Consumer Behavior, 10e (Schiffman/Kanuk)
Chapter 8 Consumer Attitude Formation and and Change
1) In a consumer behavior context, ________ are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object. A) attitudes ) beliefs !) values ") feelings #) intentions Answer$ A "iff$ 1 %ag %age &e &ef$ '' ''( AA!$ Analytic *ills *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics ') -ohn is conducting research on American attitudes toward #uropean car brands, p articularly ol*swagen, olvo, /ercedes, and /0. his research is said to be ________. A) experientially directive ) attitude2changing !) object specific ") attributional #) cognitive Answer$ ! "iff$ ' %ag %age &e &ef$ '' ''( AA!$ Analytic *ills *ill$ Application +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics 3) Attitudes Attitudes might propel consumers toward a particular behavior behav ior or repel them away from a particular behavior, therefore therefore attitudes have a ________ 4uality. A) behavioral ) motivational !) threatening ") driving #) defensive Answer$ "iff$ ' %ag %age &e &ef$ '' ''5 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics
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6) 0hich of the following is true of attitudes and their relationship with behavior7 A) Attitudes Attitudes are permanent, but the behaviors beh aviors they reflect change over time. ) !onsumers always demonstrate consistency between their attitudes and their behaviors. !) here is no demonstrable lin* between attitudes and behavior. beh avior. ") 0hen consumers are free to act as they wish, we anticipate that their actions will be consistent with their attitudes. #) Attitude change is always followed by behavior change. Answer$ " "iff$ 3 %ag %age &e &ef$ '' ''5 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics 8) According to the ________, attitudes consist of three major components$ a cognitive component, an effective component, and a conative component. A) dual mediation model ) tricomponent attitude model !) self2perception theory ") multiattribute attitude model #) functional approach Answer$ "iff$ 1 %ag %age &e &ef$ '3 '31 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics 9) ________ include the *nowledge and perceptions that are ac4uired by a combination of direct experience with the attitude object and related information from varied sources. A) Affectations Affectations ) #motions !) !ognitions ") +bjectives #) !onations Answer$ ! "iff$ 1 %ag %age &e &ef$ '3 '31 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics
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6) 0hich of the following is true of attitudes and their relationship with behavior7 A) Attitudes Attitudes are permanent, but the behaviors beh aviors they reflect change over time. ) !onsumers always demonstrate consistency between their attitudes and their behaviors. !) here is no demonstrable lin* between attitudes and behavior. beh avior. ") 0hen consumers are free to act as they wish, we anticipate that their actions will be consistent with their attitudes. #) Attitude change is always followed by behavior change. Answer$ " "iff$ 3 %ag %age &e &ef$ '' ''5 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics 8) According to the ________, attitudes consist of three major components$ a cognitive component, an effective component, and a conative component. A) dual mediation model ) tricomponent attitude model !) self2perception theory ") multiattribute attitude model #) functional approach Answer$ "iff$ 1 %ag %age &e &ef$ '3 '31 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics 9) ________ include the *nowledge and perceptions that are ac4uired by a combination of direct experience with the attitude object and related information from varied sources. A) Affectations Affectations ) #motions !) !ognitions ") +bjectives #) !onations Answer$ ! "iff$ 1 %ag %age &e &ef$ '3 '31 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics
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:) he ________ component of the tricomponent attitude model includes a consumer;s con sumer;s emotions or feelings about a particular product or brand. b rand. A) conative ) objective !) cognitive ") affective #) situational Answer$ " "iff$ 1 %ag %age &e &ef$ '3 '3' *ill$ !oncept +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics () &oy is loo*ing to buy a new <" set. ino;s Italian istro. istro. he li*es going there because the staff always recogni?es her, greets her by name, and ma*es her feel welcome at the restaurant. his is an example of the ________ component of her attitude toward >ino;s. A) cognitive ) conative !) situational ") perspective #) affective Answer$ # "iff$ ' %ag %age &e &ef$ '3 '3' *ill$ Application +bjective$ (.1$ nderstand what attitudes attitudes are, how they are learned, as well as their nature and characteristics
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1@) ________ is concerned with the li*elihood or tendency than an individual will underta*e a specific action or behave in a particular way with regard to the attitude object. A) !ognition ) Affectation !) ituation ") %erspective #) !onation Answer$ # "iff$ ' %age &ef$ '33 AA!$ Analytic *ills *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 11) In mar*eting and consumer research, the conative component of the tricomponent attitude model is fre4uently treated as an expression of the consumer;s ________. A) attitude ) level of familiarity !) intention to buy ") attitude toward the object #) ego2defensive function Answer$ ! "iff$ 3 %age &ef$ '33 AA!$ Analytic *ills *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 1') ________ assesses) the li*elihood of a consumer purchasing a product or behaving in a certain way. A) !ognitive dissonance theory ) uyer intention scales !) Attitude2change strategies ") #motionally charged states #) elf2perception theory Answer$ "iff$ 1 %age &ef$ '33 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics
