Question 1

If Yoplait decides to point out that their yogurt has more potassium than a banana, which strategy of attitude change are they using?
A) Changing the relative evaluation of attributes.
B) Changing brand beliefs.
C) Adding an attribute.
D) Changing the overall brand rating.

Accepted Answer

By pointing out that their yogurt has more potassium than a banana, Yoplait is adding an attribute to their product. This can make the product more appealing to consumers who are looking for a healthy snack option.

Question 2

If Diana just finished editing photographs using Adobe Photoshop, and after receiving compliments on these photographs she says to herself, 'I'm a natural at making great presentations', this statement would be an example of _____ in the context of attribution.
A) internal attribution
B) external attribution
C) positive attribution
D) attribution toward others

Accepted Answer

Internal attribution refers to crediting one's own skills, abilities, or personal characteristics for a successful outcome, which is exactly what Diana is doing by attributing her success in photo editing to her natural talent for making great presentations.

Question 3

Someone who donates five dollars to cancer research might be persuaded to donate a much larger amount when approached at a later time. The initial donation can be seen as a(n) _____ in an attribution context.
A) self-attribution
B) foot-in-the-door
C) external attribution
D) internal attribution

Accepted Answer

The initial donation of five dollars can be seen as a "foot-in-the-door" technique, in which a small request is made initially to increase the likelihood of a larger request being granted later. It is not related to self-attribution, external or internal attribution.

Question 4

One of the criteria used by consumers to confirm their initial attributions about objects is _____, which means that the reaction must be the same, even when the situation in which it occurs varies.
A) distinctiveness
B) consistency over time
C) consistency over modality
D) consensus

Accepted Answer

Consistency over modality refers to the idea that the reaction to an object should remain the same across different situations or contexts, confirming the initial attribution.

Question 5

If Brian just finished giving a successful presentation using PowerPoint, and after the presentation he concludes it was a successful presentation due to the assistance of his friend and the user-friendly program, this observation would be an example of _____ in the context of attribution.
A) internal attribution
B) external attribution
C) positive attribution
D) attribution toward others

Accepted Answer

This observation is an example of external attribution because it attributes the success of the presentation to external factors, such as the assistance of a friend and the user-friendly PowerPoint program. Internal attribution would have focused on Brian's personal characteristics or abilities as the reason for the successful presentation. Positive attribution and attribution toward others are not relevant in this context.

Question 6

Which of the following does not fall under the attitude change strategy of adding an attribute?
A) Informing consumers that Yoplait contains more potassium than a banana.
B) Informing consumers that Dove has now added vitamin E to their lotions.
C) Informing consumers that Secret deodorant is available in an unscented version.
D) Telling people that Panadol Migraine is the number one doctor-recommended brand for migraine relief.

Accepted Answer

Adding the attribute of being the "number one doctor-recommended brand" falls under the attitude change strategy of adding a positive attribute. Therefore, all the other options fall under this strategy while option D does not.

Question 7

When Melitta (a coffee machine brand) introduced a coffeemaker that includes a weather forecast screen linked to the Internet, it is altering a component of the multi-attribute model to change attitudes. Which strategy is it using?
A) Changing the relative evaluation of attributes.
B) Changing brand beliefs.
C) Adding an attribute.
D) Changing the overall brand rating.

Accepted Answer

The answer of When Melitta (a coffee machine brand) introduced...

Question 8

According to the _____ theory, discomfort occurs when a consumer holds a conflicting thought about a belief or an attitude object.
A) attribution
B) cognitive dissonance
C) elaboration likelihood model
D) foot-in-the-door

Accepted Answer

The cognitive dissonance theory suggests that discomfort arises when there is a conflict between two beliefs or attitudes. This theory proposes that individuals are motivated to reduce this discomfort by changing their beliefs or attitudes to align with each other, or by seeking out information that supports one of the beliefs while discrediting the other.

Question 9

A variety of tactics are adopted by consumers to reduce the effect of post-purchase dissonance. Which of the following is not one of them?
A) Consumers seek out ads that support their choice.
B) Consumers try to sell friends on the features of the brand.
C) Consumers look to known satisfied consumers for reassurance.
D) Consumers seek out competitor's ads to reassure them of their better choice.

