Chapter 7: Attitudes & Persuasion

M-commerce takes place primarily through what medium?

wireless devices such as cellphones

Despite improvements to Fishbein model, all of the following are considered to be obstacles to predicting behavior using this model EXCEPT which one?

[[A) The model has relatively weak theorems about attitudes.]] B) The model deals with actual behavior, not with the outcomes of behavior. C) Some outcomes are beyond the consumer's control. D) Measures of attitude often do not really correspond to the behavior they are supposed to predict.

The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad?

a person and his or her perceptions

What do the "A, B, Cs" of the ABC model of attitudes stand for?

affect, behavior, and cognition

A(n) ______ is a lasting, general evaluation of people (including oneself), objects, advertisements, or issues.

attitude

The functional theory of attitudes was initially developed to explain how ______ .

attitudes facilitate social behavior

Source ______ refers to the message source's perceived social value.

attractiveness

According to the ______ hiearchy, the consumer considers purchases based on ana attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide).

experimental

According to the basic ABC model of attitudes, ______ refers to the beliefs a consumer has about an attitude object.

cognition

What is the first step in the standard learning theory hiearchy approach?

cognition

The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are ______ .

credibility & attractiveness

All multiattribute attitude models specify the importance of three elements. Two of those elements are attributes and belieds. What is the third element?

importance weights

Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is ______ .

internalization

The ______ function of attitudes applies when a person is in an ambigous situation and needs order, structure, or meaning.

knowledge

The ______ hiearchy assumes the consumer does not initially have a strong preference for one brand over another. Instead, he acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used.

low-involvement

What form of marketing is based on the premise that a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him?

permission marketing

An active attempt to change attitudes is called ______ .

persuasion

The theory of cognitive dissonance is based on the ______ .

principle of cognitive consistency

According to the Fishbein model, one of the components of attitude is the ______ people have about an Ao.

salient beliefs

Which theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are?

self-perception theory

Which theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information?

social judgement theory

In the communications model, the element in which the message originates is the ______ .

source

What does the sleeper effect suggest about source credibility?

the effectieness of postive sources over negative sources can be erased over time.

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors?

the theory of cognitive dissonance

Which of the following theoretical models measures attitude toward the aact of buying (Aact), rather than the attitude toward only the product itself?

the theory of reasoned action

Researchers have added to the original Fishbein multiattribute model. The name of this extended-Fishbein model is the ______ .

theory of reasoned action

Which of the following attitude functions is associated with a focus on particular social identities and lifestyles (e.g., "What sort of man reads Playboy?")?

value-expressive