comparative advertising?

Audience characteristics, especially brand loyalty associated with the sponsoring brand, are important.

Broadcast media, particularly television, appear to be better vehicles for comparative advertisements, because broadcast lends itself to more thorough comparisons. T/F

FALSE

If competing brands are comparable in terms of product features (central cues), then consistent with the elaboration likelihood model, under high involvement, peripheral cues like pleasant music will have no influence on brand preferences. T/F

FALSE

Research has shown that using high levels of fear in advertising such that consumers feel threatened are the most effective. T/F

FALSE

The affective component of an attitude is one's tendency to respond in a certain manner toward an object or activity. T/F

FALSE

The elaboration likelihood model (ELM) of persuasion posits two routes to persuasion: direct route and indirect route. T/F

FALSE

The logic underlying the multiattribute attitude model is that all the components of an attitude are generally inconsistent. T/F

FALSE

Value-expressive appeals involve informing the consumers of one or more functional benefits that are important to the target market. T/F

FALSE

__________ refers to presenting one of two equivalent value outcomes either in positive or gain terms or in negative or loss terms.

Message framing

Which of the following is false regarding the central route to persuasion in the elaboration likelihood model?

Persuasion operates through classical conditioning.

__________ consists of trustworthiness and expertise.

Source credibility

A credible source can enhance message processing and acceptance. T/F

TRUE

Four basic marketing strategies used for altering the cognitive structure of a consumer's attitude are: change beliefs, shift importance, add beliefs, and change ideal. T/F

TRUE

One critical aspect of attitudes is that all three components tend to be consistent. T/F

TRUE

Segmenting consumers on the basis of the most important attribute or attributes is called benefit segmentation. T/F

TRUE

Sponsorship occurs when a company provides financial support for an event. T/F

TRUE

The simplest form of message framing is attribute framing, where only a single attribute is the focus of the frame. T/F

TRUE

There is evidence that affect or brand preference may be increased by mere exposure. T/F

TRUE

Nike has several models of athletic shoes, and most have high functionality. However, several models are also sleek looking and can actually make a fashion statement for the wearer as well as performing the functional aspects of the product. By going beyond the cognitive associations of functionality and attempting to tap consumers' affective reactions, Nike and other marketers are developing products with

aesthetic appeal.

Feelings or emotional reactions to an object reflect the __________ component of an attitude.

affective

Janice and her mother were visiting an art gallery, and they were looking at modern art. When they came to one painting, Janice said, "I like that." When her mother asked her why she liked it, all she could say was, "I don't know, I just like it." Which component of attitude does this represent?

affective

Kimberly-Clark is interested in mothers' emotional reactions to their Huggies brand of disposable diapers, which usually have popular characters or cute designs printed on them. Which component of attitude is Kimberly-Clark interested in?

affective

SAM (Self-Assessment Manikin) is used to assess which component of attitude?

affective

Marketers must promote __________ rather than __________, especially for less knowledgeable consumers and for complex products.

benefits, features

Carissa is highly involved is a purchase decision for a new car. She has searched the Internet, visited car dealerships, talked to friends and family, and paid attention to advertisements. According to the elaboration likelihood model, by which route is Carissa likely to be persuaded?

central route

For years, American automobiles did not have the level of quality that foreign, particularly Japanese, automobiles had. However, that has changed, and most automobiles built in the United States have comparable or superior quality than imports. Consumers' attitudes are slow to change, however, and marketers must use which strategy to change the cognitive component of consumers' attitudes?

change beliefs

Mitch likes Toyota automobiles because he thinks they have the highest reliability of all automobiles. His belief about Toyota's reliability represents which component of Mitch's attitude?

cognitive

Which component of attitudes consists of a consumer's beliefs about an object?

cognitive

An advertisement for AT&T long distance telephone service split the screen in two and showed a person on each screen talking on the telephone. Below each person, there was a running total of the cost of the call. At the end of the commercial, the total cost on the AT&T side was lower than that for the Sprint side. This is an example of which type of ad?

comparative ad

Which type of ad directly compares the features or benefits of two or more brands?

comparative ad

__________ is the first strategy a loyal consumer uses when their favorite brand is attacked with negative information.

discrediting

A long-running television commercial for Dial soap would show an individual in various situations with other people (e.g., car pool or elevator). This individual would join the others and look around, appearing to be in discomfort. Then a voice over would say, "Aren't you glad you used Dial... don't you wish everyone did?" Which type of appeal does this illustrate?

fear appeal

Which type of appeal uses the threat of negative (unpleasant) consequence if attitudes or behaviors are not altered?

fear appeals

Quaker Oats contains zero milligrams of sodium. This is an example of what type of belief?

feature belief

Which type of message framing stresses either the positive outcomes of performing a behavior or the negative outcomes of not performing a behavior?

goal framing

Advertisements or sales messages in which only one point of view is expressed are referred to as

one-sided messages.

Which of the following do marketers need to be concerned about with respect to using celebrities as company spokespersons?

overexposure of the celebrity, negative behavior involving the spokesperson, and image of the celebrity does not match the image of the product or brand

Dana is watching television when a commercial for a brand of bathroom cleaner comes on. She is not very interested in the product category, but the ad was entertaining and made her laugh. As a result, she had a positive attitude toward the brand of cleaner advertised. According to the elaboration likelihood model, which route to persuasion influenced Dana?

peripheral route

Dr. Thomas, a doctor and local news medical correspondent, has frequently appeared in "Ask the Doctor" segment on local news Radio. Dr. Thomas is highly esteemed in his field and provides up-to-date medical information for viewers and provides answers to callers' questions. Sometimes he recommends specific remedies and products, and Valerie, a regular listener of the segment, trusts what he says or recommends because he doesn't seem to have an apparent motive to mislead listeners. Which characteristic does Dr. Thomas possess?

source credibility

Which of the following occurs when a company provides financial support for an event such as the Olympics or a concert?

sponsorship

Anne appears in a television commercial for a local chiropractor. She tells the audience how she suffered from migraine headaches several times a month. However, once she started treatment at this particular chiropractor, her headaches disappeared. She claimed, "I kept expecting them to come back, but they didn't. I have a whole new lease on life, thanks to Peavy Chiropractic!" Which type of ad is this?

testimonial ad

In which type of ad does a person, generally a typical member of the target market, recount his or her successful use of the product, service, or idea?

testimonial ad

Advertisements and packages for Kellogg's Smart Start breakfast cereal include the seal of the American Heart Association, indicating that it is a hearty, healthy choice. This seal can influence consumers to purchase this brand because the American Heart Association has a reputation of trustworthiness and expertise. The seal appearing on packages and in advertisements represents a

third-party endorsement.

How does mere exposure enhance attitudes?

through enhanced familiarity

For years, L'Oreal hair color would say in their ad that L'Oreal is "expensive, but you're worth it." This is an example of which type of advertisement?

two-sided message

An advertisement for the Honda Civic Hybrid featured gas mileage in the subheading (49 city/51 highway). The copy also noted that owners of this automobile may be eligible for a clean-fuel tax deduction. At the time this ad appeared, gas was over $3.00 per gallon, which made the information important to consumers. This is an example of which type of appeal?

utilitarian appeal

Which type of appeal involves informing the consumer of one or more functional benefits that are important to the target market?

utilitarian appeal

Instead of featuring any functional benefits of the product or brand in ads for the iPod, this product was introduced by showing a silhouette of a person dancing with the white earbuds and holding a white iPod MP3 player. Which type of advertising appeal does this illustrate?

value-expressive appeal

Which type of appeal attempts to build a personality for the product or create an image of the product user?

value-expressive appeal