buyer behavior exam 3

Social judgement theory

Assimilate information about attitude objects in light of what we already know

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 ABCs of the ABC model of attitudes stand for?

affect, behavior, cognition

Julie Morgan loves to go into Springer's Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Country Gifts has attracted Julie with its ______.

atmospherics

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

attitude

There are various levels of commitment to an attitude. The lowest level of involvement to an attitude is ______.

compliance

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).

experiential

mindscape

ideas, concepts, fantasy

There are various levels of commitment to an attitude. The middle level of involvement to an attitude is ______.

identification

There are various levels of commitment to an attitude. The highest level of involvement to an attitude is ______.

internalization

A retailer that uses a simulated outdoor environment (such as a fishing pond with real fish) to attract outdoor enthusiasts to the retail store is using a ____ theme.

landscape

According to the ____ hierarchy, the consumer considers purchases based on behavioral learning processes.

low-involvement

marketscape

man-made scenes

The ____ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message.

peripheral

Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff went out and replaced most of his clothes with what considered to be professional dress clothing. Jess had just experienced the power of a new _____.

reference group

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

self perception theory

According to the ____ hierarchy, the consumer considers purchases based on an attitude of cognitive information processing.

standard learning

cyberspace

themes built on information and communication technology

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

theory of cognitive dissonance