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13) ________ portray consumers; attitudes with regard to an attitude object as a function of consumers; perceptions and assessment of the *ey attributes or beliefs of that object. A) /ultiattribute attitude models ) Bunctional models !) "ual mediation models ") !ognitive dissonance theories #) ricomponent attitude models Answer$ A "iff$ 3 %age &ef$ '33 AA!$ Analytic *ills *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 16) Attitude2toward2object, attitude2toward2behavior, and theory2of2reasoned2action models are examples of ________. A) tricomponent attitude models ) buyer intention scales !) attitude2change strategies ") self2perception theories #) multiattribute attitude models Answer$ # "iff$ 1 %age &ef$ '33 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 18) According to the attitude2toward2object model, the consumer;s attitude toward a product is a function of ________. A) price ) communication messages the consumer receives !) the presence or absence of certain product2specific beliefs or attitudes ") the consumer;s intention to behave in a certain way #) consumers; subjective norms Answer$ ! "iff$ ' %age &ef$ '33 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics
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19) /icrosoft wants to measure public attitudes toward the default media2playing software included in its 0indows operating system. 0hich of the following types of multiattribute attitude models would be most appropriate for /icrosoft to use7 A) theory2of2reasoned2action model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ ! "iff$ 3 %age &ef$ '36 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 1:) he ________ model is designed to capture the individual;s attitude toward acting with respect to an object rather than the attitude toward the object itself. A) theory2of2reasoned2action model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ " "iff$ 1 %age &ef$ '38 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics 1() -a*e feels that shopping in thrift shops shows a lac* of class and sophistication. his attitude would be captured by which of the following multiattribute attitude models7 A) theory2of2reasoned2action model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ " "iff$ 3 %age &ef$ '38 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics
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15) According to the ________, to understand consumers; intentions we also need to measure the subjective norms that influence an individual;s intention to act. A) theory2of2reasoned2action model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ A "iff$ ' %age &ef$ '38 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '@) ________ involve both the beliefs that the consumer attributes to relevant others, such as friends and parents, and the consumer;s motivation to comply with the beliefs held by those relevant others. A) Ciche mar*ets ) ubjective norms !) "irect experiences ") #xternal attributions #) Boot2in2the2door techni4ues Answer$ "iff$ ' %age &ef$ '38 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '1) If an undergraduate student was considering getting a tattoo and stopped to as* herself what her parents would thin* of such behavior, such a reflection would constitute her ________. A) internal attribution ) subjective norm !) direct experience ") external attribution #) niche Answer$ "iff$ 1 %age &ef$ '39 AA!$ Analytic *ills *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics
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'') 0hich of the following are considered to be underlying factors that are li*ely to produce a subjective norm7 A) conative predispositions and cognitions ) normative beliefs and motivation to comply with relevant others !) affective predispositions toward the behavior and motivation to comply with others ") intrinsic and extrinsic attributions #) intention and normative beliefs Answer$ "iff$ 3 %age &ef$ '39 *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '3) An extension of the theory2of2reasoned2action model is the ________, which includes an ads the construct of perceived behavioral control, which is a consumer;s perception of whether the behavior is or is not within his or her control. A) trying2to2consume model ) theory of planned behavior !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ "iff$ 1 %age &ef$ '39 AA!$ Analytic *ills *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '6) he ________ is designed to account for cases in which the action or outcome is desired but not certain, and reflects the consumer;s attempts to consume, whether or not they are successful. A) theory2of2reasoned2action model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2behavior model #) attitude2toward2the2ad model Answer$ "iff$ 1 %age &ef$ '3: *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics
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'8) In the theory of trying to consume, the consumer;s attempts to consume may be a result of ________ or ________ impediments that prevent the desired action or outcome. A) personalD social ) personalD environmental !) socialD environmental ") physicalD economic #) economicD environmental Answer$ "iff$ 1 %age &ef$ '3: *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '9) According to the attitude2toward2the2ad model, the consumer forms various feelings and judgments as a result of exposure to an ad. If the consumer li*es the ad, ________. A) he is more li*ely to buy the product ) he is less li*ely to buy the product !) he is less li*ely to encounter environmental impediments to consumption ") his li*e or disli*e has no relevance to their li*elihood of purchasing the product #) he is more li*ely to attribute satisfaction with the product internally Answer$ A "iff$ ' %age &ef$ '3: AA!$ Analytic *ills *ill$ !oncept +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics ':) he shift from no attitude to an attitude is a result of ________. A) biological pressures ) environment !) learning ") genetic predisposition #) self defense Answer$ ! "iff$ 1 %age &ef$ '35 *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes
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'() he primary means by which attitudes toward goods and services are formed is through ________. A) vicarious learning ) environment !) direct experience ") genetic predisposition #) self defense Answer$ ! "iff$ 1 %age &ef$ '6@ *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes '5) /ar*eters that offer coupons and free samples of new products to entice consumers to try them understand the importance of ________ in attitude formation. A) subjective norms ) indirect experience !) ego defense ") attribution #) direct experience Answer$ # "iff$ ' %age &ef$ '6@ AA!$ Analytic *ills *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes 3@) Ciche mar*eting is also sometimes called ________. A) attitude research ) attribution !) value expression ") micromar*eting #) dual mediation Answer$ " "iff$ 1 %age &ef$ '6@ *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes
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31) "irect mar*eting efforts have an excellent chance of favorably influencing target consumer;s attitudes because ________. A) direct mar*eting is favorably loo*ed upon ) the mass scale of direct mar*eting ma*es it a dominant player !) the products and services offered are highly targeted to the individuals; needs and concerns ") Internet advertising is too cluttered #) direct mar*eting is more li*ely to result in external attribution of positive experiences with the product to the product itself Answer$ ! "iff$ ' %age &ef$ '6@ AA!$ !ommunication *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes 3') Attitudes that develop through ________ tend to be more confidently held, more enduring, and more resistant to attac* than those developed via ________. A) direct experienceD indirect experience ) internal attributionD external attribution !) utilitarian functionD *nowledge function ") cognitionD emotions #) direct mar*etingD niche mar*eting Answer$ A "iff$ ' %age &ef$ '6@ AA!$ &eflective hin*ing *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes 33) !onsumers who have a high need for cognition are li*ely to ________. A) form positive attitudes in response to ads that feature an attractive model or a celebrity ) form a positive attitude in response to ads or direct mail that are rich in product2related information !) form negative attitudes towards ads that are rich in product information ") feel neutral towards ads that feature attractive models or product information #) feel neutral toward ads that are rich in product2related information Answer$ "iff$ ' %age &ef$ '61 AA!$ !ommunication *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes
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36) 0hich of the following types of companies is most li*ely to go after an attitude change mar*et strategy7 A) the industry leader ) a major competitor of the leader !) a small start2up business ") a large firm in a small industry #) a company with significant consumer goodwill Answer$ "iff$ 3 %age &ef$ '6' AA!$ &eflective hin*ing *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 38) en has a positive attitude toward Cova ear because a pair of Cova hi*ing boots he owns have proven to be very durable and to provide good support during long hi*es. en has formed this attitude based on the boots; ________. A) ego2defensive function ) utilitarian function !) value2expressive function ") *nowledge function #) intention function Answer$ "iff$ ' %age &ef$ '6' *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 39) 0ith its slogan Eecause self2confidence is priceless,E Iron and "eodorant is trying attract customers by emphasi?ing the brand;s ________. A) ego2defensive function ) utilitarian function !) value2expressive function ") *nowledge function #) intention function Answer$ A "iff$ ' %age &ef$ '6' AA!$ !ommunication *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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3:) Ads for cosmetics and personal care products ac*nowledge the fact that people want to protect their self2images from inner feelings of doubt. his is consistent with which basic motivational functions7 A) the ego2defensive function ) the *nowledge function !) the utilitarian function ") the value2expressive function #) the intention function Answer$ A "iff$ ' %age &ef$ '6' *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 3() If a consumer segment generally holds a positive attitude toward owning the latest designer jeans, then that segment;s attitude toward new brands of designer jeans are li*ely to reflect that orientation. his is an example of the ________ of attitude. A) ego2defensive function ) utilitarian function !) value2expressive function ") *nowledge function #) intention function Answer$ ! "iff$ ' %age &ef$ '6' *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 35) An example of the ________ function of motivation is for !rest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more pla4ue. A) ego2defensive ) *nowledge !) utilitarian ") value2expressive #) intention Answer$ "iff$ ' %age &ef$ '6' AA!