Question 1

The TORA model suggests four strategies for changing attitudes and behavioral intentions,which include all of the following except
A) changing beliefs.
B) changing support arguments.
C) changing evaluations.
D) adding a new belief.
E) targeting normative beliefs.

Accepted Answer

The TORA model, or the Theory of Reasoned Action, focuses on changing beliefs, changing evaluations, adding new beliefs, and targeting normative beliefs to influence attitudes and behavioral intentions. It does not specifically mention changing support arguments as a strategy.

Question 2

When a message presents weak arguments,consumers generate more ____ and fewer ____.
A) central arguments / source derogations
B) central arguments / central functionalities
C) counter arguments / support arguments
D) support arguments / source derogations
E) belief discrepancy / source derogations

Accepted Answer

When consumers perceive weak arguments, they tend to generate more counterarguments to the message rather than accepting or generating support arguments. Source derogation refers to negative evaluations of the source of the message, which is not particularly related to weak arguments. Central arguments refer to the main arguments presented in the message, which may or may not be weak, and central functionalities do not relate to argumentation at all. Belief discrepancy refers to the difference between the message and the recipient's own beliefs, which is not necessarily related to the strength of the arguments presented.

Question 3

David was very involved with watching the World Series,therefore when an ad for the Toyota Camry aired during the game,that likely ____ to the ad.
A) generated fewer cognitive responses
B) generated more counterarguments and fewer support arguments
C) generated more support arguments and counterarguments
D) generated more source derogations
E) generated more support arguments and fewer counterarguments.

Accepted Answer

David's level of involvement with watching the World Series suggests that he is likely to be emotionally invested in the game and engaged with it. This emotional involvement could make him more likely to generate positive thoughts about the ad for the Toyota Camry, resulting in more support arguments and fewer counterarguments. Therefore, option E is the best choice.

Question 4

Belief about the consequences of an act and ____ influence attitude toward the act for the TORA model.
A) evaluation of these consequences
B) affect about the behavioral intentions
C) cognition about the behavioral intentions
D) social influence
E) actual behaviors rather than behavioral intentions

Accepted Answer

Belief about the consequences of an act is an important factor in the Theory of Reasoned Action (TORA) model. Specifically, it is the evaluation of these consequences that influences attitude toward the act. Affect about the behavioral intentions, cognition about the behavioral intentions, social influence, and actual behaviors are also part of the TORA model, but they are not directly related to this particular concept.

Question 5

According to ____,attitudes are based on beliefs and the evaluation of these beliefs.
A) Weber's theory
B) the expectancy-value model
C) the theory of reasoned action
D) the cognitive response model
E) the affective cognition theory

Accepted Answer

The expectancy-value model suggests that attitudes are formed based on beliefs about an object and the evaluation of these beliefs, combining the perceived likelihood of an outcome with the value of that outcome.

Question 6

After his success in winning more medals at the London Olympics,Michael Phelps is considered a very credible source for swimwear brands such as Speedo.He is credible because of his
A) attractiveness.
B) likeability.
C) expertise.
D) friendliness.
E) gullibility.

Accepted Answer

Michael Phelps is a credible source for swimwear brands because of his expertise in swimming, having won numerous medals at various national and international competitions.

Question 7

The principle that the more specific the attitude is to the behavior of interest,such as buying a new car,the more likely the attitude will be related to the behavior incorporated in the TORA model,is known as
A) behavioral consistency.
B) attitudinal consistency.
C) affective-cognitive linkage.
D) attitude specificity.
E) behavioral attitude theory.

Accepted Answer

Attitude specificity refers to the idea that attitudes will be better predictors of behavior if they are specific to the behavior of interest. In the context of the TORA model (Theory of Reasoned Action), this principle suggests that attitudes toward a specific behavior (such as buying a new car) will be a better predictor of whether or not someone actually engages in that behavior.

Question 8

The theory of reasoned action is classified as a(n)____ model.
A) qualitative
B) logic
C) expectancy-value
D) behavioral
E) classical conditioning

Accepted Answer

The theory of reasoned action is a type of expectancy-value model, which proposes that people's attitudes towards a behavior, as well as their beliefs about the expected outcomes of that behavior, predict the likelihood of them performing the behavior. It is not qualitative, logic, behavioral, or classical conditioning model.

Question 9

Former Vice President and Presidential candidate Bob Dole appeared in a series of ads for Viagra implying that he suffered from erectile dysfunction (ED).These ads were perceived to be very credible because Bob Dole
A) has a medical degree and thus is an expert source.
B) is a politician and thus is considered trustworthy.
C) has a pleasant smile.
D) is seen as going against his own self interest by implying he has ED.
E) is from Kansas and is therefore truthful.

Accepted Answer

The answer of Former Vice President and Presidential candidate Bob...

Question 10

Thoughts such as ____ are best thought of as examples of source derogations.
A) "This guy is lying"
B) "This product won't work"
C) "This product will work"
D) "I agree"
E) "I disagree"

Accepted Answer

Source derogations involve dismissing or devaluing the source of a message, such as thinking "This guy is lying," which questions the credibility of the source.

Question 11

Nathan wanted to remain in a positive mood even though he disagreed with the content of the commercial,so he
A) increased support arguments.
B) increased source derogations.
C) increased central arguments.
D) increased peripheral processing.
E) decreased counterarguments.

Accepted Answer

Decreasing counterarguments helps maintain a positive mood by avoiding negative thoughts or criticisms about the commercial.

Question 12

____ sometimes have a greater effect on behavioral intentions than subjective norms,depending on circumstances.
A) Cognitions
B) Motivations
C) Peripheral processes
D) Attitudes toward an act
E) Schemas

Accepted Answer

Attitudes toward an act can have a greater effect on behavioral intentions than subjective norms, depending on circumstances. This is because attitudes represent a person's individual beliefs and feelings about a behavior, whereas subjective norms represent societal or interpersonal pressures to conform to certain behaviors. In situations where personal attitudes strongly oppose societal norms, a person may still choose to behave according to their attitudes.

