Question 1

In the balance theory,the system (composed of observer,person,and object)is referred to as a _____.

Accepted Answer

The balance theory refers to a system composed of an observer, a person, and an object as a "triad." This triad is the fundamental unit of analysis in the balance theory, and the theory seeks to explain how the relationships and attitudes within the triad interact with one another to create a sense of balance or imbalance.

Question 2

The attractiveness of the person delivering the message,the number of arguments presented,the expertise of the spokesperson,and the imagery or music presented along with the message are examples of _____.

Accepted Answer

These are all examples of peripheral cues, which are cues outside of the actual message content that can influence how people interpret and respond to a message. Central cues, on the other hand, are the actual message arguments themselves. Primary cues and relational cues are not relevant to the examples given. Physical cues could also be considered peripheral cues, but are not as comprehensive as the term "peripheral cues."

Question 3

According to the elaboration likelihood model of persuasion,if a consumer is not involved with a message or lacks either the motivation or ability to process information,the _____ route to persuasion will be followed.

Accepted Answer

The peripheral route to persuasion is followed when a consumer is not motivated or able to process information. This route involves using peripheral cues, such as attractive packaging or celebrity endorsements, to influence attitudes and behavior rather than relying on the central merits of the product or message. The central route to persuasion is followed when a consumer is motivated and able to process information and involves a careful evaluation of the central merits of the product or message. The primary, relational, and abstract routes to persuasion are not part of the elaboration likelihood model.

Question 4

Mike has a passion for sports cars.He owns an envious array of sports sedans and supercars,and keeps himself updated about the latest models,their features,and so on.According to the elaboration likelihood model,which of the following is most likely to be activated when Mike comes across an advertisement for a new sports vehicle introduced in the market?

Accepted Answer

The elaboration likelihood model suggests that people process information through either the central route or peripheral route. The central route involves active processing of information, where the individual pays attention to the message, evaluates the arguments, and then makes a decision. Given Mike's passion for sports cars and his knowledge about the latest models, he is likely to use the central route to evaluate the new sports vehicle introduced in the market. Therefore, the answer is C - Central route to persuasion.

Question 5

Which of the following is true of the elaboration likelihood model?

Accepted Answer

In the peripheral route, the consumer is unlikely to develop cognitive responses to the message, as this route involves superficial processing based on external cues rather than the content of the message itself.

Question 6

Which of the following terms refers to specific attempts to change attitudes?

Accepted Answer

Persuasion refers to specific attempts to change attitudes. Segmentation is dividing the market into groups based on characteristics, Positioning is the perception of a product or brand in the mind of the consumer, Monitoring is the act of observing and gathering information, and Tracking is the process of following the progress of something over time.

Question 7

According to the balance theory,the relations between the elements of observer,person,and object are referred to as _____.

Accepted Answer

The balance theory is concerned with the sentiment relations between the observer (O), person (P), and object (O). Sentiment relations refer to the positive or negative evaluations that individuals have towards each other or towards objects. The theory posits that individuals strive for balanced sentiment relations, where P either likes both O and O or dislikes both of them. If a person has a positive sentiment towards O but a negative sentiment towards O, then the person experiences cognitive dissonance and will seek to resolve it by changing their attitudes towards one of the elements. Thus, option B, sentiment relations, is the correct answer.

Question 8

The _____ illustrates how attitudes are changed based on differing levels of consumer involvement.

Accepted Answer

The elaboration likelihood model illustrates how attitudes are changed based on differing levels of consumer involvement. The other options are models or theories that explain how attitudes are developed or changed in general, but do not specifically address the role of involvement.

Question 9

In the balance theory,the object-person relation is referred to as a(n)_____ relation.

Accepted Answer

In balance theory, the object-person relation is referred to as a "unit" relation, which indicates a connection or association between the person and the object.

Question 10

Percy Gray,a professional nature photographer,is planning to buy a camera.Recently,when he came across a Nikon ad on a magazine,he carefully considered and evaluated the various attributes of the cameras.He was keen on weighing the advantages against the price and also considered the usability of the products under inclement weather conditions.In this instance,Percy Gray can be said to focus on the _____.

Accepted Answer

Percy Gray is focusing on central cues, which involve the important attributes and features of the product, such as price, usability, and advantages, rather than superficial or peripheral aspects.

