consumer behavior chapter 7

value-expressive function of attitudes

function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others

knowledge function of attitudes

function of attitudes whereby attitudes allow consumers to simplify decision-making processes

ego-defensive function of attitudes

function of attitudes whereby attitudes work as a defense mechanism for consumers

A

Attitude change tends to be relatively enduring when it occurs in the central route a. true b. false

B

According to social judgement theory, for a message to fall within the latitude of acceptance, the information presented must be perceived as being far away from the original attitude position. a. true b. false

A

According to social judgement theory, if a message is perceived as falling in the latitude of rejection, a ___________ occurs a. contrast effect b. source effect c. recency effect d. primacy effect

D

According to social judgment theory, assimilation occurs when: a. the material presented toward the end of a message is most influential. b. the material presented early in a message is most influential. c. an incoming message falls within the latitude of rejection. d. an incoming message falls within the latitude of acceptance.

D

According to the ABC approach to attitudes, which of the following is a component of attitude? a. Conations b. Ideals c. Values d. Cognitions

B

According to the elaboration likelihood model(ELM), if consumers find that an incoming message is particularly relevant to their situation the central route to persuasion is activated a. false b. true

C

Alexa is a strong advocate of animal rights, and she supports several campaigns by organizations such as People for the Ethical Treatment of Animals (PETA). In the given scenario, the _____ has enabled Alexa to support the cause that she strongly advocates. a.utilitarian function of attitudes b.knowledge function of attitudes c.value-expressive function of attitudes d.ego-defensive function of attitudes

attitude-toward-the-object model (ATO)

Attitude model that considers three key elements, including beliefs consumers have about salient attributes, the stregnth of the belief that an object possesses the attribute, and evaluation of the particular attribute

B

Buying a product because it delivers a specific benefit is an example of the value-expressive function of attitudes. a. True b. False

C

Identify a true statement about the attitude-toward-the-object (ATO) approach. a. Changing evaluations of an attribute is usually easier than changing the strength of a belief regarding that attribute. b. Changing evaluations of an attribute does not involve convincing consumers that the attribute is not as positive or negative as they may think. c. Adding beliefs about new attributes may require a physical change to the product itself. d. Adding a valued attribute to a product cannot change the overall attitude toward the product.

D

Identify a true statement in the context of attitude-behavior consistency a. sales promotion is not required if consumers have a positive attitude toward a product b. attitudes are the most reliable predictors of behavior as they remain constant over time c. attitudes are stronger predictors of behavior when the decision to be made is not classified as high involvement. d. attitudes are stronger predictors of behavior when situational factors do not impede the product selection

D

Identify a true statement in the context of message appeals. a. Highly explicit content tends to direct consumers' attention toward the product and increases product recall. b. Fear appeals appear to be effective when advertisers show how difficult it is to implement the desired response. c. Sexually appealing ads are usually not persuasive because consumers consider them to be exploitative. d. Humorous ads appear to be most effective when a consumer's attitudes are initially positive rather than negative.

A

Impulse purchases can be explained from the experiential perspective. a. True b. False

A

In the context of the ABC approach to attitudes, cognition refers to: a. the beliefs that a consumer has about an object. b. a consumer's feelings about an object. c. the overt behavior exhibited by a consumer. d. a consumer's core beliefs and self-concept.

A

In the context of the attitude-toward-the-object (ATO) model, which of the following statements is true? a. Attributes need to really be relevant to the product under consideration. b. According to the ATO model, salient beliefs about an attribute can be disregarded. c. The weights that are associated with various attributes always remain constant. d. The ATO model is academic in nature and does not have any practical application.

D

In the context of the elaboration likelihood model (ELM), the attractiveness of the person delivering a message and the expertise of the spokesperson of a message are examples of _____. a. primacy effects b. central cues c. peripheral cues d. recency effects

A

In the context of the peripheral route to persuasion, which of the following statements is true? a. Consumers are unlikely to develop cognitive responses to a message. b. Consumers are less likely to pay attention to the attractiveness of the person delivering a message. c. Consumers develop a number of thoughts regarding an incoming message that may contradict the information. d. Consumers find that an incoming message is particularly relevant to their situation.