$ !ommunication *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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6@) om is loo*ing to lose weight by cutting carbohydrates out of his diet, particularly from regular sodas, but has a negative attitude towards diet sodas and does not drin* them because he believes they do not taste as good. 0hat strategy can a company use to ensure om that their diet tastes just li*e regular7 A) changing the relative evaluation of attributes ) associating the product with a special group, event or cause !) changing the basic motivational function ") changing consumer beliefs about competitor brands #) changing consumers; subjective norms Answer$ A "iff$ ' %age &ef$ '6: AA!$ Analytic *ills *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 61) 0hich of the following is true of consumer brand beliefs in the context of changing consumer attitudes7 A) !onsumers tend to interpret ambiguous information in ways that challenge their preexisting attitudes. ) !onsumers fre4uently resist evidence that challenges strongly held attitudes or beliefs. !) he easiest way to change consumer attitudes is to attac* long2standing brand beliefs. ") !onsumers generally embrace evidence that challenges strongly held attitudes and beliefs. #) rand loyalty is very rare and so it is relatively easy for mar*eters to change brand beliefs. Answer$ "iff$ ' %age &ef$ '6( AA!$ &eflective hin*ing *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 6') 0hen <% challenges the notion that computers do not have to be difficult to use by stating that their product Eis as simple as duh,E it is altering a component of the multiattribute model to change attitudes. 0hich attitude change strategy is it using7 A) changing the relative evaluation of attributes ) changing brand beliefs !) adding an attribute ") changing the overall brand rating #) changing consumers; subjective norms Answer$ "iff$ ' %age &ef$ '6( *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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63) If Foplait decides to point out that their yogurt has more potassium than a banana, which strategy of attitude change are they following7 A) changing the relative evaluation of attributes ) changing brand beliefs !) adding an attribute ") changing the overall brand rating #) changing consumers; subjective norms Answer$ ! "iff$ ' %age &ef$ '6( *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 66) Ehe largest selling brandE and Ethe one all others try to imitateE are claims used by companies trying to change attitudes by using the following strategy$ A) changing the relative evaluation of attributes ) changing brand beliefs !) adding an attribute ") changing the overall brand rating #) changing consumers; subjective norms Answer$ " "iff$ ' %age &ef$ '6( AA!$ !ommunication *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 68) 0hen Advil ma*es a dramatic assertion that it has product superiority over ylenol by claiming it lasts longer and is gentler, what attitude change strategy is it using7 A) changing the relative evaluation of attributes ) changing brand beliefs !) changing beliefs about competitor brands ") changing the overall brand rating #) changing consumers; subjective norms Answer$ ! "iff$ ' %age &ef$ '65 AA!$ Analytic *ills *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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69) he #laboration =i*elihood /odel proposes that consumers; attitudes are ch anged by two distinctly different routes to persuasion$ _________ routes and _________ routes. A) centralD logical ) mainD secondary !) centralD peripheral ") rationalD emotional #) directD indirect Answer$ ! "iff$ ' %age &ef$ '8@ AA!$ Analytic *ills *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 6:) 0hen consumers are willing to exert the effort to comprehend, learn, or evaluate the available information about the attitude object, learning and attitude change occur via the ________ to persuasion. A) central route ) celebrity endorsement !) peripheral route ") functional approach #) dual mediation model Answer$ A "iff$ ' %age &ef$ '8@ *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 6() 0hen a consumer;s motivation or assessment s*ills are low, learning and attitude change tend to occur via the ________ to persuasion. A) central route ) tricomponent route !) functional route ") primary route #) peripheral route Answer$ # "iff$ 3 %age &ef$ '8@ AA!$ Analytic *ills *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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65) he ________ ac*nowledges the possibility that the central route to persuasion can be influenced by a peripheral cue. A) multiattribute attitude model ) tricomponent attitude model !) trying2to2consume model ") functional approach #) dual mediation model Answer$ # "iff$ 3 %age &ef$ '81 *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 8@) According to ________, discomfort occurs when a consumer holds conflicting thoughts about a belief or an attitude object. A) attitude2change strategies ) cognitive dissonance theory !) attribution theory ") self2perception theory #) attitude research Answer$ "iff$ ' %age &ef$ '8' AA!$ Analytic *ills *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 81) /atthew recently purchased a new laptop for G1,8@@.
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8') In order to reduce ________, consumers can rationali?e their purchase decision as being wise, see* out advertisements that support their choice, try to EsellE friends on the positive features of the brand, or loo* to *nown satisfied owners for reassurance. A) postpurchase dissonance ) emotionally charged states !) defensive attribution ") subjective norms #) attitude formation Answer$ A "iff$ 3 %age &ef$ '83 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 83) ________ attempts to explain how people assign blame or credit to events on the basis of either their own behavior or the behavior of others. A) elf2perception theory ) !ognitive dissonance theory !) Attribution theory ") uyer intention theory #) Attitude theory Answer$ ! "iff$ 1 %age &ef$ '86 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 86) ________ suggests that attitudes develop as consumers loo* at and ma*e judgments about their own behavior. A) elf2perception theory ) !ognitive dissonance theory !) Attribution theory ") uyer intention theory #) Attitude theory Answer$ A "iff$ ' %age &ef$ '86 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes
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88) If a student observes that she routinely purchases the "es /oines &egister on her way to class, she is apt to conclude that she li*e the "es /oines &egister. his is an example of how the ________ helps ma*e inferences about one;s behavior. A) elaboration li*elihood model ) attribution theory !) self2perception theory ") defensive attributions theory #) formation theory Answer$ ! "iff$ 3 %age &ef$ '83 *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 89) 0hen consumers give themselves credit for the outcome of a behavior, they are engaging in ________. A) subjective attribution ) internal attribution !) objective attribution ") defensive attribution #) external attribution Answer$ "iff$ 1 %age &ef$ '86 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 8:) According to the principle of ________, consumers are li*ely to accept credit personally for success and to attribute failure to others or to outside events. A) subjective attribution ) internal attribution !) objective attribution ") defensive attribution #) external attribution Answer$ " "iff$ 1 %age &ef$ '88 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes
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8() omeone who donates G1@ to Amnesty International might be persuaded to donate a much larger amount when properly approached because that person may decide that he or she is the *ind of person who ma*es such charitable donations. his demonstrates the basic premise of the ________. A) door2in2the2face techni4ue ) consensus techni4ue !) foot2in2the2door techni4ue ") attribution techni4ue #) dual mediation techni4ue Answer$ ! "iff$ 3 %age &ef$ '88 AA!$ Analytic *ills *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 85) +ne of the criteria used by consumers to confirm their initial attributions about objects is ________, which means that the reaction the prior inference) is perceived in the same way by other consumers. A) distinctiveness ) consistency over time !) consistency over modality ") consensus #) self2defense Answer$ " "iff$ 3 %age &ef$ '89 *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes
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CAR MINI CASE: Carl is looking to buy a new car because he needs more space for driing his kids to and from their after!school actiities and for transporting all their gear" #is wife has suggested that the family buy a station wagon$ but Carl has a negatie attitude toward station wagons because he feels that they are %Mom!mobiles% that consign their driers to a life of car pools and &'A meetings" #e then sees an ad for Subaru with a beautiful outdoor setting and attractie young people using a Subaru station wagon" 'he oice!oer discusses the physical attributes of the car and the demographics of its owners" After seeing a Subaru ad portraying its station wagon as a trendy automotie option for e(citing young people looking for more cargo room than a sedan and better fuel!efficiency than an S)*$ Carl finds himself to be much more enthusiastic about his wife+s station wagon suggestion" #e purchases a Subaru$ but later begins thinking that he probably should hae purchased a *olo for its reputation of greater safety"
9@) In the !A& /ICI !A#, !arl;s initial attitude toward station wagons is best described b y which of the following multiattribute attitude models7 A) attitude2toward2behavior model ) trying2to2consume model !) theory2of2reasoned2action model ") attitude2toward2object model #) attitude2toward2ad model Answer$ " "iff$ 3 %age &ef$ '33 *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 91) In the !A& /ICI !A#, ubaru;s method for changing !arl;s attitude is an example of ________7 A) changing the relative evaluation of attributes ) changing brand beliefs !) adding an attribute ") changing the overall brand rating #) changing consumers; subjective norms Answer$ "iff$ 3 %age &ef$ '6( AA!$ Analytic *ills *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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9') In the !A& /ICI !A#, ubaru;s advertising most closely adheres to the ________. A) elaboration li*elihood model ) trying2to2consume model !) dual mediation model ") attitude2toward2the2ad model #) buyer intention model Answer$ ! "iff$ 3 %age &ef$ '81 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 93) In the !A& /ICI !A#, !arl;s reconsideration of brand choice after he buys a ubaru constitutes ________. A) buying intention ) niche mar*eting !) indirect experience ") defensive attribution #) postpurchase dissonance Answer$ # "iff$ ' %age &ef$ '83 AA!$ Analytic *ills *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 96) In the !A& /ICI !A#, ubaru;s portrayal of its station wagon as a car designed for young people who need extra cargo space to accommodate their active lives. his appeals to !arl because that is how he sees himself. In this way, ubaru is appealing to the ________ function to change attitudes toward station wagons. A) utilitarian ) *nowledge !) ego2defensive ") competitive #) value2expressive Answer$ # "iff$ ' %age &ef$ '6' AA!$ Analytic *ills *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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C,--EE MINI CASE: .inda is a heay coffee drinker and a friend recommends that she try Sunrise Coffee$ a new coffee house in town$ because it sells delicious coffee" . inda replies that she really prefers to drink her coffee in the peace and /uiet of her own home" ,ne morning$ .inda is running late and doesn+t hae time to make herself a cup of coffee$ so she stops by Sunrise and is greeted by a cheerful staff and a great!tasting coffee$ all of which put .inda in a good mood" )pon arriing at work$ a co!worker comments on her alert$ up!beat attitude that morning" .inda replies that it must be the great weather that day$ sunshine after a week of solid rain" 'he following morning$ .inda recalls what a pleasant e(perience she had at Sunrise and decides to go again"
98) In the !+BB## /ICI !A#, =inda;s friend has a positive attitude toward unrise coffee as a result of which of the following multiattribute attitude models7 A) attitude2toward2behavior model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2consumer model #) attitude2toward2the2ad model Answer$ ! "iff$ 3 %age &ef$ '33 *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 99) In the !+BB## /ICI !A#, =inda;s initial resistance to the idea of trying unrise !offee arises from which of the following multiattribute attitude models7 A) attitude2toward2behavior model ) trying2to2consume model !) attitude2toward2object model ") attitude2toward2consumer model #) attitude2toward2the2ad model Answer$ A "iff$ 3 %age &ef$ '38 *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 9:) In the !+BB## /ICI !A#, =inda attributes her upbeat attitude and alertness to the change in the weather. his is an example of ________. A) internal attribution ) utilitarian attribution !) conative attribution ") external attribution #) defensive attribution Answer$ " "iff$ ' %age &ef$ '86 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes '3 cholartoc*
9() In the !+BB## /ICI !A#, =inda;s new attitude toward, and repeat patronage of unrise !offee is a function of the ________ component of the tricomponent attitude model. A) utility component ) affective component !) defensive component ") cognitive component #) conative component Answer$ "iff$ 3 %age &ef$ '3' *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 95) In the !+BB## /ICI !A#, =inda;s attitude toward unrise changes as a result of ________. A) word2of2mouth ) direct experience !) a change in her environment ") advertising #) cognitive dissonance Answer$ "iff$ 1 %age &ef$ ''( *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics &)0 MINI CASE: Sean and his friends$ most of whom are Irish immigrants or hae Irish parents$ en1oy drinking at 'he Celtic 2not$ a small New 3ork pub that seres many Irish beers$ is decorated with genuine Irish paraphernalia$ and ho lds weekly traditional Irish music sessions " .ike many of his friends$ Sean en1oys the feeling the pub gies him of connection with his Irish heritage" 'he pub adertises at community cen ters and churches in predominantly Irish areas of the city" ,n its posters$ underneath a photo of a group of attractie young peo ple in a co4y corner of the pub drinking and laughing together$ is the pub+s slogan: %0ecause being Irish is about more than 1ust St" &addy+s 5ay"%
:@) In the % /ICI !A#, ________ is the attitude object. A) the pub ) the Irish community !) the advertising message ") ean #) the price point Answer$ A "iff$ 1 %age &ef$ ''( AA!$ Analytic *ills *ill$ Application +bjective$ (.1$ nderstand what attitudes are, how they are learned, as well as their nature and characteristics '6 cholartoc*
:1) In the % /ICI !A#, by targeting such a specific mar*et, he !eltic Hnot is engaging in ________. A) attitude research ) external attribution !) niche mar*eting ") defensive attribution #) attitude formation Answer$ ! "iff$ 3 %age &ef$ '6@ *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes :') In the % /ICI !A#, by targeting people with strong attachments to their Irish heritage, he !eltic Hnot is ta*ing advantage of the ________ function of their target mar*et;s attitudes. A) utilitarian ) value2expressive !) *nowledge ") attribution #) ego2defensive Answer$ "iff$ 3 %age &ef$ '6' *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed :3) In the % /ICI !A#, ean enjoys the feeling the pub gives him of connection with his Irish heritage. his is the ________ of his attitude toward the pub. A) affective component ) effective component !) cognitive component ") conative component #) prospective component Answer$ A "iff$ 3 %age &ef$ '3' *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes
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:6) In the % /ICI !A#, ean feels comfortable perceiving he !eltic Hnot as a genuine Irish pub because many of his friends believe the same thing.