Question 13

The Theory of Planned Behavior extends the TORA model by examining consumers'
A) self images.
B) cognitive responses.
C) perceived behavioral control.
D) affective responses.
E) resistance to change.

Accepted Answer

The Theory of Planned Behavior examines consumers' perceived behavioral control, which refers to their beliefs about how easy or difficult it is to perform a particular behavior. This extends the TORA model by considering not just attitudes and subjective norms, but also the practical limitations that may impact whether a consumer is able to carry out a behavior.

Question 14

Consumer attitudes are partially based on their beliefs about an object.These beliefs are also called
A) cognitions.
B) emotions.
C) affects.
D) categorizations.
E) counterarguments.

Accepted Answer

Beliefs about an object are cognitive in nature and therefore the best choice is A, which refers to cognitions. Emotions (B) and affects (C) are more related to how a person feels about an object, rather than what they believe about it. Categorizations (D) refer to how objects are grouped or classified, which is not necessarily related to beliefs. Counterarguments (E) refer to arguments against a belief, which are not beliefs themselves.

Question 15

A message supporting handgun control will generate a lot of counterarguments among National Rifle Association (NRA)members.This is an example of a ____ that creates counterarguments.
A) source derogation
B) support argument
C) belief discrepancy
D) peripheral argument
E) central argument

Accepted Answer

A belief discrepancy occurs when the message content significantly differs from the audience's pre-existing beliefs or opinions, leading to the generation of counterarguments, as would be the case among NRA members regarding handgun control.

Question 16

TORA stands for
A) Theory of Rational Attitudes.
B) Theory of Responsive Affect.
C) Theory of Reasoned Action.
D) Theorem of Researched Attributes.
E) Theorem of Radical Actions.

Accepted Answer

TORA stands for Theory of Reasoned Action, a social psychological theory that explains human behavior based on individuals' attitudes and beliefs, along with other external factors. None of the other options accurately describe the TORA theory.

Question 17

____ create more counterarguments because consumers want to maintain their existing belief structures and do so by arguing against the message.
A) Source derogations
B) Support arguments
C) Belief discrepancies
D) Peripheral arguments
E) Central arguments

Accepted Answer

Belief discrepancies create more counterarguments as consumers resist changing their existing beliefs and argue against messages that contradict them.

Question 18

____ has been widely applied in the consumer behavior field to explain how attitudes form and change.
A) The expectancy-value model
B) Weber's theory
C) Weber's law
D) The lexicographical model
E) The affective cognition theory

Accepted Answer

The expectancy-value model has been widely applied in the consumer behavior field to explain how attitudes form and change. This model suggests that people form attitudes toward a product based on their perception of the product's attributes and benefits, as well as how important those attributes and benefits are to them.

Question 19

____ may have an important impact on behavioral intentions because there are likely to be people whose opinions and beliefs will affect what we do.
A) Cognitions
B) Motivation
C) Subjective norms
D) Attitudes toward the act
E) Schemas

Accepted Answer

Subjective norms refer to the influence of others' opinions and beliefs on our own attitudes and behavior. Therefore, they can have an important impact on behavioral intentions.

Question 20

For cognitive responses,counter arguments and ____ will result in negative attitudes.
A) heuristic affect
B) source derogations
C) peripheral affect
D) systemic affect
E) unstable cognitions

Accepted Answer

Counter arguments challenge a person's beliefs and can lead to negative attitudes towards the topic or source. Source derogations involve discrediting the source of the message, which can also result in negative attitudes. Heuristic affect, peripheral affect, systemic affect, and unstable cognitions are not directly related to the impact of counter arguments on attitudes.

Quiz 5: Attitudes Based on High Effort

The TORA model suggests four strategies for changing attitudes and behavioral intentions,which include all of the following except

When a message presents weak arguments,consumers generate more and fewer .

David was very involved with watching the World Series,therefore when an ad for the Toyota Camry aired during the game,that likely ____ to the ad.

Belief about the consequences of an act and ____ influence attitude toward the act for the TORA model.

According to ____,attitudes are based on beliefs and the evaluation of these beliefs.

After his success in winning more medals at the London Olympics,Michael Phelps is considered a very credible source for swimwear brands such as Speedo.He is credible because of his

The principle that the more specific the attitude is to the behavior of interest,such as buying a new car,the more likely the attitude will be related to the behavior incorporated in the TORA model,is known as

The theory of reasoned action is classified as a(n) ____ model.

Former Vice President and Presidential candidate Bob Dole appeared in a series of ads for Viagra implying that he suffered from erectile dysfunction (ED) .These ads were perceived to be very credible because Bob Dole

Thoughts such as ____ are best thought of as examples of source derogations.

Nathan wanted to remain in a positive mood even though he disagreed with the content of the commercial,so he

____ sometimes have a greater effect on behavioral intentions than subjective norms,depending on circumstances.

The Theory of Planned Behavior extends the TORA model by examining consumers'

Consumer attitudes are partially based on their beliefs about an object.These beliefs are also called

A message supporting handgun control will generate a lot of counterarguments among National Rifle Association (NRA) members.This is an example of a ____ that creates counterarguments.

TORA stands for

____ create more counterarguments because consumers want to maintain their existing belief structures and do so by arguing against the message.

____ has been widely applied in the consumer behavior field to explain how attitudes form and change.

____ may have an important impact on behavioral intentions because there are likely to be people whose opinions and beliefs will affect what we do.

For cognitive responses,counter arguments and ____ will result in negative attitudes.