Ch. 5 Attitudes Based on High Effort

An ____ response is triggered when consumers generate feelings and images in response to a message.

affective

The _____ function is Katz notion that feelings influence our attitudes.

affective

____ refers to when our evaluations regarding a brand are mixed.

ambivalence

Another persons opinion will influence us more when our attitudes are ____.

ambivalent

An _____ is a relatively global and enduring evaluation of a person, object, issue, person, or action.

attitude

___ _____ is how easily an attitude can be remembered.

attitude accessability

___ ____ is how strongly we hold an attitude.

attitude confidence

___ ____ is how long an attitude lasts.

attitude persistence

____ ____ is how difficult it is to change an attitude.

attitude resistence

An ___ toward the ___ is how we feel about doing something.

attitude, act

Attitude accessibility is how easy an ____ can be ____.

attitude, remembered

The connative function is how ____ influence our ____.

attitudes, behavior

The theory of reasoned action is a model providing an explanation of how, when, and why ____ predict ___.

attitudes, behavior

Marketers must change ____ in order to influence customer ____-making and ____.

attitudes, decision, behavior

_____ can be described in terms of five major characteristics: 1) _____ 2) ___ _____ 3) ____ ___ 4) _____ 5) ____

attitudes, favorability, attitude accessibility, attitude confidence, persistence, resistance

The cognitive function is how ____ influence our _____.

attitudes, thoughts

____ is a source characteristic that evokes favorable attitudes if a source is ____ ____, likable, familiar, or similar to ourselves.

attractiveness, physically

____ is what we do.

behavior

____ ____ is what we intend to do.

behavioral intention

_____ ____ is when a message is different from what consumers believe.

belief discrepancy

The ____ function is how attitudes influence our behavior.

connative

Attitude toward the act is developed based off of two things: 1) belief about the ____ of an act 2) ____ of the ____ of an act

consequences, evaluation, consequences

The cognitive response model prompts three responses: 1) _____: thoughts that ____ with a message 2) ____ ____: thoughts that ____ with a message 3) ____ _____: thoughts that ___ or ___ the source of a message 4) ____ ____: when a message is different from what a consumer believes

counterargument, disagrees, support argument, agree, source derogation, discount, attack, belief discrepancy

_____ are thoughts that disagree with a message.

counterarguments

There are five main cognitive models: 1) ____ vs. ____ experience 2) reasoning by ____ or _____ 3) ____-driven ____ 4) ____ ____-based ____ generation 5) analytical processes of ___ ____

direct, imagined, analogy, category, values, attitude, social identity, attitude, attitude construction

____ or ____ experience essentially means that by elaborating on a product or service this can help consumers for stronger ____.

direct, imagined, attitudes

___ ____ is a message designed to induce consumers to ____ experience a depicted emotion.

emotion contagion, vicariously

____-____ model is a widely used model explaining how attitudes form and change.

expectancy-value

_____ refers to how much we like or dislike something.

favorability

___ appeal is a message that stresses negative consequences.

fear

The affective function is Katz notion that ____ influence our ____.

feelings, attitudes

An affective response is triggered when consumers generate ____ and ____ in response to a message.

feelings, images

THe ___ ____ is when an ad creates positive or negative feelings.

hedonic dimension

The utilitarian dimension is when an ad provides ____.

information

Attitudes are ____.

learned

____ are learned.

learned

Favorability refers to how much we ___ or ____ something.

like, dislike

Attitude toward the ad is whether a consumer ____ or ____ an ad.

likes, dislikes

Attitude persistence is how ___ an ____ lasts.

long, attitude

Attitude change is more difficult when consumers are brand ____ or consider themselves to be an ___ in a category

loyal, expert

The ___-___ hypothesis is the idea that the source must be appropriate for the product/service.

match-up

Ambivalence refers to when our evaluations regarding a brand are ____.

mixed

Fear appeal is a message that stresses ___ _____.

negative consequnces

_____ influences are how other people influence our behavior through ___ _____.

normative, social pressure

A ___-___ message is a marketing message providing only positive information.

one-sided

The subjective norm is how ___ feel about our doing something.

others

When effort is low, consumers will engage in ___-____ processing.

peripheral-route

The theory of ___ ____ is an extension of the ____ model that predicts ____ over which consumers perceive they have ____.

planned behavior, tora, behaviors, control

A one-sided message is a marketing message providing only ____ information.

positive

A two-sided message is a marketing message providing both ____ and ____ info.

positive, negative

The hedonic dimension is when an ad creates ___ or ____ feelings.

positive, negative

By forming attitudes by considering how similar a product is to other ____ or to a particular product category, we are using reasoning by ___ or ___ cognition.

products, analogy, category

___ _____ are thoughts that discount or attack the source of the message.

source derogation

___ ___ and ___ ____ result in a less favorable initial attitude.

source derogation, belief discrepancy

A ___ ____ is a presentation that features the best or central merits of an offering in a ____ manner.

strong argument, convincing

Attitude confidence is how ____ we hold an _____.

strongly, attitude

The ___ ____ is how others feel about our doing something.

subjective norm

____ _____ are thoughts that agree with the message.

support arguments

___ ___ ____ deals with how we cope with the threat of death by defending our world view of ___ and ____.

terror management theory, values, belief

The ___ ___ ___ ____ is a model that provides an explanation of how, when, and why attitudes predict behavior.

theory of reasoned action

Attitudes are important bc they: 1) guide our _____ (____ function) 2) influence our ____ (the _____ function) 3) affect our ____ (the ____ function)

thoughts, cognitive, feelings, affective, behavior, connative

Cognitive responses are ____ we have in response to a ____.

thoughts, communication

The ___ model proposes that ____ is a function of a persons ___ ____.

tora, behavior, behavioral intention

The ___ model proposes that ___ ____ is determined by: 1) ___ toward the ___ 2) ____ ____

tora, behavioral intention, attitude, act, subjective norms

The ___ _____ is when an ad provides information.

utilitarian dimension

A comparative message makes direct comparisons with ____.

competitors

When effort is high, consumers will engage in ___-____ processing.

central-route

___-_____ processing requires more ____ and thus results in stronger ____.

central-route, effort, attitudes

attitude resistence is how difficult it is to ___ an ____.

change, attitude

There are two approaches to attitude formation: 1) attitudes are based on ____ (____ or ____) 2) attitudes are based on ____

cognition, thoughts, beliefs, emotion

The ____ function is how attitudes influence our thoughts.

cognitive

In the ___ ___ model, consumers will generate counterarguments, support arguments, and ___ ____.

cognitive response, belief discrepancy

___ _____ are thoughts we have in response to a communication.

cognitive responses

A ____ message makes direct comparisons with competitors.

comparative

Expectancy-value model is a widely used model that explains how attitudes ____ and ____ based on: 1) ____/____ about an object or action 2) their ____ of these particular ____

form, change, beliefs/knowledge, evaluation, beliefs

An attitude is a relatively ____ and ____ evaluation of a person, object, issue, person, or action.

global, enduring