C

In the elaboration likelihood model (ELM), nonproduct-related information presented in a message is referred to as _____. a. central cues b. inconsistent cues c. peripheral cues d. abstract cues

B

In the high-involvement hierarchy, _____. a. consumers evaluate products before forming beliefs about them b. consumer beliefs about products are formed first c. consumers indulge in impulse purchases

D

Jennifer has just finished her exams. She goes to the mall to meet her friends and indulges in a shopping spree, purchasing many products impulsively. This is an example of a(n) _____. a. low-involvement purchase b. utilitarian purchase c. high-involvement purchase d. experiential purchase

A

MarketNerd Inc., a marketing firm, is conducting a market research study on consumers' attitudes toward online shopping websites. In order to achieve its research objectives, MarketNerd collects information from several social networking sites and blog posts and uses the information to track consumers' evaluations of various shopping portals and websites. This process is best described as _____. a. attitude tracking b. marketing audit c. risk assessment d. predictive analytics

B

Michelle wants to buy a new laptop. She wants a lightweight laptop with a long battery life. She selects a laptop model on the Internet. Her belief ratings (b) and the evaluation ratings (e) for the model are as follows: Criteria e b Lightweight 3 9 Long battery life 4 6 Michelle's overall attitude score (Ao) toward the laptop model calculated using the attitude-toward-the-object (ATO) model is _____. a. 85 b. 51 c. 36 d. 15

B

Monica works as an editor in a leading fashion magazine. She buys trendy clothing to fit in with the others in her company. This is an example of: a. the knowledge function of attitudes. b. the utilitarian function of attitudes. c. the value-expressive function of attitudes. d. the ego-defensive function of attitudes.

A

Nathan is diabetic and has been advised by his doctor to reduce his sugar intake. He, however, discounts the negative health consequences of sugar and frequently eats candies. This is an example of the _____. a. ego-defensive function of attitudes b. value-expressive function of attitudes c. cognitive function of attitudes d. utilitarian function of attitudes

B

Peter and his friends often indulge in binge drinking over the weekends. Though they know the risks associated with it, they choose to ignore the side effects. This denial is an example of the: a. value-expressive function of attitudes. b. ego-defensive function of attitudes. c. utilitarian function of attitudes. d. knowledge function of attitudes.

A

Rachel decides to order a pizza for dinner. Without much deliberation, she orders one from a pizzeria that is quite popular in the neighborhood. This is an example of a(n) _____ purchase. a. low-involvement b. behavioral influence c. high-involvement d. experiential

a

Rita was asked to fill in a questionnaire as part of a job interview. There were several scenario-based questions that asked for her opinions, likes, and dislikes about people in the scenario. This questionnaire was used to assess her _____. a. attitude b. communication skills c. creativity d. motivation

A

Roger is an ardent supporter of a famous soccer club. He always wears the team's jersey during league matches in order to fit in and connect with the other fans of the club. This is an example of the ___________ of attitudes. a. utilitarian function b. ego-defensive function c. value-expressive function d. knowledge function

B

Samantha buys phones of a particular brand because she is familiar with their features. Although there are several other brands that offer phones with better features at more competitive prices, she does not want to purchase a phone of another brand and go through the trouble of exploring its features. Samantha's reasoning best illustrates the: a. utilitarian function of attitudes. b. knowledge function of attitudes. c. value-expressive function of attitudes. d. ego-defensive function of attitudes.

C

Social judgement theory uses _______ to explain attitude change a. the central route and the peripheral route b. high-involvement and low-involvement hierarchies c. latitudes of acceptance and latitudes of rejection d. the utilitarian function and the hedonic function

D

Source effects: a. refer to the role of message construction in persuasion. b. occur when the information placed early in a message has the most effect. c. occur when the placement of information in a message impacts the recall of the information. d. refer to the characteristics of the person delivering a message that influence persuasion.

A

The _____ of attitudes is based on the concept of reward and punishment. a. utilitarian function b. knowledge function c. value-expressive function d. ego-defensive function

A

The _____ proposes that consumers compare incoming information to their existing attitudes about a particular object or issue. a. social judgment theory b. balance theory c. psychoanalytic theory d. attitude-toward-the-object theory

D

The _____ states that a source feature is most effective when it is paired with relevant products. a. balance theory b. social judgment theory c. serial position hypothesis d. matchup hypothesis

D

The _____ suggests that some consumer actions occur without either beliefs or affect being strongly formed beforehand. a. experiential hierarchy b. high-involvement hierarchy c. low-involvement hierarchy d. behavioral influence hierarchy

A

The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in a triad that is composed of observer, person, and object. a. True b. False

A

The ego-defensive function of attitudes allows consumers to choose products that: a. protect their self-image. b. minimize punishment and maximize rewards. c. are familiar to them. d. express their values.

B

The extent to which a company actively monitors its customers' attitudes over time is referred to as behavioral intentions modeling. a. True b. False

A

The knowledge function of attitudes enables consumers to: a. simplify decision-making processes. b. use attitudes as ways to minimize punishment. c. express their core values, self-concept, and beliefs. d. develop positive attitudes toward image-enhancing products.

D

The statement "I really like my new tablet computer" best reflects the _____ component of attitude. a. cognitions b. analysis c. behavior d. affect

D

The theory of planned action expands upon the behavioral intentions model by including: a. a schema-based affect. b. the consistency principle. c. sentiment relations and unit relations. d. a perceived control component.

D

The theory of planned action: a. shows that there is no significant relationship between consumers' attitude toward an advertisement and their attitude toward the product being advertised. b. shows that consumers' attitude about a company does not affect their decision to buy the company's products. c. uses three elements to predict consumers' attitude—salient beliefs, strength of the belief, and evaluation of the attribute. d. assesses the difficulty faced by consumers in performing a behavior and the extent to which consumers perceive that they are in control of the product selection.

B

The utilitarian function of attitudes enables consumers to express their core values, self-concept, and beliefs. a. True b. False

a

When _____ are made, consumers often have some basic beliefs about products without necessarily having strong feelings toward them. a. low-involvement purchases b. impulse purchases c. high-involvement purchases d. experiential purchases

A

Which of the following best exemplifies the utilitarian function of attitudes? a. a man buying a luxury car for his daily commute b. a person donating to an environment protection organization c. a woman buying clothes of the same brand for years d. a group of teenage boys indulging in binge drinking and smoking

C

Which of the following is an example of a source effect? a. Offering free samples of new products b. Promoting premium products though point-of-purchase (POP) displays c. Using attractive models to promote a brand d. Offering heavy discounts in an annual sale

C

Which of the following is an example of noise in a computer-mediated environment? a. Analytics b. Spyware c. Pop-ups d. Cookies

A

Which of the following is an example that best represents the utilitarian function of attitudes? a. A person buying a product because it delivers a specific benefit b. A person buying products from a particular brand because of brand loyalty c. A person supporting a group like Greenpeace because of his or her belief in protection of environment d. A person wearing athletic apparel to enhance the image of being active and in shape

A

Which of the following models illustrates how attitudes are changed based on differing levels of consumer involvement? a. The elaboration likelihood model b. The compensatory model c. The multiattribute attitude model d. The attitude-toward-the-object model

D

Which of the following statements is true in the context of interactive communications? a. Traditional advertising media use many-to-one approach. b. A many-to-many approach does not work well in marketing communication. c. Social media does not have significant influence on consumer loyalty. d. Social media significantly influence word of mouth (WOM)

A

Which of the following statements is true of attitudes? a. Attitudes and value are closely related. b. Attitudes do not affect the choice of products. c. Attitudes motivate people to behave in inconsistent ways. d. Negative attitudes do not have a profound effect on consumers.

B

With _____, attitudes are formed holistically across a number of attributes, with poor ratings on one attribute being offset by higher ratings on another attribute. a. changing schema-based affect b. compensatory models c. consistency principle d. elaboration likelihood models

C

_____ are used to describe how the appeal of a promotional content and its construction affect persuasion. a. Product effects b. Source effects c. Message effects d. Behavior effects

D

_____ refer specifically to information found in a message that pertains directly to a particular product, its attributes, its advantages, or the consequences of its use. a. Peripheral cues b. Source effects c. Primacy effects d. Central cues

A

_____ refers to the extent to which a company actively monitors its customers' evaluations of objects, products, services, issues, or people over time. a. Attitude tracking b. Behavioral intentions modeling c. Attribute monitoring d. Value-expressive function

multiattribute attitude model

a model that combines a number of pieces of information about belief and evaluations of attributes of an object

ABC approach to attitudes

approach that suggests that attitudes encompass one's affect, behavior, and cognitions (or beliefs) toward an object

persuasion

attempt to change attitudes

hierarchy of effects

attitude approach that suggests that affect, behavior, and cognitions form in a sequential order

Elaboration Likelihood Model (ELM)

attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing

theory of planned action

attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component

compensatory model

attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another

source effects

characteristics of a source that influence the persuasiveness of a message

attitude tracking

effort of a marketer or researcher to track changes in consumer attitudes over time

attitude-behavior consistency

extent to which a strong relationship exists between attitudes and actual behavior

utilitarian function of attitudes

function of attitudes in which consumers use attitudes as ways to maximize rewards and minimize punishment

message effects

how the appeal of a message and its construction affect persuasiveness

matchup hypothesis

hypothesis that states that a source feature is most effective when it is matched with relevant products

central cues

information presented in a message about the product itself, its attributes, or the consequences of its use

behavioral intentions model

model developed to improve on the ATO model, focusing on behavioral intentions, subjective norms, and attitude toward a particular behavior

peripheral cues

nonproduct-related information presented in a message

primary effect

occurs when the information placed early in a message has the most impact

recency effect

occurs when the information placed late in a message has the most impact

serial position effect

occurs when the placement of information in a message impacts recall of the information

central route persuasion

path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message

peripheral route persuasion

path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message

Consistency Principle

principle that states that human beings prefer consistency among their beliefs, attitudes, and behaviors

attitudes

relatively enduring overall evaluations of objects, products, services, issues, or people

functional theory of attitudes

theory of attitudes that suggests that attitudes perform four basic functions

social judgment theory

theory that proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude

balance theory

theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system