Question 1

Based on the theory of planned behavior, who is most likely to follow through on the intention to buy new tires?

Accepted Answer

According to the theory of planned behavior, intentions are influenced by three factors: attitudes, subjective norms, and perceived behavioral control. In this scenario, all four individuals have positive attitudes toward buying new tires, so this factor is not a differentiating factor. However, subjective norms (the perceived social pressure to perform or not perform a behavior) and perceived behavioral control (the perceived ease or difficulty of performing a behavior) are factors that can influence the follow-through on intentions. Richie is the only person who has both social support (from his parents) and financial means to purchase the tires, which gives him a high perceived behavioral control. Therefore, he is most likely to follow through on the intention to buy new tires.

Question 2

Before Jane schedules an appointment to undergo plastic surgery, she asks herself, "But what will my husband Ted think about me getting a face lift?" This example reflects the power of _______ to influence intentions and behaviors.

Accepted Answer

This example reflects the influence of subjective norms, which refers to the perceived social pressure from significant others in one's life, such as Jane's husband Ted, on an individual's intentions and behaviors.

Question 3

The best evidence that advertisements do work to change attitudes and behaviors comes from

Accepted Answer

Split cable market tests are conducted in real-world settings and involve exposing different groups of people to either advertisements or no advertisements. This allows for a direct comparison of the attitudes and behaviors of those who were exposed to the ads versus those who weren't, providing the most reliable evidence of advertising effectiveness. The other options are less reliable sources of evidence - people's self-reports of ad influence can be biased or unreliable, laboratory experiments may not reflect real-world behavior, and marketing executives may have a vested interest in promoting the effectiveness of advertising.

Question 4

Even though Mario dislikes roller coasters, he may decide to take a ride because his best friend really wants him to ride the new Tidal Wave. This example shows the importance of _______ on our behavioral decisions.

Accepted Answer

The example demonstrates the influence of subjective norms on Mario's decision to ride the roller coaster. Subjective norms refer to the beliefs and expectations of significant others that affect our behavior. In this case, Mario's best friend's desire for him to ride the roller coaster creates a social pressure that influences his decision.

Question 5

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. They have found that advertising is especially likely to work for

Accepted Answer

The researchers found that advertising is especially likely to work for new products.

Question 6

Tom is trying to quit smoking. His parents, siblings, wife, children, and his doctor have all emphasized to him how important it is for him to quit. According to the theory of planned behavior, what factor is most likely to interfere with Tom's forming a firm behavioral intention to quit?

Accepted Answer

Perceived behavior control refers to the perceived ease or difficulty of performing a behavior. If Tom perceives that quitting smoking is too difficult or beyond his control, it may interfere with his intention to quit. While his attitude and subjective norms may also play a role in determining his intention, perceived behavior control is often the most important factor in predicting whether someone will actually perform a behavior. Attitude accessibility is not directly related to forming a behavioral intention, although it may influence the strength of the attitude itself.

Question 7

An advertising executive once noted about soft drink advertisements, "The thing about soda commercials is that they actually have nothing to say." By this he meant that

Accepted Answer

Soft drink advertisements often focus on creating an emotional or atmospheric appeal rather than conveying specific information about the product, which is what the executive is highlighting.

Question 8

Based on research presented in your text about attitudes predicting behavior, it could be said that ________ attitudes best predict actual behavior.

Accepted Answer

Specific attitudes, which refer to a precise object or behavior, have been found to be more reliable in predicting actual behavior than general attitudes. This may be because specific attitudes are more closely related to a particular behavior and therefore have a stronger influence. Abstract attitudes (B) such as values or beliefs may also influence behavior but are less reliable predictors as they may not directly relate to a specific behavior. Intrinsic attitudes (D), which are related to personal values or identity, may hold strong influence over behavior but may not be applicable in all situations.

Question 9

A study described in the text on the effects of an antimarijuana ad on teenagers' use of marijuana found that

Accepted Answer

The study found that teens high in sensation-seeking were most affected by the ads, as they are more responsive to novel and stimulating messages.

Question 10

The concept of subjective norms refers to people's

Accepted Answer

Subjective norms refer to an individual's beliefs about what important or significant others would think about their behavior. It is based on the idea that people's behaviors are influenced not only by their own attitudes and beliefs but also by their perceptions of social expectations and pressures. Therefore, option D best describes the concept of subjective norms.

