Purchasing and Buyer Chapter 11 (Exam 3)

The source of a communication represents _____.

"who" delivers the message

When considering consumers' ideal levels of performance on attributes when using a multiattribute attitude model, which attitude index is best?

0

Which of the following statements adequately reflects the concept of attitude component consistency?

A change in one attitude component tends to produce related changes in the other components.

Which of the following is an approach used by marketers to increase consumers' affect toward their brand?

A, B, and C- (classical conditioning, create a positive affect toward the ad or website, mere exposure)

Which of the following do marketers need to be concerned about with respect to using celebrities as company spokespersons?

A, B, and C- (overexposure of the celebrity, negative behavior involving the spokesperson, image of the celebrity does not match the image of the product or brand)

Spokescharacters can be _____.

All of the above- (animated animals, animated people, animated products, animated objects)

Which of the following statement is TRUE regarding comparative advertising?

Audience characteristics, especially brand loyalty associated with the sponsoring brand, are important.

Which of the following is NOT a reason celebrity sources are effective?

D. celerities are physically attractive, and research has shown that individuals will agree with a physically attractive person regardless of the message or their own initial attitude

Dana is watching television when a commercial for a brand of bathroom cleaner comes on. She is not very interested in the product category, but the ad was entertaining and made her laugh. As a result, she had a positive attitude toward the brand of cleaner advertised. According to the elaboration likelihood model, which route to persuasion influenced Dana?

D. peripheral role

Which of the following statements is FALSE regarding humorous appeals?

Humorous ads are low risk because they tend to translate well across situations and cultures.

Which of the following is FALSE regarding the central route to persuasion in the elaboration likelihood model?

Persuasion operates through classical conditioning

_____ consists of trustworthiness and expertise

Source credibility

The owner of a local restaurant wants to enhance consumers' attitudes toward his restaurant by changing the affective component of their attitude. Which of the following is an appropriate approach to achieve this objective?

Use positive music in their advertisements so that over time consumers will transfer the positive affect associated with the music to the restaurant

In an attempt to alter consumers' cognitive component of their attitude toward Pepsi brand of cola, a freshness date was added on the cans. Pepsi wanted consumers to consider this attribute that was never a consideration before. Pepsi was using which strategy to alter the cognitive structure of a consumer's attitude?

add beliefs

Nike has several models of athletic shoes, and most have high functionality. However, several models are also sleek looking and can actually make a fashion statement for the wearer as well as performing the functional aspects of the product. By going beyond the cognitive associations of functionality and attempting to tap consumers' affective reactions, Nike and other marketers are developing products with _____.

aesthetic appeal

Feelings or emotional reactions to an object reflect the _____ component of an attitude

affective

Janice and her mother were visiting an art gallery, and they were looking at modern art. When they came to one painting, Janice said, "I like that." When her mother asked her why she liked it, all she could say was, "I don't know, I just like it." Which component of attitude does this represent?

affective

Kimberly-Clark is interested in mothers' emotional reactions to their Huggies brand of disposable diapers, which usually have popular characters or cute designs printed on them. Which component of attitude is Kimberly-Clark interested in?

affective

SAM (Self-Assessment Manikin) is used to assess which component of attitude?

affective

Which of the following is NOT a way emotional ads may enhance persuasion?

all of the above are ways emotional ads may enhance persuasion- (by increasing attention of the ad and therefore ad recall; by increasing liking of the ad; by increasing product liking through classical conditioning; by increasing product liking through high-involvement processes)

Which of the following is a strategy for altering the cognitive component of a consumer's attitude?

all of the above- (change beliefs, shift importance, add beliefs, change ideal)

Which of the following is a common technique for inducing trial behavior

all of the above- (coupons, free samples, point-of-purchase displays, tie-in purchases)

Which of the following is a factor that may account for inconsistencies between measures of beliefs and feelings and observations of behavior?

all of the above- (lack of need, failure to consider relative attitudes, failure to consider interpersonal influence, failure to consider situational factors)

Online marketers attempt simulate "touch" by creating a(n) _____.

all of the above- (online simulated experience, virtual direct experience, enhanced content such as videos for experiential products, ability to experience products in a virtual context)

Generally speaking, compared to attitudes formed under the peripheral route, attitudes formed under the central route tend to be _____.

all of the above- (stronger, more resistant to counter persuasion attempts, more accessible from memory, more predictive of behavior)

Which of the following can be a component of a multiattribute model?

all of the above-- A consumer's attitude toward a particular brand, a consumer's belief about how a brand performs on a given attribute, the importance the consumer attaches to an attribute, a consumer's ideal level of performance on an attribute

Madeline has a(n) _____ toward Regular Coke, whereby she simultaneously really likes the taste but also is really negative about the brand because it has high calories.

ambivalent attitude

A learned predisposition to respond in a consistently favorable or unfavorable manner with respect to a given object is known as a(n) _____.

attitude

Caleb learned from his parents that littering was bad, so when he sees someone doing it, he forms an unfavorable impression of that person. Caleb's learned predisposition to dislike someone who litters represents his _____.

attitude

The simplest form of message framing where only a single attribute is the focus of the frame is known as _____.

attribute framing

Why are the SAM and AdSAM measures effective across cultures?

because the pictorial representations don't require translation or alteration

Which component of attitude represents one's tendency to respond in a certain manner toward an object or activity?

behavioral

Segmenting consumers on the basis of their most important attribute or attributes is called _____.

benefit segmentation

Marketers must promote _____ rather than _____, especially for less knowledgeable consumers and for complex products.

benefits, features

Addison is a brand manager and wants consumers to form attitudes that are strong, resistant to counterpersuasion attempts, more accessible from memory, and more predictive of behavior. Which route of the elaboration likelihood model should he encourage consumers to take?

central route

Carissa is highly involved is a purchase decision for a new car. She has searched the Internet, visited car dealerships, talked to friends and family, and paid attention to advertisements. According to the elaboration likelihood model, by which route is Carissa likely to be persuaded?

central route

The elaboration likelihood model posits two routes to persuasion, which are the _____.

central route and peripheral route

For years, American automobiles did not have the level of quality that foreign, particularly Japanese, automobiles had. However, that has changed, and most automobiles built in the United States have comparable or superior quality than imports. Consumers' attitudes are slow to change, however, and marketers must use which strategy to change the cognitive component of consumers' attitudes?

change beliefs

Mitch likes Toyota automobiles because he thinks they have the highest reliability of all automobiles. His belief about Toyota's reliability represents which component of Mitch's attitude?

cognitive

Which component of attitudes consists of a consumer's beliefs about an object?

cognitive

An advertisement for AT&T long distance telephone service split the screen in two and showed a person on each screen talking on the telephone. Below each person, there was a running total of the cost of the call. At the end of the commercial, the total cost on the AT&T side was lower than that for the Sprint side. This is an example of which type of ad?

comparative ad

Which type of ad directly compares the features or benefits of two or more brands?

comparative ad

Attitude components tend to be _____.

consistent

Which of the following is an individual factor that can influence attitude change

consumer knowledge

_____ is used by loyal consumers, whereby they "seal off" the negative information as a way to quarantine.

containment

How are actual behaviors and response tendencies most often measured?

direct questioning

A loyal consumer will often use _____ to protect their brand by reducing the importance they put on a given attribute

discounting

_____ is the first strategy a loyal consumer uses when their favorite brand is attacked with negative information.

discrediting

Which of the following is a theory about how attitudes are formed and changed under varying conditions of involvement?

elaboration likelihood model

Which type of ad is designed primarily to elicit a positive affective response rather than to provide information or arguments?

emotional ad

Which of the following is NOT a factor accounting for inconsistencies between measures of beliefs and feelings and observations of behavior?

failure to consider negative reactions

A long-running television commercial for Dial soap would show an individual in various situations with other people (e.g., car pool or elevator). This individual would join the others and look around, appearing to be in discomfort. Then a voice-over would say, "Aren't you glad you used Dial . . . don't you wish everyone did?" Which type of appeal does this illustrate?

fear appeal

Which type of appeal uses the threat of negative (unpleasant) consequence if attitudes or behaviors are not altered?

fear appeals

Quaker Oats contains zero milligrams of sodium. This is an example of what type of belief?

feature belief

Which type of message framing stresses either the positive outcomes of performing a behavior or the negative outcomes of not performing a behavior?

goal framing

For which type of products can affect, emotions, and Aad play a role in more conscious, high-involvement settings?

