Question 1

The theory of cognitive dissonance is based on the ________.

Accepted Answer

The theory of cognitive dissonance is based on the principle of cognitive consistency, which suggests that people have a strong desire to maintain cognitive consistency or harmony between their beliefs, attitudes, and behaviors. When there is a conflict between these elements, individuals experience psychological discomfort or cognitive dissonance.

Question 2

All multiattribute attitude models specify the importance of three elements. Two of those elements are attributes and beliefs. What is the third element?

Accepted Answer

The third element in multiattribute attitude models is importance weights, which reflect the significance of each attribute in forming an overall attitude.

Question 3

According to the Fishbein model, one of the components of attitude is the ________ people have about an Ao.

Accepted Answer

The Fishbein model states that attitude towards an object (Ao) is formed by a person's beliefs about that object. These beliefs are called salient beliefs, and they are one of the components of attitude in the model. Subconscious beliefs, latitude of acceptance, and latitude of rejection are not part of the Fishbein model.

Question 4

What do the "A, B, Cs" of the ABC model of attitudes stand for?

Accepted Answer

The "A, B, Cs" of the ABC model of attitudes stand for affect (emotions or feelings), behavior (actions or responses), and cognition (thoughts or beliefs).

Question 5

The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning.

Accepted Answer

The knowledge function of attitudes is used when a person is in an ambiguous situation and needs order, structure, or meaning. In this case, a person's attitude helps them to organize their thoughts and make sense of the situation. The utilitarian function is used when a person wants to maximize rewards and minimize punishments, the value-expressive function is used when a person wants to express themselves and their values, and the ego-defensive function is used to protect a person's self-esteem and prevent cognitive dissonance.

Question 6

Which of the following theoretical models measures attitude toward the act of buying (Aact), rather than the attitude toward only the product itself?

Accepted Answer

The theory of reasoned action measures attitude toward the act of buying (Aact) by considering not only the individual's attitude towards the product, but also the subjective norm and perceived behavioral control. The other theoretical models listed focus more on cognitive dissonance (A), social balance (C), or the individual's effort to engage in a behavior (D).

Question 7

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

Accepted Answer

Attitude is defined as a lasting, general evaluation of people, objects, advertisements, or issues. Principles, beliefs, and theories refer to different concepts and do not fit the definition provided in the question.

Question 8

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).

Accepted Answer

The experiential hierarchy suggests that consumers base their purchases on the experience or the emotional response that the product can provide. This type of buying behavior is often seen in purchases that are meant to provide pleasure or satisfy emotional needs rather than functional needs.

Question 9

Which of the following attitude functions is associated with a focus on particular social identities and lifestyles (e.g., "What sort of man reads Playboy?")?

Accepted Answer

The attitude function associated with a focus on particular social identities and lifestyles is value-expressive. This is because individuals use attitudes to express their values and beliefs about certain social groups, which can include their own social identity and lifestyle choices.

Question 10

The ________ hierarchy assumes the consumer does not initially have a strong preference for one brand over another. Instead, a consumer acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used.

Accepted Answer

The description matches with the concept of low-involvement hierarchy where the consumer has limited knowledge and forms evaluation after the purchase or use of the product. In experiential hierarchy, the consumer forms evaluation based on personal experiences and emotions, while in habitual hierarchy, the purchase decision is based on habit or routine. Standard learning hierarchy assumes that the consumer has a strong preference for a brand and actively seeks information before making a purchase decision.

Question 11

Researchers agree that there are various levels of commitment to an attitude. The highest level of involvement is ________.

Accepted Answer

Internalization is the highest level of commitment to an attitude, where the individual fully accepts the attitude and integrates it into their belief system. Identification and compliance are lower levels of commitment. Actualization is not a recognized level of commitment to attitudes.

Question 12

Researchers have added to the original Fishbein multiattribute model. The name of this extended-Fishbein model is the ________.

Accepted Answer

The extended-Fishbein model is also known as the theory of reasoned action, which includes the original multiattribute model along with the concept of subjective norms.

Question 13

What is the first step in the standard learning hierarchy approach?

Accepted Answer

The first step in the standard learning hierarchy approach is cognition, where the consumer gathers information and forms beliefs about a product or service.

Question 14

Which theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information?

Accepted Answer

Social judgment theory assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information. This theory also proposes that people have three different zones of judgment: the acceptance zone, the rejection zone, and the non-commitment zone.

Question 15

The balance theory perspective involves relations among three elements (a triad). Which of the following is one of the elements of the triad?

Accepted Answer

The balance theory perspective involves a triad of relations among three elements: a person (P), another person or object (O), and a perception or aspect (X). The element "a person and his or her perceptions" directly relates to this theory by involving the person (P) and their perceptions or attitudes towards the other elements in the triad.

Question 16

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

Accepted Answer

The theory of cognitive dissonance proposes that when attitudes and behaviors are inconsistent, individuals experience psychological discomfort or dissonance. To reduce this discomfort, people are motivated to take action to resolve the inconsistency, which can involve changing their behavior, beliefs, or attitudes.

Question 17

Despite improvements to the Fishbein model, all of the following are considered obstacles to predicting behavior using this model EXCEPT which one?

Accepted Answer

The answer of Despite improvements to the Fishbein model, all...

Question 18

According to the basic ABC model of attitudes, ________ refers to the beliefs a consumer has about an attitude object.

Accepted Answer

According to the basic ABC model of attitudes, cognition refers to the beliefs a consumer has about an attitude object. Affect refers to the feelings or emotions towards the object, and approval refers to the evaluation of whether the object is good or bad. Conditions are not a part of the ABC model.

Question 19

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

Accepted Answer

Self-perception theory assumes that people use observations of their own behavior to determine what their attitudes are. This theory suggests that people infer their attitudes from their own behavior and the circumstances in which it occurred, rather than by introspection or other self-reflection processes.

Question 20

The functional theory of attitudes was initially developed to explain how ________.

Accepted Answer

The functional theory of attitudes posits that attitudes serve as a means to facilitate social behavior. This theory suggests that attitudes are formed based on their utility in helping individuals achieve their goals and adapt to their social environments.

Quiz 8: Attitudes and Persuasion