Question 11

On finding out that customers were skeptical about the quality of food being currently served in her restaurant,Nina started promoting the fact that her restaurant sourced only the freshest vegetables,meat,and dairy products from the market.According to the attitude-toward-the-object approach,Nina is attempting to _____.

Accepted Answer

Nina is attempting to change the beliefs of customers about the quality of food served in her restaurant by promoting the fact that her restaurant sources only the freshest vegetables, meat, and dairy products. This falls under the category of changing beliefs in the attitude-toward-the-object approach.

Question 12

Which type of cues refer specifically to information found in the message that pertains directly to the product,its attributes,its advantages,or the consequences of its use?

Accepted Answer

Central cues refer to the information found in the message that is directly related to the product, its features, benefits or consequences of use. These cues are considered to be the most important factors influencing consumer attitudes and behavior towards the product. Peripheral cues, on the other hand, refer to non-product-related information such as brand name, packaging, or celebrity endorsements that may have an impact on consumer perceptions but are not directly related to the product itself. Therefore, A) Central cues is the best choice for this question.

Question 13

According to the _____,behavior change can precede belief and attitude change.

Accepted Answer

The behavioral influence approach suggests that behavior change can precede belief and attitude change, indicating that people can be influenced through their behaviors rather than changing their attitudes first. Therefore, the correct answer is E. The attitude-toward-the-object approach focuses on how attitudes are formed, the elaboration likelihood model explores how people process information to form attitudes, the balance theory examines how individuals try to maintain consistency in their attitudes, and the schema-based affect approach emphasizes how attitudes are based on cognitive structures in the brain.

Question 14

Marketpro Inc.,a marketing firm,has been asked to conduct a market research on consumers' attitudes toward online shopping websites.In order to achieve its research objectives,Marketpro has been actively monitoring consumers' attitude over time through information collected from several social networking sites and blog posts.This process is best described as _____.

Accepted Answer

The process of actively monitoring consumers' attitudes over time through information collected from several social networking sites and blog posts is best described as attitude tracking.

Question 15

Balance theory is based on the _____,which states that human beings prefer consistency among their beliefs,attitudes,and behaviors.

Accepted Answer

Balance theory is based on the consistency principle, which suggests that individuals strive for consistency among their beliefs, attitudes, and behaviors. This principle is a central concept in social psychology and is used to explain various phenomena related to interpersonal relationships, attitudes, and behavior change.

Question 16

Salespeople are trained to assess a potential consumer's attitude toward their company's offerings and to attempt to change that attitude if it is not positive.There are several techniques that help salespeople accomplish this attitude change in potential consumers.Salespeople attempt to change consumer attitudes about their products through _____.

Accepted Answer

The statement clearly mentions that salespeople use techniques to change consumer attitudes towards their products. One of those techniques is persuasion, which involves convincing the consumer to see the benefits of the product and changing their attitude towards it. Segmentation, positioning, affect monitoring, and attitude tracking do not necessarily involve changing consumer attitudes towards a product.

Question 17

In the elaboration likelihood model (ELM),nonproduct related information presented in a message is referred to as a(n)_____.

Accepted Answer

Nonproduct related information presented in a message is referred to as a peripheral cue in the elaboration likelihood model (ELM). Peripheral cues are secondary cues that are not directly related to the product or message being advertised, but they can still have an impact on the consumer's attitude or behavior. Examples of peripheral cues include the attractiveness of the spokesperson or the music used in the advertisement.

Question 18

Which of the following is true of the attitude-toward-the-object approach?

Accepted Answer

The answer of Which of the following is true of...

Question 19

The basic premise of _____ is that consumers are motivated to maintain perceived consistency in the relations found in mental systems.

Accepted Answer

Balance theory proposes that people are motivated to maintain perceived consistency in the relations found in their mental systems (e.g. attitudes, beliefs, and behaviors). This theory suggests that individuals strive for balance (or consistency) among their cognitive elements, and they will change their attitudes or beliefs in order to achieve this balance.

Question 20

Which of the following are the two routes to persuasion according to the elaboration likelihood model?

Accepted Answer

The elaboration likelihood model proposes that people can be persuaded through either the central route (where they carefully consider and evaluate the message) or the peripheral route (where they are influenced more by superficial cues, such as the attractiveness of the speaker or the emotional appeal of the message). Therefore, the correct answer is C, the central route and peripheral route.

Quiz 7: Attitudes and Attitude Change

In the balance theory,the system (composed of observer,person,and object) is referred to as a _____.