hedonic products

Appeal characteristics represent _____ a message is communicated.

how

Simply presenting a brand to an individual on a large number of occasions to make the individual's attitude toward the brand more positive is known as _____

mere exposure

_____ refers to presenting one of two equivalent value outcomes either in positive or gain terms or in negative or loss terms.

message framing

Duane is attempting to determine consumers' attitudes toward his restaurant by asking them their beliefs about how his restaurant performs on several attributes, such as price, ambience, quality of the food, and friendliness of service. Consumers can rate his restaurant with a score of 1 to 7 for each of these attributes, with 7 being the highest. Duane adds up the scores to see how he performs, using the assumption that a higher total is better. At a basic level, which type of model is Duane using?

multiattribute attitude model

Which of the following is used to understand a consumer's cognitive component of attitude?

multiattribute attitude model

Kellogg recently dropped Olympic swimmer Michael Phelps as a celebrity endorser. Kellogg's decision was based on ___________.

negative behavior involving the celebrity

An approach to measuring the importance of attitude components that requires consumers to allocate 100 points among the components such that the distribution of the points reflects the relative importance of the component is _____.

none of the above- (NOT perceptual mapping, the Likert scale, the semantic differential scale, or the rank-order scale--none of these)

Toyota offers a hybrid version of its popular Highlander mid-sized SUV. The advertising for this car features the positive benefits of owning a hybrid, but it fails to mention that the Hybrid is considerably more expensive than the conventional version of the model. This is an example of a(n) _____.

one-sided message

Advertisements or sales messages in which only one point of view is expressed are referred to as _____.

one-sided messages

Changing behavior prior to changing affect or cognition is based primarily on _____.

operant conditioning

Dr. Rosenfeld is the doctor on Sunday House Call, a Sunday morning health program on the Fox News channel. Dr. Rosenfeld is highly esteemed in his field and provides up-to-date medical information for viewers. Sometimes, he recommends specific products, and Valerie, a regular viewer of the program, trusts what he says or recommends because he doesn't seem to have an apparent motive to mislead viewers. Which characteristic does Dr. Rosenfeld possess?

source credibility

Tony the Tiger, the Jolly Green Giant, and the Aflac duck are examples of _____.

spokescharacters

Which of the following occurs when a company provides financial support for an event such as the Olympics or a concert?

sponsorship

Anne appears in a television commercial for a local chiropractor. She tells the audience how she suffered from migraine headaches several times a month. However, once she started treatment at this particular chiropractor, her headaches disappeared. She claimed, "I kept expecting them to come back, but they didn't. I have a whole new lease on life, thanks to Peavy Chiropractic!" Which type of ad is this?

testimonial ad

in which type of ad does a person, generally a typical member of the target market, recount his or her successful use of the product, service, or idea?

testimonial ad

Advertisements and packages for Kellogg's Smart Start breakfast cereal include the seal of the American Heart Association, indicating that it is a hearty, healthy choice. This seal can influence consumers to purchase this brand because the American Heart Association has a reputation of trustworthiness and expertise. The seal appearing on packages and in advertisements represents a _____.

third-party endorsement

How does mere exposure enhance attitudes?

through enhanced familiarity

For years, L'Oreal hair color would say in their ad that L'Oreal is "expensive, but you're worth it." This is an example of which type of advertisement?

two-sided message

Which type of advertisement or sales presentation presents both good and bad points?

two-sided message

An advertisement for the Honda Civic Hybrid featured gas mileage in the subheading (49 city/51 highway). The copy also noted that owners of this automobile may be eligible for a clean-fuel tax deduction. At the time this ad appeared, gas was more than $3.00 per gallon, which made the information important to consumers. This is an example of which type of appeal?

utilitarian appeal

Which type of appeal involves informing the consumer of one or more functional benefits that are important to the target market?

utilitarian appeal

Which of the following is TRUE regarding value-expressive versus utilitarian appeals?

utilitarian appeals are most effective for functional products

stead of featuring any functional benefits of the product or brand in ads for the iPod, this product was introduced by showing a silhouette of a person dancing with the white earbuds and holding a white iPod MP3 player. Which type of advertising appeal does this illustrate?

value-expressed appeal

Which type of appeal attempts to build a personality for the product or create an image of the product user?

value-expressive appeal