Question 1

Discuss the low-involvement hierarchy of effects.

Accepted Answer

The answer of Discuss the low-involvement hierarchy of effects....

Question 2

________ considers how people perceive relations among different attitude objects,and how they alter their attitudes to remain consistent.
A) Social judgement theory
B) Foot-in-the-door theory
C) Balance theory
D) Rejection theory

Accepted Answer

Balance theory considers how individuals perceive relations among different attitude objects and how they modify their attitudes to maintain consistency. Social judgement theory deals with perception of others' attitudes and Foot-in-the-door theory focuses on how agreeing to a small request can lead to agreeing to a larger one. Rejection theory is not a recognized theory in psychology.

Question 3

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement he or she has with the attitude object (Ao).Describe the strength of commitment involved in each of the following and give an example:
•Compliance
•Identification
•Internalization

Accepted Answer

The answer of How strongly or weakly a consumer is...

Question 4

It is impossible for a person to hold two contradictory attitudes toward the same object.

Accepted Answer

It is possible for a person to hold two contradictory attitudes toward the same object. This is because attitudes are complex and can consist of both positive and negative aspects. For example, a person may like chocolate but also acknowledge that it is not good for their health. These two attitudes may seem contradictory but they can coexist in the same person.

Question 5

When Jillian Jones is confronted with inconsistencies about a purchase,she is feeling cognitive dissonance.

Accepted Answer

Cognitive dissonance refers to a state of mental discomfort or unease that arises when an individual holds conflicting attitudes, beliefs, or values. In this scenario, if Jillian Jones is confronted with inconsistencies about a purchase, she may experience cognitive dissonance as she grapples with the conflict between her original beliefs or attitudes about the purchase and the new information that contradicts those beliefs.

Question 6

Roger was really angry when Coca-Cola attempted to switch from its older formula to New Coke.He wrote letters to Coca-Cola,talked to friends,called the local bottler,attempted to hoard "old Coke," and complained to the local grocery store manager.In this example,which degree of commitment would be most closely associated with Roger and his attitudes?
A) Compliance
B) Identification
C) Information acquisition
D) Internalization

Accepted Answer

Internalization involves deeply held beliefs and values that become a part of a person's identity. In this scenario, Roger's strong emotional reaction and various actions suggest that he has internalized his attitudes towards the old formula of Coca-Cola. He is not just complying with others' views or acquiring information, but his behaviors reflect his genuine beliefs and values regarding the company's decision to change the formula.

Question 7

________ states when a person is confronted with inconsistencies among attitude or behavior,he/she will take action to restore consistency.
A) Theory of attitude
B) Theory of consistency
C) Theory of commitment
D) Theory of cognitive dissonance

Accepted Answer

The theory described is the theory of cognitive dissonance, which posits that when an individual is confronted with inconsistencies between their attitudes and behaviors, they experience a psychological discomfort known as cognitive dissonance. This discomfort leads them to take action to restore consistency between the two.

Question 8

Identification occurs when we form an attitude to conform to another person's or group's expectations.

Accepted Answer

Identification is a social influence process in which an individual aligns their attitudes or behavior with a particular person or group, often due to a desire for acceptance or belonging. This can result in the formation of attitudes that conform to the expectations of others.

Question 9

Retail stores put a number of items in the aisles leading to the checkout station.These are placed there to remind customers of things they may have overlooked,or to show products that customers may not have thought of buying until they are seen.Retailers know that some items are purchased on impulse.In other words,the customer simply sees a product and purchases it.Create a fourth hierarchy of effects that would combine the three components of the ABC model when a product is selected on impulse.

Accepted Answer

The answer of Retail stores put a number of items...

Question 10

Researchers agree that there are various levels of commitment to an attitude.The lowest form of involvement is ________.
A) identification
B) compliance
C) internalization
D) commitment

Accepted Answer

Compliance is the lowest form of involvement in which individuals conform to others' expectations without truly believing in or internalizing the attitude themselves.