:5) In mar*eting and consumer research, the conative component of the tricomponent attitude model is fre4uently treated as an expression of the consumer;s intention to buy. Answer$ &# "iff$ ' %age &ef$ '33 *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes (@) &esponding positively to an intention to buy 4uestion with regard to a brand will increase the li*elihood of that consumer purchasing the brand. Answer$ BA=# "iff$ 3 %age &ef$ '33 *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes (1) !onsumers generally have favorable attitudes toward those brands that they believe have an ade4uate level of attributes that they evaluate as positive, and they have unfavorable attitudes toward those brands they feel do not have an ade4uate level of desired attributes or have too many negative or undesired attributes. Answer$ &# "iff$ ' %age &ef$ '36 *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes (') he appeal of the attitude2toward2behavior model is that it allows researchers to understand consumers; subjective norms and the factors that form them. Answer$ BA=# "iff$ 3 %age &ef$ '38 AA!$ &eflective hin*ing *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes (3) !onsumers; attitudes toward a particular brand;s advertising are independent of their beliefs about the brand and do not influence their attitudes toward the brand itself. Answer$ BA=# "iff$ 3 %age &ef$ '3: *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes (6) If consumers li*e the ad they see, they are more li*ely to buy the product. Answer$ &# "iff$ 1 %age &ef$ '3: *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes
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(8) he purchase and consumption of a product are necessary for the formation of attitudes. Answer$ BA=# "iff$ 1 %age &ef$ '6@ AA!$ Analytic *ills *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes (9) In general, the more information consumers have about a product or service, the more li*ely they are to form attitudes about it, either positive or negative. Answer$ &# "iff$ 1 %age &ef$ '6@ *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes (:) "irect2mar*eting efforts have an excellent chance of favorably influencing target consumers; attitudes because the products and services offered and the promotional messages conveyed are very carefully designed to address the individual segments; needs and concerns. Answer$ &# "iff$ ' %age &ef$ '6@ *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes (() #motional appeals most effectively influence attitude formation in consumers who have product experience. Answer$ BA=# "iff$ 3 %age &ef$ '6@ *ill$ Application +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes (5) Bor mar*et leaders that enjoy a significant amount of consumer goodwill and loyalty, the overriding mar*eting goal is to fortify the existing positive attitudes of consumers so that they will not succumb to competitors; special offers and other inducements designed to win them over. Answer$ &# "iff$ ' %age &ef$ '6' AA!$ Analytic *ills *ill$ Application +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed
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5@) he *nowledge function of the functional approach to attitude change relies on the fact that most people want to protect their self2images from inner feelings of doubt. Answer$ BA=# "iff$ ' %age &ef$ '6' AA!$ Analytic *ills *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 51) Attitudes are an expression or reflection of the consumer;s general values, lifestyle, and outloo*. Answer$ &# "iff$ 1 %age &ef$ '6' *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 5') Attitudes toward companies can be altered by communicating the civic and public acts that the companies sponsor and letting the public *now about the good they are trying to do, but attitudes toward the company;s products can only be altered through the products themselves. Answer$ BA=# "iff$ 3 %age &ef$ '66 *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 53) !onsumers fre4uently resist evidence that challenges a strongly held attitude or belief and tend to interpret any ambiguous information in ways that reinforce their preexisting attitudes. Answer$ &# "iff$ ' %age &ef$ '6( *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 56) /ar*eters can help consumers relieve their dissonance by including messages in their advertising specifically aimed at reinforcing consumers; decisions by complimenting their wisdom, offering stronger guarantees or warranties, increasing the number and effectiveness of its services, or providing detailed brochures on how to use its products correctly. Answer$ &# "iff$ 3 %age &ef$ '83 AA!$ !ommunication *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes
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58) -ill was recently complemented on her piano playing s*ills. he attributed her s*ill to the 4uality and s*ill of her instructor. his is an example of defensive attribution. Answer$ BA=# "iff$ ' %age &ef$ '88 *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 59) Individuals who try a brand without any inducements or individuals who buy a brand repeatedly are more li*ely to consider that they buy the brand because they li*e it, rather than because it was free or on sale. Answer$ &# "iff$ ' %age &ef$ '88 AA!$ &eflective hin*ing *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 5:) 0hen cognitive dissonance occurs after the purchase it is called postpurchase dissonance. Answer$ &# "iff$ 1 %age &ef$ '83 AA!$ Analytic *ills *ill$ !oncept +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 5() If new product users internali?e positive experiences with the product, it is more li*ely that they will repeat the behavior and become a satisfied regular user. Answer$ &# "iff$ ' %age &ef$ '86 *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes 55) ob used %ower%oint to give a presentation to his !onsumer ehavior class. he professor was particularly impressed with the clarity of ob;s viewgraphs. ob attributes his success with the presentation to his s*ill at using %ower%oint. his is an example of external attribution. Answer$ BA=# "iff$ ' %age &ef$ '86 AA!$ Analytic *ills *ill$ Application +bjective$ (.8$ nderstand how consumers; attitudes can lead to behavior and how behavior can lead to attitudes
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1@@) "iscuss the three components of the tricomponent attitude model. Answer$ he first component of the model is the cognitive componentthe *nowledge and perceptions that are ac4uired through direct experience with the attitude object. his *nowledge ta*es the form of beliefs about the attitude object. he second component, the affective component, is the consumer;s emotions or feelings about a product or brand. hese emotions capture the consumer;s global assessment of the attitude object. he third component is the conative component. It is concerned with the li*elihood or tendency that an individual will underta*e a specific action or behave in a particular way with regard to the attitude object. "iff$ 3 %age &ef$ '31 2 '33 AA!$ Analytic *ills *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 1@1) +ne of the multiattribute models is the attitude2toward2behavior model. #xplain the model and give an example. Answer$ his model tells about the individual;s attitude toward behaving or acting with respect to an object rather than the attitude toward the object itself. Bor example, om;s attitude about the act of purchasing a /0 reveals more about the potential act of purchasing than does simply *nowing his attitude toward /0s. om may have a positive attitude toward /0s but a negative attitude toward the act of purchasing one. "iff$ ' %age &ef$ '38 *ill$ !oncept +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 1@') 0hat is the theory of trying to consume7 >ive an example from your own experience. Answer$ he theory of trying to consume is designed to account for the many cases in which the action or the outcome is not certain but instead reflects the consumer;s attempts to consume.
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1@3) o help mar*eters understand the impact of advertising on consumer attitudes, they use a certain model to help measure attitudes. al* about this model. Answer$ he model used to measure consumer attitudes towards ads is the attitude toward the ad model. !onsumers form various feelings and judgments as the result of an exposure to an ad. hese feelings and judgments turn into beliefs about the brand that influences attitudes toward the brand. "iff$ ' %age &ef$ '3: *ill$ Application +bjective$ (.'$ nderstand the composition and scope of selected models of attitudes 1@6) 0hat are the four main influencers of attitudes7 Answer$ he primary influencer of consumer attitudes is the consumer;s direct experience while trying and evaluating products. Another major influencer is family and friends and admired individuals. he family provides us with our basic values and beliefs that we refer to as adults. he third influencer is highly focused direct mar*eting. hese programs target smaller consumer niches with carefully personali?ed offerings and messages that understand their specific needs and desires. he final influence on consumer attitudes is mass media. , maga?ines, newspapers and radio expose people to new ideas, products and opinions which provide an important source of information that influences consumer attitudes. "iff$ 3 %age &ef$ '6@ AA!$ !ommunication *ill$ !oncept +bjective$ (.3$ nderstand how experience leads to the initial formation of consumer2related attitudes
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1@8) "ifferentiate between the mar*eting objectives of mar*et leaders versus those of competitors and identify five strategies that competitors can pursue to accomplish their objective. Answer$ Bor mar*eters who are fortunate enough to be mar*et leaders and to enjoy a significant amount of customer goodwill and loyalty, the overriding goal is to fortify the existing positive attitudes of customers so that they will not succumb to competitors; special offers and other inducements designed to win them over. /ost competitors ta*e aim at the mar*et leaders when developing their mar*eting strategies. heir objective is to change the attitudes of the mar*et leaders; customers and win them over. Among the attitude2change strategies that are available to them are$ a. changing the consumers; basic motivational function b. associating the product with an admired group or event c. resolving two conflicting attitudes d. altering components of the multiattribute model e. changing consumer beliefs about competitors; brands "iff$ 3 %age &ef$ '6' AA!$ Analytic *ills *ill$ !oncept +bjective$ (.6$ nderstand the various ways in which consumers; attitudes are changed 1@9)
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