Ch. 8 Attitudes and Persuasion

The ________ route to persuasion is taken when the person is not really motivated to think about the arguments made in a communication message. A) central B) peripheral C) dual D) systematic

B

The element of a communications model in which the message originates is the ________. A) medium B) source C) receiver D) consumer

B

The functional theory of attitudes was initially developed to explain how ________. A) people identify with products B) attitudes facilitate social behavior C) attitudes are learned from family and friends D) attitudes change over an individual's lifetime

B

According to the Fishbein model, one of the components of attitude is the ________ people have about an Ao. A) salient beliefs B) subconscious beliefs C) latitude of acceptance D) latitude of rejection

A

According to the ________ hierarchy, the consumer considers purchases based on an attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide). A) experiential B) habitual C) low-involvement D) standard learning

A

Despite improvements to the 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.

A

M-commerce is communicated primarily through what medium? A) cell phones B) billboards C) radio satellite D) TV

A

Most messages merely present one or more positive attributes about a product or reasons to buy it. Which of the following best describes this approach to communicating a message? A) supportive arguments B) countervailing arguments C) refutational arguments D) direct arguments

A

Physically attractive people are perceived as smarter, cooler, and happier than average people. These perceptions are a result of a ________. A) halo effect B) principle of cognitive consistency C) match-up hypothesis D) self-perception theory

A

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) bonding

A

The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning. A) knowledge B) utilitarian C) value-expressive D) ego-defensive

A

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

A

What makes a commercial message persuasive? The answer (according to a major study) is that the single most important feature is whether the communication contains ________. A) a brand-differentiating message B) a sexual symbol or suggestion C) price information D) a credible spokesperson

A

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors? A) the theory of cognitive dissonance B) the theory of affective disjunction C) social judgment theory D) self-perception theory

A

According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of ________. A) argument and counter-argument B) learning and tedium C) vividness and refutation D) comparative and non-comparative influences

B

An active attempt to change attitudes is called ________. A) behavior modification B) persuasion C) communication D) cognition

B

Craig complained to his friend Jess that a class was too hard and he believed that the teacher was not being fair with his grading standards. Jess replied, "Craig, you really have an attitude problem." What is the relationship between the manner that the term attitude is used in common conversation and the how it is defined in consumer behavior? A) There is no relationship. Common usage is not the same as attitudes as seen by the researchers who study consumer behavior. B) The term attitude is widely used in popular culture in much the same way it is used in studying consumer behavior. C) They are different in that popular culture does not recognize that attitudes are temporary. Otherwise the usage is the same.

B

Researchers have added to the original Fishbein multi-attribute model. The name of this extended-Fishbein model is the ________. A) linked Fishbein model B) theory of reasoned action C) Phillips approach D) subjective norm model

B

Some theorists have proposed a model that focuses on studying consumer goals as a way to explore attitude formation. What consumers believe they have to do to attain their goals would also be part of any evaluation of attitudes according to this model. Which of the following theories would be most closely linked to the statements above? A) theory of reasoned action B) theory of trying C) theory of direct response D) rejection theory

B

Source ________ refers to the message source's perceived social value. A) valence B) attractiveness C) class D) hierarchy

B

The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics are ________. A) culture and ethnicity B) credibility and attractiveness C) credibility and recency D) attractiveness and recency

B

The theory of cognitive dissonance is based on the ________. A) knowledge function B) principle of cognitive consistency C) principle cognitive affect conflict D) self-identification function

B

What do the "A, B, Cs" of the ABC model of attitudes stand for? A) attitudes, business, and consumption B) affect, behavior, and cognition C) assumptions, best practices, conditions D) approval, behavior, context

B

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?")? A) utilitarian B) value-expressive C) ego-defensive D) knowledge

B

Which of the following theoretical models measures attitude toward the act of buying (Aact), rather than the attitude toward only the product itself? A) the theory of cognitive dissonance B) the theory of reasoned action C) the balance theory D) the theory of trying

B

A marketing study found that respondents believed that a dark-haired model would be more effective in selling gold jewelry than would a blond-haired model, if the dark-haired model was not perceived to be ethnic. What two ideas of using celebrities as communication sources are most likely to be in play here? A) Celebrities should be attractive, but not too attractive. B) The celebrity's image should match that of the product, and blond-haired models are too common for the exclusive image of gold. C) The celebrity's image should match that of the product and should embody cultural meaning. D) The celebrity's image should embody cultural meanings that contrast with the product's cultural stereotypic image.