Question 11

The balance theory perspective involves relations among three elements (a triad).Which of the following is one of the elements of the triad?
A) A person and his or her perceptions
B) The marketer and its strategy of image building
C) A person's beliefs
D) Subconscious motives

Accepted Answer

Balance theory involves a person and their perceptions as one of the elements in the triad, focusing on the relationships between the person, another person, and an object or concept.

Question 12

Describe each component of the ABC model.

Accepted Answer

The answer of Describe each component of the ABC model....

Question 13

Gasoline is the only commonly purchased product that is priced down to a fraction of a cent.This is the case because buying gasoline is a low-involvement activity,which makes point-of-purchase factors more important.

Accepted Answer

Gasoline is priced down to a fraction of a cent because buying gasoline is a low-involvement activity, and point-of-purchase factors such as price can have a bigger impact on consumer behavior.

Question 14

Researchers have added to the original Fishbein multiattribute model.The name of this extended-Fishbein model is the ________.
A) linked Fishbein model
B) theory of reasoned action
C) Phillips approach
D) subjective norm model

Accepted Answer

The extended Fishbein model is called the theory of reasoned action.

Question 15

Identify the elements of balance theory.Discuss possible interaction effects between unit relation and sentiment relation and how they can be applied to a marketing strategy.

Accepted Answer

The answer of Identify the elements of balance theory.Discuss possible...

Question 16

All multiattribute attitude models specify the importance of attributes,beliefs,and ________.
A) action variables
B) motivations
C) regency of events
D) importance weights

Accepted Answer

Multiattribute attitude models consider the importance of different attributes and beliefs in determining an overall attitude towards an object or brand. In order to reflect the relative importance of each attribute, models typically include importance weights, which are assigned to each attribute based on the individual's underlying motivations and priorities. Therefore, the correct answer is D, importance weights.

Question 17

Researchers agree that there are various levels of commitment to an attitude.The highest level of involvement is ________.
A) internalization
B) identification
C) compliance
D) actualization

Accepted Answer

Internalization is considered the highest level of commitment to an attitude, where the individual fully accepts the attitude and integrates it into their value system. Identification involves adopting an attitude to fit in with a particular group or role, while compliance involves going along with an attitude without necessarily believing in it. Actualization is not a recognized level of attitude commitment.

Question 18

Explain the principle of cognitive consistency.

Accepted Answer

The answer of Explain the principle of cognitive consistency....

Question 19

Balance theory helps explain why consumers like being linked to positively valued objects.

Accepted Answer

Balance theory suggests that people seek consistency and balance in their attitudes and behaviors. When consumers are linked to positively valued objects, it creates a positive association that reinforces their positive self-image and helps maintain balance in their attitudes and behaviors.

Question 20

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors?
A) Theory of cognitive dissonance
B) Self-perception theory
C) Social judgement theory
D) Balance theory

Accepted Answer

Theory of cognitive dissonance states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors. It suggests that when two cognitions (thoughts, beliefs, attitudes, etc.) are inconsistent, people experience an unpleasant state of tension or dissonance, which they try to reduce by changing one of the cognitions or behaviors.

Quiz 8: Attitudes and Persuasive Communication

Discuss the low-involvement hierarchy of effects.

________ considers how people perceive relations among different attitude objects,and how they alter their attitudes to remain consistent.

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement he or she has with the attitude object (Ao).Describe the strength of commitment involved in each of the following and give an example: •Compliance •Identification •Internalization

It is impossible for a person to hold two contradictory attitudes toward the same object.

When Jillian Jones is confronted with inconsistencies about a purchase,she is feeling cognitive dissonance.

________ states when a person is confronted with inconsistencies among attitude or behavior,he/she will take action to restore consistency.

Identification occurs when we form an attitude to conform to another person's or group's expectations.

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

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

Describe each component of the ABC model.

Gasoline is the only commonly purchased product that is priced down to a fraction of a cent.This is the case because buying gasoline is a low-involvement activity,which makes point-of-purchase factors more important.

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

Identify the elements of balance theory.Discuss possible interaction effects between unit relation and sentiment relation and how they can be applied to a marketing strategy.

All multiattribute attitude models specify the importance of attributes,beliefs,and ________.

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

Explain the principle of cognitive consistency.

Balance theory helps explain why consumers like being linked to positively valued objects.

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