Accepted Answer

Seeking out competitor's ads would not reduce post-purchase dissonance, but rather further increase it by exposing the consumer to alternative choices and potential regret. Therefore, D is not one of the tactics that consumers adopt to reduce the effect of post-purchase dissonance.

Question 10

According to the elaboration likelihood model, cents-off coupons, free samples, beautiful background scenery and celebrity endorsements are all _____ routes to persuasion.
A) central
B) peripheral
C) rational
D) emotional

Accepted Answer

The peripheral route of persuasion is characterized by using cues that are not directly related to the substance of the message, such as attractive visuals or celebrity endorsements. The central route, on the other hand, relies on the logical and substantive arguments of the message itself. Therefore, cents-off coupons, free samples, beautiful background scenery, and celebrity endorsements are all peripheral cues that are designed to influence attitudes through relatively superficial means.

Question 11

As a group of loosely interrelated social psychological principles, _____ attempts to explain how people assign credit or blame to events on the basis of either their own behaviour or the behaviour of others.
A) elaboration likelihood model
B) attribution theory
C) self-perception theory
D) defensive attributions theory

Accepted Answer

Attribution theory attempts to explain how people assign credit or blame to events based on either their own behavior or the behavior of others. It can encompass a wide range of social psychological principles, such as the fundamental attribution error, actor-observer bias, and self-serving bias.

Question 12

The elaboration likelihood model proposes that consumers' attitudes are changed by two distinctly different routes to persuasion: ______ routes and ______ routes.
A) central; logical
B) main; secondary
C) central; peripheral
D) rational; emotional

Accepted Answer

The elaboration likelihood model suggests that attitudes can be changed through two different routes to persuasion: central and peripheral routes. The central route involves using logical and rational arguments, while the peripheral route relies on emotional cues, such as endorsements or superficial characteristics of the product or message. Therefore, choice C is the correct answer.

Question 13

If a young Macquarie Street banker observes that she always purchases the Australian Financial Review on her way to work, she is apt to conclude that she likes the Australian Financial Review. This is an example of how the _____ helps make inferences about one's behaviour.
A) elaboration likelihood model
B) attribution theory
C) self-perception theory
D) defensive attribution theory

Accepted Answer

Self-perception theory suggests that people infer their attitudes and feelings based on their own behavior. In the given scenario, the banker infers that she likes the Australian Financial Review because she always purchases it on her way to work.

Question 14

Which of the following is not one of the criteria used by consumers to confirm their initial attributions about objects?
A) Distinctiveness.
B) Consensus.
C) Consistency over time.
D) Individuality.

Accepted Answer

The criteria used by consumers to confirm their initial attributions about objects are distinctiveness, consensus, and consistency over time. Individuality is not a criteria used in this context.

Question 15

Which of the following statements is true about attribution and the foot-in-the-door technique?
A) Individuals who try a free sample are less committed to the brand.
B) Individuals who try a free sample are more committed to the brand.
C) Individuals who try a brand without inducement are less likely to change their attitude toward a brand.
D) The larger the incentive to try the brand, the greater the commitment to the brand.

Accepted Answer

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

Question 16

'She tried to make me buy that unknown auto-focus camera because she would make a bigger commission.' This statement could be explained using the:
A) elaboration likelihood model.
B) attribution theory.
C) self-perception theory.
D) defensive attribution theory.

Accepted Answer

This statement is an example of the attribution theory, which explains how individuals analyze and interpret the causes of behavior. In this case, the speaker is attributing the salesperson's behavior (trying to make them buy a certain camera) to her desire for a bigger commission, rather than to any inherent qualities of the camera itself.

Question 17

When Panadol makes a dramatic assertion that it has product superiority over Nurofen by claiming it lasts longer and is gentler, it is using which of the following attitude change strategies?
A) Changing the relative evaluation of attributes.
B) Changing brand beliefs.
C) Changing beliefs about competitor brands.
D) Changing the overall brand rating.

Accepted Answer

Panadol is attempting to change consumer beliefs about its competitor, Nurofen, by asserting that its own product lasts longer and is gentler, thus influencing perceptions of Nurofen negatively.

