Ch 7
Balance Theory
According to BALANCE THEORY we link elements together in 1 of 2 ways: they can either have a unit relation where we think a person is somehow connected to an attitude object, or they can have a sentimental relation, where a person expresses linking or disliking for an attitude object.
Social Judgment Theory
According to SOCIAL JUDGMENT THEORY, as a consumer becomes more involved with an attitude object, their LATITUDE OF ACCEPTANCE gets smaller.
ABC Model of attitudes
According to the ABC MODEL OF ATTITUDES, an attitude has 3 components. AFFECT describes how a consumer feels about an attitude object. BEHAVIOR refers to their intentions to take action about it. COGNITION is what the person believes to be true about the attitude object
Ego-Defensive
According to the Functional Theory of attributes, attitudes we form to protect ourselves either from external threats or internal feelings perform a EGO-DEFENSIVE function.
Value-Expressive
According to the functional theory of attributes attitudes that perform a VALUE-EXPRESSIVE function relate to the consumer's central values or self-concept. a person forms a product attitude in this case cause of what the product says about him or her as a person
Utilitarian
According to the functional theory of attributes, the UTILITARIAN function relates to the basic principles of reward and punishment.
Knowledge
According to the functional theory of attributes, we form attitudes cause we need order, structure or meaning. A KNOWLEDGE function applies when a person is in an ambiguous situation or when they confront a new product
Principle of Cognitive Consistency
According to the principle of Cognitive consistency, we value harmony among our thoughts, feelings, and behaviors, and a need to maintain uniformity among these elements motivates us. The theory COGNITIVE DISSONANCE states that when a person is confronted with inconsistencies among attitudes or behaviors, they will take some action to resolve this issue, they either change behavior or attitude to restore consistency
Which of the following is not an important addition to the original Fishbein model that resulted in what is now referred to as the Extended Fishbein Model? (C)
Cognitive Consistency- consumers value harmony among their thoughts, feelings, and behaviors.
Which of the following is true according to the discussion of social judgment theory (D)
People form latitudes of acceptance and rejection around an attitude standard.
Functional Theory of attributes
Psychologist Daniel Katz developed the FUNCTIONAL THEORY OF ATTRIBUTES to explain how attitudes facilitate social behavior. According to this approach, attitudes exist because they serve some function for the person
MULTIATTRIBUTE ATTITUDE MODEL
The most influential MULTIATTRIBUTE ATTITUDE MODEL is called the FISHBEIN MODEL. It measures 3 components of attitude: salient beliefs that they have about an attitude object, object attribute linkage, and their evaluation of each of the important attributes.
Compliance
at low levels of involvement, COMPLIANCE, we form an attitude because it helps us to gain rewards or avoid punishment. This attitude is very superficial; it is likely to change when others no longer monitor our behavior or when another option becomes available. At a high level of involvement called INTERNALIZATION, strong attitudes becomes part of our value system. These attitudes are very difficult to change cause they are so important to us.
Hierarchy of Effects
hierarchy of effects refers to the fixed sequence of steps that occurs during attitude formation; this sequence varies depending on such factors as the consumer's level of involvement with the attitude object.
