Exam #2 More Study Questions

Despite improvements to the Fishbein model, all of the following are considered 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 behavioral outcomes are beyond the consumer's control. D) Measures of attitude often do not correspond to the behavior they are supposed to predict.

A) The model has relatively weak theorems about attitudes

Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is ________. A) internalization B) identification C) compliance D) actualization

A) internalization

Roger was really angry when Coca-Cola attempted to switch from its older formula to New Coke. He wrote letters to Coca-Cola, talked to friends, called the local bottler, attempted to hoard "old Coke," and complained to the local grocery store manager. In this example, which degree of commitment would be most closely associated with Roger and his attitudes? A) compliance B) identification C) information acquisition D) internalization

D) internalization

A consumer can recognize problems as either an opportunity or a need. How should promotions differ between those emphasizing opportunities and those emphasizing needs? a) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing need should give locations where the products can be purchased. b) Promotions emphasizing needs should decrease the ideal state, while promotions emphasizing opportunities should provide buying locations. c) Promotions emphasizing needs should increase the ideal state, while opportunity promotions should attempt to decrease the ideal state. d) Promotions emphasizing needs should attempt to increase a consumer's ideal state, while promotions emphasizing opportunities should simply give locations where the products can be found for purchased.

a) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing need should give locations where the products can be purchased.

The functional theory of attitudes was initially developed to explain how _________________. a) attitudes facilitate social behaviors b) attitudes are learned from family and friends c) attitudes change over an individual's lifetime d) people identify with products

a) attitudes facilitate social behaviors

Psychologist David Katz developed the ___________ of attitudes. a) functional theory b) classical theory c) clinical theory d) neoclassical theory

a) functional theory

The first step in the cognitive decision-making process is ______________. a) problem recognition b) evaluate alternatives c) information search d) per purchase search

a) problem recognition

When using the _______________ rule of decision making, a consumer evaluated brands on the most important attribute, but specific cutoffs are imposed. a) compensatory b) conjunctive c) elimination-by-aspects d) lexicographic

b) conjunctive

Features actually used to differentiate among choices are called ________ attributes. a) search b) determinant c) evaluation d) segmentation

b) determinant

A mental or problem-solving shortcut to make a decision is called a(n) ________. a) detail rule b) heuristic c) determinant d) experience rule

b) heuristic

A(n) ______________ is a particular model , or exemplar, or appearance. a) self-concept b) ideal of beauty c) ideal self d) cathexis

b) ideal of beauty

________________ is the process by which the consumer surveys the environment for appropriate data to make a reasonable decision. a) product choice b) information search c) problem recognition d) evaluation of alternatives

b) information search

The success of ________ hinges on the marketer's ability to convince the consumer to consider its product within a given category. a) exemplar products b) positioning theory c) identifying competitors d) product locations

b) positioning theory

A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________. a) inertia b) satisficing c) rationalizing d) anchoring

b) satisficing

Which attitude function related to the consumer's self-concept or central values? a) knowledge b) value-expressive c) utilitarian d) ego-defensive

b) value-expressive

When we act the way we assume others expect us to act we are practicing a ________. a) self-image b) self-fulfilling prophecy c) real self d) looking-glass self

c) androgyny

______________ refers to a strategy in which a message presents two or more specifically names or recognizably presented brands and evaluates them in terms of one or more specific attributes. a) emotional appeal b) conclusion advertising c) comparative advertising d) cognitive dissonance

c) comparative advertising

According to _____________, we evaluate the effort we'll need to make a particular choice and then we tailor the amount of cognitive "effort" we expend to make that choice. a) behavioral processing b) cognitive processing c) constructive processing d) mental processing

c) constructive processing

A marketing manager who wants to identify opinion leaders for her product category should ________________. a) look for people who stand out in a crowd b) find government officials who use the product c) find socially active persons who are intensely interested in the product category and who are similar to the other customers d) find intellectuals who can write and speak well so that product communication will be facilitated.

c) find socially active persons who are intensely interested in the product category and who are similar to the other customers

Physically attractive people are perceives as smarter, cooler, and happier than the average people. These perceptions are a result of the ________________. a) balance theory b) self-perception theory c) halo effect d) principle of cognitive dissonance

c) halo effect

According to ____________, utility is defined in terms of gains and losses. a) hyperopia b) heuristics c) prospect theory d) Zipf's law

c) prospect theory

________________ happens when we do not devote as much time and effort to a task as we could because our contribution is part of a larger group effect. a) brand feats b) brand community c) social loafing d) principle of least interest

c) social loafing

What does the sleeper effect suggest about source credibility? a) if a receiver is not paying attention, a message cannot be effective b) the effectiveness of a message will increase over time c) the effectiveness of positive sources over less positive sources can be erased over time d) many people can learn the important parts of a message even when asleep

c) the effectiveness of positive sources over less positive sources can be erased over time

Which of the following general attitude functions is most closely related to the basic principles of reward and punishment? a) ego-defensive function b) value-expressive function c) utilitarian function d) knowledge function

c) utilitarian function

The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad? a) subconscious motives b) a person's beliefs c) the marketer and its strategy of image building d) a person and his or her perceptions

d) a person and his or her perceptions

A component of the ABC model of attitude is ________. a) behavior b) cognition c) affect d) all of these

d) all of these

Which of the following is a level of a people extended self? a) individual level b) family level c) community level d) all of these

d) all of these

___________ is a lasting, general evaluation of people, objects, advertisements, or issues. a) an object b) an image c) a power d) an attitude

d) an attitude

Evaluating the effort when we need to make a particular choice is called the ________. a) need b) routine process c) want d) constructive process

d) constructive process

Home shopping parties may activate _______________, in which the individual at the party may get so caught up in the party spirit that he or she orders products that would normally not be purchased. a) principle of least interest b) surrogate shift c) homophily d) deindividualization

d) deindividualization

The two-factory theory explains the fine line between _________________. a) argument and counter-argument b) affect and cognition c) compliance and non-compliance d) familiarity and boredom

d) familiarity and boredom

Which of the following occurs when a consumer uses a selected product and decides whether it merits his or her expectations? a) framing b) inertia c) feature creep d) post-purchase evaluation

d) post-purchase evaluation

Sophie tells Nick about a great new restaurant. Sophie is practicing ________. a) viral advertising b) group advertising c) social advertising d) word-of-mouth communication

d) word-of-mouth communication