Question 18

'The largest-selling brand' and 'the one all others try to imitate' are claims used by companies trying to change attitudes by using which of the following strategies?
A) Changing the relative evaluation of attributes.
B) Changing brand beliefs.
C) Adding an attribute.
D) Changing the overall brand rating.

Accepted Answer

The answer of 'The largest-selling brand' and 'the one all...

Question 19

Marketers can relieve consumer dissonance by following which of the following tactics?
A) Reinforcing consumers' decisions in ads by complimenting their wisdom.
B) Offering stronger warranties.
C) Providing detailed brochures on how to use the products correctly.
D) All of the above.

Accepted Answer

All of the above tactics can help relieve consumer dissonance. Reinforcing the consumers' decision in ads by complimenting their wisdom can help them feel confident about their choice. Offering stronger warranties can help ease their worries about potential problems with the product. Providing detailed brochures on how to use the product correctly can help consumers avoid any confusion or frustration with using the product.

Question 20

According to the elaboration likelihood model, when consumers are willing to exert the effort to comprehend, learn or evaluate the available information about the attitude object, learning and attitude change can occur via the:
A) central route.
B) peripheral route.
C) rational route.
D) emotional route.

Accepted Answer

The central route is the route through which consumers carefully and thoughtfully process information, evaluate it, and form attitudes based on this information. This route is taken when consumers are motivated to learn more and willing to put in the effort to do so. As per the elaboration likelihood model, attitude change is more likely to occur via the central route when consumers are willing to put in the effort to comprehend and evaluate the available information. Therefore, option A is the correct answer. Options B, C, and D are not relevant to the elaboration likelihood model.

Quiz 7: Consumer attitudes—attitude development and change

If Yoplait decides to point out that their yogurt has more potassium than a banana, which strategy of attitude change are they using?

If Diana just finished editing photographs using Adobe Photoshop, and after receiving compliments on these photographs she says to herself, 'I'm a natural at making great presentations', this statement would be an example of _____ in the context of attribution.

Someone who donates five dollars to cancer research might be persuaded to donate a much larger amount when approached at a later time. The initial donation can be seen as a(n) _____ in an attribution context.

One of the criteria used by consumers to confirm their initial attributions about objects is _____, which means that the reaction must be the same, even when the situation in which it occurs varies.

If Brian just finished giving a successful presentation using PowerPoint, and after the presentation he concludes it was a successful presentation due to the assistance of his friend and the user-friendly program, this observation would be an example of _____ in the context of attribution.

Which of the following does not fall under the attitude change strategy of adding an attribute?

When Melitta (a coffee machine brand) introduced a coffeemaker that includes a weather forecast screen linked to the Internet, it is altering a component of the multi-attribute model to change attitudes. Which strategy is it using?

According to the _____ theory, discomfort occurs when a consumer holds a conflicting thought about a belief or an attitude object.

A variety of tactics are adopted by consumers to reduce the effect of post-purchase dissonance. Which of the following is not one of them?

According to the elaboration likelihood model, cents-off coupons, free samples, beautiful background scenery and celebrity endorsements are all _____ routes to persuasion.

As a group of loosely interrelated social psychological principles, _____ attempts to explain how people assign credit or blame to events on the basis of either their own behaviour or the behaviour of others.

The elaboration likelihood model proposes that consumers' attitudes are changed by two distinctly different routes to persuasion: routes and routes.

If a young Macquarie Street banker observes that she always purchases the Australian Financial Review on her way to work, she is apt to conclude that she likes the Australian Financial Review. This is an example of how the _____ helps make inferences about one's behaviour.

Which of the following is not one of the criteria used by consumers to confirm their initial attributions about objects?

Which of the following statements is true about attribution and the foot-in-the-door technique?

'She tried to make me buy that unknown auto-focus camera because she would make a bigger commission.' This statement could be explained using the:

When Panadol makes a dramatic assertion that it has product superiority over Nurofen by claiming it lasts longer and is gentler, it is using which of the following attitude change strategies?

'The largest-selling brand' and 'the one all others try to imitate' are claims used by companies trying to change attitudes by using which of the following strategies?

Marketers can relieve consumer dissonance by following which of the following tactics?

According to the elaboration likelihood model, when consumers are willing to exert the effort to comprehend, learn or evaluate the available information about the attitude object, learning and attitude change can occur via the: