MKTG 330 Chapter 7

An example of a peripheral cue would be _____.

E. all of these are correct

In Pavlov's experiment, the bell was the _____.

a. condition stimulus

The mental activity in response to a message such as an advertisement is known as _____.

a. motivation

According to the theory of psychological reactance, _____.

a. people react against any efforts to reduce their freedoms of choice

Which tool of influence is being used when a salesperson gives someone a gift with the hope that they will purchase something?

a. reciprocation

Which of the following statements reflects the effective attitude component?

b. I like oranges.

The theory of reasoned action proposes that all forms of planned and reasoned behavior have two primary determinants: _____ and _____.

b. attitudes; normative influences (ani)

Pavlov's experiment is an application of _____.

b. classical conditioning

Which tool of influence is being used when a car salesperson gets a consumer to agree to a price and then says they have to get their sales manager's approval?

b. commitment and consistency

The employee's intention to donate or not donate to a charity is best described as the _____ attitude component.

b. conative

The influence tactic that is based on the principle that things become more desirable when they are in great demand but short supply is known as _____.

b. scarcity

Attitudes _____.

c. are relatively enduring

n Pavlov's experiment, the _____ was the unconditioned stimulus.

c. bell

The _____ component of attitudes focuses on behavioral tendencies.

c. conative "The conative component represents one's behavioral tendency, or predisposition to act, toward an object. In consumer-behavior terms, the conative component represents a consumer's intention to purchase a specific item. Generally speaking, attitudes predispose people to respond to an object, such as a brand, in a consistently favorable or unfavorable way."

Audrey Thomas-Alexander is asked to make a contribution to United Way. She asks the amount other people are giving and ends up giving that amount. She has used the _____ tool of influence.

c. social proof

Which of the following statements reflects the cognitive attitude component?

d. Playing tennis is a form of exercise. "The cognitive component refers to a person's beliefs (i.e., knowledge and thoughts) about an object or issue ("our basketball team is ranked first in their conference"; "talking on cell phones is dangerous while driving"; or "BMW automobiles are well engineered").

Marketers can enhance consumers' motivation to attend to a message by _____.

d. appealing to hedonistic needs

Jack Joseph challenges the message claim made in an automobile commercial. This is an example of _____.

d. counterarguments

Betty Franks agrees with the message in an advertisement for a political candidate. This is an example of _____.

d. supportive arguments

Which of the following statements reflects the conative attitude component?

e. I plan to purchase three books this week.

In Pavlov's experiment, the meat powder was the _____.

e. None of these are correct.

When the receiver challenges a message claim, _____ arise.

e. counterarguments

A salesperson is hired because he is the same age as most of the shoppers and is considered handsome. What tool of influence is being used?

e. liking

The effective component of attitudes focuses on _____.

feelings and evaluations

The three factors that determine each individual's elaboration likelihood for a particular message are _____.

motivation, opportunity, and ability