CAR MINI CASE: Carl is looking to buy a new car because he needs more space for driving his kids to and from their after-school activities and for transporting all their gear.His wife has suggested that the family buy a station wagon, but Carl has a negative attitude toward station wagons because he feels that they are "Mom-mobiles" that consign their drivers to a life of car pools and PTA meetings.He then sees an ad for Subaru with a beautiful outdoor setting and attractive young people using a Subaru station wagon.The voice-over discusses the physical attributes of the car and the demographics of its owners.After seeing a Subaru ad portraying its station wagon as a trendy automotive option for exciting young people looking for more cargo room than a sedan and better fuel-efficiency than an SUV, Carl finds himself to be much more enthusiastic about his wife's station wagon suggestion.He purchases a Subaru, but later begins thinking that he probably should have purchased a Volvo for its reputation of greater safety.
-In the CAR MINI CASE,Subaru's portrayal of its station wagon as a car designed for young people who need extra cargo space to accommodate their active lives.This appeals to Carl because that is how he sees himself.In this way,Subaru is appealing to the ________ function to change attitudes toward station wagons.
A) utilitarian
B) knowledge
C) ego-defensive
D) competitive
E) value-expressive

Question

Quizplus · Accepted Answer

Subaru is using the value-expressive function to change Carl's attitude toward station wagons. By portraying the station wagon as a trendy and exciting option for young people with active lifestyles, Subaru is appealing to Carl's desire to express his values and identity through his car choice. Carl sees himself as an active and trendy person, and the Subaru ad aligns with this self-image, making him more enthusiastic about the station wagon suggestion.

CAR MINI CASE: Carl Is Looking to Buy a New