Question 11

Research that employs split cable market tests involves

Accepted Answer

Split cable market tests involve exposing some consumers to advertisements and others to nothing in order to determine the effectiveness of the advertising. This is typically done by splitting a market into two groups and exposing one group to TV ads while the other group is not exposed to ads. The two groups are then compared to see if there is a significant difference in purchasing behavior.

Question 12

Advertisers will be most successful in influencing our attitudes and behaviors if they

Accepted Answer

Advertisers will be most successful in influencing our attitudes and behaviors if they tailor their strategies to the basis of consumers' attitudes. Research suggests that attitudes are more likely to change when messages are consistent with existing attitudes, beliefs, and values. Therefore, advertisers who take the time to understand their target audience and tailor their message accordingly will have a better chance of success. Utilizing subliminal messages, presenting logical arguments, or distracting consumers may not be as effective as tailoring the message to the audience.

Question 13

A recent meta-analysis of the effectiveness of antisubstance-abuse ads found that the most effective medium for displaying these ads was

Accepted Answer

The most effective medium for displaying antisubstance-abuse ads was broadcast (radio and television), according to a recent meta-analysis. This suggests that the use of audio and visual components may be particularly impactful in changing attitudes towards substance abuse. However, it is important to note that this does not mean that print or electronic media are completely ineffective in this regard.

Question 14

Recall that LaPiere (1934) found a discrepancy between proprietors' reported attitudes toward accommodating Chinese and their willingness to provide services to a Chinese couple that accompanied him on his travels. The discrepancy between proprietors' attitudes and actual behaviors might have been reduced had LaPiere written and asked them,

Accepted Answer

Choice B directly addresses the situation in question and provides a specific scenario that could potentially reveal the discrepancy between attitudes and behaviors. Choices A and C are too general, and choice D asks about attitudes towards all Asian visitors, rather than specifically addressing Chinese visitors.

Question 15

Eva's friends and her husband think that it's important that she get a mammogram at her next annual checkup. Eva believes that it will be relatively easy for her to make time in her schedule for that extra procedure. Thus, Eva has every intention of getting a mammogram as part of her annual checkup. This example best reflects the power of ________ and ________, respectively, to influence behavioral intentions and subsequent behaviors.

Accepted Answer

Eva's friends and husband act as subjective norms, which are social pressures to behave in a certain way. Eva's belief that it will be easy to make time for the mammogram shows her perceived behavioral control, which is the perceived ease or difficulty of performing a behavior. These factors, subjective norms and perceived behavioral control, are the two major components of the theory of planned behavior, which predicts behavioral intentions and subsequent behaviors.

Question 16

Researchers have conducted nearly 300 split cable market tests to assess the effectiveness of advertisements. In these tests, cable viewers are randomly assigned to receive advertisements for new or existing products, and

Accepted Answer

Using store scanners to track purchasing patterns provides more objective and accurate data compared to relying on self-reported information (option A) or checklists (option C). Option D is not relevant to assessing the effectiveness of advertisements.

Question 17

The concept of ________ refers to the ease with which people believe that they can perform a behavior in question.

Accepted Answer

Perceived behavioral control refers to the belief people have about their ability to perform a certain behavior or action. It is a key component of the theory of planned behavior, which suggests that a person's intentions and behavior are determined by their attitude towards the behavior, subjective norms or what others think, and their perceived ability to perform the behavior.

Question 18

People may have difficulty in changing a number of health-related behaviors because of low perceived behavior control. This problem is least likely to interfere with people's

Accepted Answer

Remembering to schedule an annual physical is a behavior that requires less perceived control compared to the other options, which involve more complex behavioral changes and self-regulation.

Question 19

In general, work on the effectiveness of antidrug, antidrinking, and antismoking ads indicates that

Accepted Answer

Research indicates that antidrug, antidrinking, and antismoking ads are generally effective in changing attitudes towards drug use, smoking, and drinking. However, the effects on behavior may not be as significant. While some individuals may be persuaded to refrain from these behaviors, others may still engage in them due to other social pressures and influences. Nonetheless, the overall impact of these ads on reducing drug use, smoking, and drinking is evident, albeit to a lesser extent on actual behavior change.

Question 20

Why do ads for heartburn medications spend so much time talking about how quickly the product works and whether there is calcium or magnesium in the product?

Accepted Answer

Heartburn is a common problem for many people, making products that alleviate it relevant to a large audience. The focus on quick relief and the presence of calcium or magnesium can help differentiate products and provide information that potential buyers may be seeking.

Quiz 7: Attitudes and Attitude Change: Influencing Thoughts and Feelings