Deck 7: Attitudes and Attitude Change

Question 1

In the attitude-toward-the-object (ATO)model,the belief ratings (b)do not vary across the brands under consideration,while the evaluation ratings do.

Answer 1

False
The evaluation ratings (e)do not vary across the brands under consideration while the belief ratings do.

Question 2

Buying a product because it delivers a specific benefit is an example of the value-expressive function of attitudes.

Answer 2

False
Buying a product because it delivers a specific benefit is an example of the utilitarian function of attitudes.

Question 3

Attitude-behavior models tend to perform very well in impulse-buying situations.

Answer 3

False
Attitude-behavior models tend to not perform very well in impulse-buying situations.

Question 4

Impulse purchases are never motivated by feelings.

Question 5

The behavioral influence hierarchy suggests that some behaviors occur without either beliefs or affect being strongly formed beforehand.

Question 6

The ego-defensive function of attitudes enables a consumer to protect him- or herself from information that may be threatening.

Question 7

The behavioral intentions model adds the subjective norm component that assesses the consumer's perceptions of what other people think they should do.

Question 8

The behavioral intentions model is sometimes referred to as the ATO model.

Question 9

Attitudes motivate people to behave in relatively consistent ways.

Question 10

The theory of planned action expands upon the behavioral intentions model by including a subjective norm component.

Question 11

The ATO approach is known as a non-compensatory model.

Question 12

The behavioral intentions model explicitly focuses on the consumer's attitude toward the object rather than the attitude toward the behavior of buying.

Question 13

Attitude auditing refers to the extent to which a company actively monitors its customers' attitudes over time.

Question 14

According to the ABC approach to attitudes,the statement,"I really like my smartphone," is an example of the behavior component of attitude.

Question 15

The attitude-toward-the-object (ATO)model combines information about a number of beliefs and evaluations pertaining to an object's attributes.

Question 16

As the length of time between attitude measurement and overt behavior grows,the predictive ability of attitudinal models strengthens.

Question 17

In the high-involvement hierarchy,beliefs and feelings about products are formed first following which,the consumer decides whether or not to buy the product.

Question 18

The utilitarian function of attitudes works as a defense mechanism for consumers.

Question 19

The knowledge function of attitudes allows consumers to simplify decision-making processes.

Question 20

Attitude-behavior consistency refers to the extent to which a strong relationship exists between attitudes and actual behavior.

Question 21

Source effects is a term used to describe how the appeal of a message and its construction affect persuasion.

Question 22

The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in the triad (composed of observer,person,and object).

Question 23

According to the changing schema-based affect theory,if the affect found in a schema can be changed,then the attitude toward a brand will change as well.

Question 24

Contradicting thoughts are known as negative arguments.

Question 25

According to the elaboration likelihood model of persuasion,if the consumer is influenced more by peripheral cues than central cues,any resulting belief or attitude change will likely be enduring.

Question 26

According to the behavioral influence approach to persuasion,behavior change can occur only if beliefs and attitudes are changed first.

Question 27

According to social judgment theory,a message that is perceived as being far away from,or opposed to,the original attitude position will fall within the latitude of rejection.

Question 28

According to the balance theory,consistency in the triad (composed of observer,person,and object)is maintained when the multiplication of the signs in the sentiment and unit relations results in a negative value.

Question 29

Persuasion refers to specific attempts to change attitudes.

Question 30

According to the elaboration likelihood model of persuasion,nonproduct related information such as music or the imagery presented along with the message,are examples of central cues.

Question 31

The balance theory is based on the consistency principle.

Question 32

The elaboration likelihood model (ELM)illustrates how consumers compare incoming information to their existing attitudes about a particular object or issue.

Question 33

According to social judgment theory,for a message to fall within a consumer's latitude of acceptance,the information presented must be perceived as coming from a credible source.

Question 34

Attitude change tends to be relatively enduring when it occurs in the central route.

Question 35

The balance theory approach was introduced by psychoanalyst Sigmund Freud.

Question 36

According to the elaboration likelihood model,if the central route to persuasion is activated,the consumer develops a number of cognitive responses regarding the incoming message that may either support or contradict the information.

