Ch. 5 Attitudes Based on High Effort
An ____ response is triggered when consumers generate feelings and images in response to a message.
affective
The _____ function is Katz notion that feelings influence our attitudes.
affective
____ refers to when our evaluations regarding a brand are mixed.
ambivalence
Another persons opinion will influence us more when our attitudes are ____.
ambivalent
An _____ is a relatively global and enduring evaluation of a person, object, issue, person, or action.
attitude
___ _____ is how easily an attitude can be remembered.
attitude accessability
___ ____ is how strongly we hold an attitude.
attitude confidence
___ ____ is how long an attitude lasts.
attitude persistence
____ ____ is how difficult it is to change an attitude.
attitude resistence
An ___ toward the ___ is how we feel about doing something.
attitude, act
Attitude accessibility is how easy an ____ can be ____.
attitude, remembered
The connative function is how ____ influence our ____.
attitudes, behavior
The theory of reasoned action is a model providing an explanation of how, when, and why ____ predict ___.
attitudes, behavior
Marketers must change ____ in order to influence customer ____-making and ____.
attitudes, decision, behavior
_____ can be described in terms of five major characteristics: 1) _____ 2) ___ _____ 3) ____ ___ 4) _____ 5) ____
attitudes, favorability, attitude accessibility, attitude confidence, persistence, resistance
The cognitive function is how ____ influence our _____.
attitudes, thoughts
____ is a source characteristic that evokes favorable attitudes if a source is ____ ____, likable, familiar, or similar to ourselves.
attractiveness, physically
____ is what we do.
behavior
____ ____ is what we intend to do.
behavioral intention
_____ ____ is when a message is different from what consumers believe.
belief discrepancy
The ____ function is how attitudes influence our behavior.
connative
Attitude toward the act is developed based off of two things: 1) belief about the ____ of an act 2) ____ of the ____ of an act
consequences, evaluation, consequences
The cognitive response model prompts three responses: 1) _____: thoughts that ____ with a message 2) ____ ____: thoughts that ____ with a message 3) ____ _____: thoughts that ___ or ___ the source of a message 4) ____ ____: when a message is different from what a consumer believes
counterargument, disagrees, support argument, agree, source derogation, discount, attack, belief discrepancy
_____ are thoughts that disagree with a message.
counterarguments
There are five main cognitive models: 1) ____ vs. ____ experience 2) reasoning by ____ or _____ 3) ____-driven ____ 4) ____ ____-based ____ generation 5) analytical processes of ___ ____
direct, imagined, analogy, category, values, attitude, social identity, attitude, attitude construction
____ or ____ experience essentially means that by elaborating on a product or service this can help consumers for stronger ____.
direct, imagined, attitudes
___ ____ is a message designed to induce consumers to ____ experience a depicted emotion.
emotion contagion, vicariously
____-____ model is a widely used model explaining how attitudes form and change.
expectancy-value
_____ refers to how much we like or dislike something.
favorability
___ appeal is a message that stresses negative consequences.
fear
The affective function is Katz notion that ____ influence our ____.
feelings, attitudes
An affective response is triggered when consumers generate ____ and ____ in response to a message.
feelings, images
THe ___ ____ is when an ad creates positive or negative feelings.
hedonic dimension
The utilitarian dimension is when an ad provides ____.
information
Attitudes are ____.
learned
____ are learned.
learned
Favorability refers to how much we ___ or ____ something.
like, dislike
Attitude toward the ad is whether a consumer ____ or ____ an ad.
likes, dislikes
Attitude persistence is how ___ an ____ lasts.
long, attitude
Attitude change is more difficult when consumers are brand ____ or consider themselves to be an ___ in a category
loyal, expert
The ___-___ hypothesis is the idea that the source must be appropriate for the product/service.
match-up
Ambivalence refers to when our evaluations regarding a brand are ____.
mixed
Fear appeal is a message that stresses ___ _____.
negative consequnces
_____ influences are how other people influence our behavior through ___ _____.
normative, social pressure
A ___-___ message is a marketing message providing only positive information.
one-sided
The subjective norm is how ___ feel about our doing something.
others
When effort is low, consumers will engage in ___-____ processing.
peripheral-route
The theory of ___ ____ is an extension of the ____ model that predicts ____ over which consumers perceive they have ____.
planned behavior, tora, behaviors, control
A one-sided message is a marketing message providing only ____ information.
positive
A two-sided message is a marketing message providing both ____ and ____ info.
positive, negative
The hedonic dimension is when an ad creates ___ or ____ feelings.
positive, negative
By forming attitudes by considering how similar a product is to other ____ or to a particular product category, we are using reasoning by ___ or ___ cognition.
products, analogy, category
___ _____ are thoughts that discount or attack the source of the message.
source derogation
___ ___ and ___ ____ result in a less favorable initial attitude.
source derogation, belief discrepancy
A ___ ____ is a presentation that features the best or central merits of an offering in a ____ manner.
strong argument, convincing
Attitude confidence is how ____ we hold an _____.
strongly, attitude
The ___ ____ is how others feel about our doing something.
subjective norm
____ _____ are thoughts that agree with the message.
support arguments
___ ___ ____ deals with how we cope with the threat of death by defending our world view of ___ and ____.
terror management theory, values, belief
The ___ ___ ___ ____ is a model that provides an explanation of how, when, and why attitudes predict behavior.
theory of reasoned action
Attitudes are important bc they: 1) guide our _____ (____ function) 2) influence our ____ (the _____ function) 3) affect our ____ (the ____ function)
thoughts, cognitive, feelings, affective, behavior, connative
Cognitive responses are ____ we have in response to a ____.
thoughts, communication
The ___ model proposes that ____ is a function of a persons ___ ____.
tora, behavior, behavioral intention
The ___ model proposes that ___ ____ is determined by: 1) ___ toward the ___ 2) ____ ____
tora, behavioral intention, attitude, act, subjective norms
The ___ _____ is when an ad provides information.
utilitarian dimension
A comparative message makes direct comparisons with ____.
competitors
When effort is high, consumers will engage in ___-____ processing.
central-route
___-_____ processing requires more ____ and thus results in stronger ____.
central-route, effort, attitudes
attitude resistence is how difficult it is to ___ an ____.
change, attitude
There are two approaches to attitude formation: 1) attitudes are based on ____ (____ or ____) 2) attitudes are based on ____
cognition, thoughts, beliefs, emotion
The ____ function is how attitudes influence our thoughts.
cognitive
In the ___ ___ model, consumers will generate counterarguments, support arguments, and ___ ____.
cognitive response, belief discrepancy
___ _____ are thoughts we have in response to a communication.
cognitive responses
A ____ message makes direct comparisons with competitors.
comparative
Expectancy-value model is a widely used model that explains how attitudes ____ and ____ based on: 1) ____/____ about an object or action 2) their ____ of these particular ____
form, change, beliefs/knowledge, evaluation, beliefs
An attitude is a relatively ____ and ____ evaluation of a person, object, issue, person, or action.
global, enduring