C

A politician attempts to gain support for her for mayor by releasing a poll showing that almost 70 percent of the city's voters support her position on property taxes. What basic psychological principle is the politician using to persuade voters that she should be the next mayor? A) consistency B) authority C) consensus D) liking

C

Kanisha is confronted with a strange set of products during her most recent visit to the cosmetics counter at her favorite department store. Urban Grunge nail polish is "hot, hot, hot" according to recent ads. Kanisha likes the idea of a new nail polish but is unsure about the image that might be projected by the dull colors of the nail polish line. With such names as Street Slime, Garbage Goo, and Trash Can, caution might be the right move. Which of the following attitude functions most closely matches with Kanisha's purchase decision? A) utilitarian function B) value-expressive function C) ego-defensive function D) knowledge function

C

Rick Tuan has a unique problem. He must persuade a good friend to stop smoking. He knows that if he just says "Quit," his message will be rejected. Instead, Rick chooses to offer a ________ message in which he presents the positive and negatives of quitting smoking. He feels sure that this approach will have a greater likelihood of success with his friend. A) supportive B) low-involvement C) two-sided D) refutational

C

Simi Ghandi is never quite sure which brand of gum to buy. She tries some, likes some, and rejects some. However, through a process of behavioral learning she does remember those brands that taste good and make her mouth feel fresh. The problem is that she cannot often remember the brands that are not so good and often repeats purchasing mistakes. "Oh well," says Simi, "gum buying is not that big of a deal anyway." Which of the following hierarchies would most appropriately describe Simi's situation? A) standard learning hierarchy B) experiential hierarchy C) low-involvement hierarchy D) habit hierarchy

C

The Berry and Dale advertising agency has proposed a new campaign for Bayer Aspirin to overcome the public's tendency to "tune out" Bayer commercials. The proposed technique will be to create ten different 15-second spots that all demonstrate reasons for using Bayer Aspirin. Which of the following theories of message communication is the agency trying to account for in its proposal for Bayer Aspirin? A) the trait-factor theory B) the balanced communication theory C) the two-factor theory D) the dual communication theory of polarity

C

The ________ hierarchy 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. A) experiential B) habitual C) low-involvement D) standard learning

C

What is the first step in the standard learning theory hierarchy approach (e.g., one where attitudes are based on cognitive processing information)? A) affinity B) intentions C) cognition D) behavior

C

Which of the following best describes the findings of research on using two-sided messages to communicate with consumers? A) Two-sided messages are widely used and are very effective in reaching target audiences. B) Two-sided messages are cost-prohibitive. C) Two-sided messages can be quite effective, yet marketers rarely use them. D) Two-sided messages are no different from one-sided messages and are used about equally by marketers and their advertising agencies

C

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? A) the theory of cognitive dissonance B) the theory of affective disjunction C) social judgment theory D) self-perception theory

C

________ refers to a strategy in which a message compares two or more specifically named or recognizably presented brands and compares them in terms of one or more specific attributes. A) Cognitive differentiation B) Emotional appeal C) Comparative advertising D) Conclusion advertising

C

A company wants to persuade a customer to buy its products. If the consumer is characterized as being one that has a high degree of involvement with products that are sold by the company, what route to persuasion will the company most likely take? A) a parallel route B) a peripheral route C) a circular route D) a central route

D

A(n) ________ is a lasting, general evaluation of people (including oneself), objects, advertisements, or issues. A) principle B) belief C) personality trait D) attitude

D

According to the basic ABC model of attitudes, ________ refers to the beliefs a consumer has about an attitude object. A) affect B) behavior C) affinity D) cognition

D

All multiattribute attitude models specify the importance of three elements. Two of those elements are attributes and beliefs. What is the third element? A) action variables B) motivations C) recency of events D) importance weights

D

Elements in television commercials have positive and negative effects. Which of the following effects would be considered to be positive? A) extensive use of components, ingredients, or nutrition B) an outdoor setting with the message as part of the setting C) a large number of on-screen characters D) demonstration of product in use

D

Elizabeth created an ad in which the coach of a football team was shown standing out in the middle of a hay field. The text read, "UNR's Coach Roberts . . . outstanding in his field." Elizabeth was using a literary device called ________. A) metaphor B) simile C) saga building D) resonance

D

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 of the following kinds of degree of commitment would be most closely associated with Roger and his attitudes? A) compliance B) identification C) information acquisition D) internalization

D

The fine line between familiarity and boredom has been explained by the ________, which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad. A) negative-positive theory B) repetition theory C) halo theory D) two-factor theory

D

What does the sleeper effect suggest about source credibility? A) If a receiver is not paying attention, a message cannot be effective. B) Many people can learn the important parts of a message even when asleep. C) The effectiveness of a message will increase over time. D) The effectiveness of positive sources over negative sources can be erased over time.

D

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? A) segmented marketing B) lifestyle marketing C) e-commerce marketing D) permission marketing

D

Which theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are? A) the theory of cognitive dissonance B) the theory of affective disjunction C) social judgment theory D) self-perception theory

D