Question 37

According to the ATO model of persuasion,changing beliefs would involve improving the belief rating for an attribute that is evaluated positively.

Question 38

In balance theory,unit relations are the relations between the observer (consumer)and the other elements in the system.

Question 39

Initial judgment theory proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude.

Question 40

According to the elaboration likelihood model (ELM),if a consumer is highly involved with a message,the peripheral route to persuasion will be followed.

Question 41

To gain the attention of audiences with lower levels of involvement,advertisers must implement the primacy effect in their messages.

Question 42

Karen Bates has owned several Honda automobiles throughout her life.So,when she decided to purchase a new car for her daughter,her brand loyalty made the decision easy.Consequently,she gifted her daughter the latest Honda car.According to the functional theory of attitudes,this scenario relates to the _____ function of attitude.

A)reinforcement
B)utilitarian
C)bilateral
D)ego-defensive
E)knowledge

Question 43

Roger is an ardent supporter of the Chelsea Football Club.He always wears the team's apparel for Premier League matches in order to fit in and connect with other fans of the famous soccer club.This is an example of the _____ function of attitudes.

A)knowledge
B)utilitarian
C)ego-defensive
D)bilateral
E)value-expressive

Question 44

Trustworthy sources can be persuasive even if they're not experts,and expert sources can be persuasive even if they're perceived as being untrustworthy.

Question 45

The credibility of sources impacts the certainty with which consumer attitudes are held,with lower levels of credibility leading to higher levels of certainty.

Question 46

According to the _____,attitudes possess three components: affect,behavior,and cognitions.

A)ABC approach to attitudes
B)abstract approach to attitudes
C)functional approach to attitudes
D)utilitarian approach to attitudes
E)relational approach to attitudes

Question 47

Which of the following refers to a function of attitudes that allows consumers to simplify their decision-making processes?

A)Utilitarian function
B)Ego-defensive function
C)Knowledge function
D)Bilateral function
E)Value-expressive function

Question 48

Sean recently bought an expensive tablet from Sigma Inc.He is very happy and satisfied with the tablet's performance and has even started promoting it on social networks.He feels strongly about Sigma's products and plans to make more purchases from the company in the future.The way Sean feels about Sigma Inc.and its products represents his _____.

A)prejudice
B)trustworthiness
C)changing beliefs
D)attitude
E)latitude of rejection

Question 49

_____ are relatively enduring overall evaluations of objects,products,services,issues,or people.

A)Beliefs
B)Attitudes
C)Prejudices
D)Intentions
E)Support arguments

Question 50

The _____ function of attitudes is based on the concept of reward and punishment.

A)utilitarian
B)ego-defensive
C)knowledge
D)value-expressive
E)cognitive

Question 51

The statement,"Volvo vehicles are the safest automobiles," is an example of the _____ component of attitude.

A)abstract
B)affect
C)behavior
D)cognitive
E)relational

Question 52

Advertisements that allow consumers to arrive at their own conclusions tend to be more persuasive when the audience has a high level of involvement with the product.

Question 53

Noise,in the basic communication model,represents all the stimuli in the environment that assist the communication process.

Question 54

The statement,"I really like my new tablet computer," best reflects the _____ component of attitude.

A)cognitive
B)affect
C)behavior
D)abstract
E)relational

Question 55

Source likeability affects persuasion more for consumers with high need for cognition than for those with a low degree of this trait.

Question 56

High levels of humor in advertisements can limit a consumer's ability to process information regarding the product being advertised.

Question 57

The statement,"I always buy Honda automobiles",is an example of the _____ component of attitude.

A)affect
B)cognition
C)behavior
D)trustworthiness
E)abstract

Question 58

A primacy effect is said to occur when material presented toward the end of the advertisement has the most impact.

Question 59

Highly explicit sexual content in advertisements effectively directs consumers' attention to the product advertised.

Question 60

In interactive communications,the information flow represents a "one-way street" in which consumers passively receive messages from marketers.

Question 61

Which of the following is the formula for the behavioral intentions model?

A) $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) + w _ { 2 } ( S N )$
B) $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) - w _ { 2 } ( S N )$
C) $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) \times w _ { 2 } ( S N )$
D) $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) \div w _ { 2 } ( S N )$
E) $B \approx B I = w _ { 1 } + \left( A _ { \text {behavior } } \right) + w _ { 2 } + ( S N )$

Question 62

William is planning a vacation to Europe.He looks for travel packages that provide accommodation and travel facilities.He finds two packages that provide these criteria.He gives package 1 belief ratings of 8 and 7 respectively,and package 2 belief ratings of 9 and 5 respectively.Next,he gives these criteria evaluative ratings of 3 and 2 respectively.Finally,he calculates the overall attitude using the attitude-toward-object model and chooses package 1 over package 2 based on the score.Which of the following is the overall attitude score of package 1?

A)37
B)75
C)15
D)14
E)38

Question 63

The ego-defensive function of consumer attitudes:

A)is based on the concept of reward and punishment.
B)makes a consumer vulnerable to information that may be threatening.
C)enables a consumer to express his or her core values,self-concept,and beliefs to others.
D)allows consumers to simplify decision-making processes.
E)works as a protection mechanism.

Question 64

Michelle wants to buy a new laptop.She wants it to be light weight and have a larger battery backup.She chooses five models on the Internet.The belief ratings for each of the models are as follows:
$$\begin{array} { | l | c | c | c | c | c| } \hline& \text { Model A } & \text { Madel B } & \text { Model C } & \text { Model D } & \text { Madel E } \\\hline \text { Light Weight } & \text { 8 } & 9 & 2 & 10 & 4 \\\hline \begin{array} { l } \text { Large Battery } \\\text { Backup }\end{array} & 7 & 6 & 3 & 5 & 10 \\\hline\end{array}$$
She gives these criteria evaluative ratings of 3 and 2 respectively.Using the attitude-toward-the-object model,which of the following models would Michelle purchase based on the highest overall attitude score for the model?

A)Model D
B)Model A
C)Model C
D)Model E
E)Model B

Question 65

_____ refers to the extent to which a company actively monitors its customers' attitudes over time.

A)Marketing audit
B)Affect monitoring
C)Attitude tracking
D)Planned monitoring
E)Proactive assessment

Question 66

Ryan Moore has a "Free Tibet" bumper sticker on his car because he feels strongly about the Tibetan Independence movement and supports the cause.Which of the following refers to a function of attitudes represented in this instance?

A)Utilitarian function
B)Reinforcement function
C)Knowledge function
D)Value-expressive function
E)Ego-defensive function

Question 67

Which of the following is the formula for predicting attitudes using the attitude-toward-the-object model?

A)
B) $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) \div \left( e _ { i } \right)$
C) $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) \left( e _ { i } \right)$
D) $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) - \left( e _ { i } \right)$
E) $A _ { 0 } = \sum _ { i = 1 } ^ { N } i - \left( b _ { i } \right) \left( e _ { i } \right)$

Question 68

According to the functional theory of attitudes,the _____ function of consumer attitudes enables a consumer to protect him- or herself from information that may be threatening.

A)utilitarian function
B)value-expressive function
C)ego-defensive function
D)hedonic function
E)cognitive function

Question 69

Which of the following is true about the attitude-behavior relationship?

A)As the length of time between attitude measurement and overt behavior grows,the predictive ability of attitudinal models increases.
B)The specificity with which attitudes are measured has an impact on accuracy.
C)When consumers feel rushed,decision making is stalled.
D)Strong environmental pressures have no effect on consumers while they perform intended behaviors.
E)Attitude-behavior models tend to perform very well in impulse-buying situations.

Question 70

Which of the following instances refers to experiential hierarchy?

A)Aaron wants to purchase a new car for his family.Since he wouldn't be the only one driving it,he involves his family in the purchase decision.They discuss different brands,product features,maintenance issues,mileage,and so on.Finally,they decide on one particular model and Aaron places an order for that car.
B)Eva is spending her weekend in New York City with her friends.They decide to explore the city and window-shop at some exclusive designer outlets.Even though Eva had no intentions to shop,she sees a beautiful designer bag on sale and instantly buys it as she finds it extremely hard to resist.
C)Kylie has been asked by her mother to go buy groceries for the week.Kylie visits the supermarket and picks up the same items that her mother normally purchases.
D)Jack is the owner of a cafe in Texas.His cafe has the ambience of the Wild West with pictures of horses and cowboys on the walls.The waiters are also dressed in cowboy outfits.Jack feels that people love hanging out in his cafe as they enjoy the unique ambience and service.
E)Brian is the owner of an Italian restaurant in Ohio.His restaurant plays soft,soothing music in the background as he feels that such music makes people feel relaxed and order more drinks.

Question 71

Nathan is a chain smoker who habitually discounts the negative consequences of smoking.This is an example of the _____ function of attitudes.

A)ego-defensive
B)cognitive
C)utilitarian
D)value-expressive
E)knowledge

Question 72

The value-expressive function of attitudes:

A)allows consumers to simplify their decision-making processes.
B)enables a consumer to express his or her core values,self-concept,and beliefs to others.
C)works as a defense mechanism for consumers to avoid facts or defend themselves from their own low self-concept.
D)compensates for a general feeling of being out-of-shape,thereby protecting the ego and self-image.
E)provides a negative expression of the type of person a consumer perceives himself or herself to be and the values that they hold.

Question 73

Justin wants to buy a new smartphone.He did a lot of research over the Internet and identified four attributes that he would rate his smartphone options on.He considered low price,sensitivity to touch,low weight,and compatibility with apps,as the attributes.He used a ten-point scale to rate how he thought each of his options would perform or how likely was it that the phones had those attributes.Next,he used a -3 to +3 scale to rate how he felt about these attributes.Finally,he opted for one particular model based on the highest overall attitude score.Which model did Justin implement?

A)The balance model
B)The elaboration likelihood model
C)The behavioral intention model
D)The changing schema-based affect model
E)The attitude-toward-the-object model

Question 74

The _____,sometimes referred to as the theory of reasoned action,explicitly focuses on the consumer's attitude toward the behavior of buying rather than the attitude toward the object.

A)ATO model
B)hierarchical model
C)balance theory model
D)elaboration likelihood model
E)behavioral intentions model

Question 75

Caroline wants to do her Bachelors in Medicine but is confused about which schools to apply to.She considers her family and friends' advice regarding the best schools to study medicine.They convince her that she must apply at the top-ranked medical schools.But she believes that her parents,both doctors,want her to study in the same school they had studied in,so she considers it as well.In addition to this,she also wishes to study in the same medical school as her best friend.In this scenario,Caroline's focus is on what other people think she should do in addition to her own attitude toward specific schools.Which of the following refers to a consumer attitude model that is best applicable in this instance?

A)Attitude-toward-the-object model
B)Changing schema-based affect
C)Social judgment model
D)Behavioral intentions model
E)Elaboration likelihood model

Question 76

Ken Rogers wants to purchase a new computer for his daughter.In order to make this purchase,he carefully collects information about the latest models in the market,their features,and prices.He plans to make the actual purchase only after extensively researching and evaluating the various models available in the market.According to the hierarchy of effects approach to attitudes,which of the following best describes Ken's actions?

A)Behavioral influence
B)High involvement
C)Low involvement
D)Hedonic
E)Experiential

Question 77

Which of the following best explains impulse purchases?

A)High-involvement hierarchy
B)Low-involvement hierarchy
C)Experiential perspective
D)Behavioral influence
E)Reinforcement perspective

Question 78

The ATO approach is known as the _____,which indicates that attitudes are formed holistically across a number of attributes,with poor ratings on one attribute being compensated for by higher ratings on another attribute.

A)holistic model
B)single-attribute model
C)compensatory model
D)hierarchical model
E)subjective model

Question 79

Which of the following refers to an approach that suggests that the three components of attitudes may be formed in a sequential pattern?

A)Sequential approach
B)Hierarchy of effects approach
C)Spiral model approach
D)Waterfall model approach
E)Incremental build model approach

Question 80

Which of the following expands upon the behavioral intentions model by including a perceived control component that assesses the difficulty involved in performing the behavior and the extent to which the consumer perceives that he or she is in control of the product selection?

A)Theory of planned action
B)Theory of self-efficacy
C)Balance theory
D)Elaboration likelihood theory
E)Social judgment theory