Question 1

In balance theory, which term refers to object-person relation?

Accepted Answer

Unit relations refer to the connections between a person and an object or between objects in balance theory.

Question 2

Which term refers to specific attempts to change attitudes?

Accepted Answer

Persuasion refers to the specific attempts to change attitudes through communication, reasoning, or manipulation of emotions. Manipulation (A) refers to exerting control or influence, often in a dishonest or unethical way. Conversion (C) refers to the process of changing one's beliefs or faith, often through religious or spiritual means. Intervention (D) refers to taking action to intervene or interrupt a situation, often to provide assistance, support, or guidance.

Question 3

Which model of attitude change is based on differing levels of consumer involvement?

Accepted Answer

The elaboration likelihood model (ELM) is based on differing levels of consumer involvement. It posits that there are two routes to attitude change: the central route, which involves high involvement and motivation to process information, and the peripheral route, which involves low involvement and reliance on cues such as the credibility of the source or the attractiveness of the message. The schema-based affect model (SBAM) and attitude-toward-the-object approach are not specifically based on levels of involvement, while the behavioural influence approach focuses on changing behavior rather than attitudes.

Question 4

Many companies hire services that electronically monitor Facebook, Twitter, and Internet blog posts to gauge consumers' attitudes toward their company and to alert them to negative changes over time. What is this process called?

Accepted Answer

This process is called attitude tracking, as it involves monitoring and analyzing consumers' attitudes towards a company through social media and online platforms.

Question 5

Which of the following is NOT an attitude change theory?

Accepted Answer

Congruency theory approach is not an actual attitude change theory. The other options (ATO approach, schema-based affect approach, balance theory approach) are all established theories of attitude change in social psychology.

Question 6

Which of the following is NOT an attitude change theory?

Accepted Answer

The psychographics model is not a theory of attitude change. It is a method of market segmentation and analysis that categorizes consumers based on psychological variables such as values, personality, and lifestyles. The elaboration likelihood model (B), schema-based affect approach (C), and balance theory approach (D) are all theories of attitude change.

Question 7

According to the elaboration likelihood model, which route to persuasion will be followed when a consumer is not involved with a message or lacks the motivation or ability to process information?

Accepted Answer

According to the elaboration likelihood model, when a consumer is not involved with a message or lacks the motivation or ability to process information, they are likely to follow the peripheral route to persuasion. This means that they will be influenced by superficial cues such as the attractiveness or expertise of the person delivering the message, rather than the actual content of the message itself.

Question 8

According to the elaboration likelihood model (ELM), which term refers to information found in automobile advertisements such as safety ratings and fuel efficiency?

Accepted Answer

The answer of According to the elaboration likelihood model (ELM),...

Question 9

Nina is attempting to change consumers' attitudes toward her restaurant by promoting the fact that her restaurant serves only organic food, because she learned through market research that consumers did not believe that her restaurant did this and that this is important to consumers. According to the attitude-toward-the-object approach, what is Nina attempting to change to enhance consumers' attitudes toward her restaurant?

Accepted Answer

Nina is attempting to change consumers' beliefs about her restaurant serving only organic food. This is in line with the attitude-toward-the-object approach where attitudes are influenced by beliefs about the object, along with evaluations of product attributes, consumer involvement, and motivations to comply. However, in this scenario, Nina is specifically focusing on changing consumers' beliefs about her restaurant to improve their attitudes towards it.

Question 10

Mica is very involved with electronic products. According to the elaboration likelihood model, which route to persuasion is most likely activated when he sees an advertisement for an electronic product?

Accepted Answer

The elaboration likelihood model suggests that there are two routes to persuasion - the central route and the peripheral route. The central route involves the use of cognitive elaboration and careful consideration of the arguments presented in the message. As Mica is involved with electronic products, it is likely that he will use the central route to process the advertisement message and be persuaded by the logical arguments presented in the ad.

Question 11

In the elaboration likelihood model (ELM), which term refers to non-product-related information presented in a message?

Accepted Answer

In the ELM, peripheral cues refer to non-product-related information presented in a message that can be used to influence attitudes through the peripheral route of persuasion. These cues may include elements such as source characteristics (e.g. attractiveness, credibility), emotional appeals, or other superficial features that do not address the central arguments of the message.

Question 12

In balance theory, what type of relations occur between the observer (consumer) and the other elements in the system?

Accepted Answer

In balance theory, sentiment relations refer to the positive or negative feelings between the observer and other elements in the system.

Question 13

Which of the following is based on the premise that behaviour change can precede belief and attitude change?

Accepted Answer

The behavioural influence approach is based on the premise that by changing an individual's behaviour, it is possible to change their beliefs and attitudes, rather than the other way around. This theory postulates that people's behaviours can sometimes be changed without actually changing their underlying beliefs, and that changes in behaviour can motivate changes in attitudes and beliefs over time.

Question 14

According to balance theory, what are the two types of relations among the elements of observer, person, and object?

Accepted Answer

According to balance theory, the two types of relations among the elements of observer, person, and object are sentiment relations (positive or negative emotions) and unit relations (social connections or affiliations).

Question 15

What two routes to persuasion are proposed in the elaboration likelihood model?

Accepted Answer

The elaboration likelihood model proposes two routes to persuasion: the central route and the peripheral route. The central route involves a person carefully scrutinizing the content of a message to assess its validity and relevance, while the peripheral route involves relying on cues such as the attractiveness of the source or the emotional appeal of the message.

Question 16

What type of cue involves 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?

Accepted Answer

The type of cue described in the question belongs to the peripheral route of persuasion. In this route, peripheral cues such as 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 used to influence people's attitudes or behaviors.

Question 17

Which theory's basic premise is that consumers are motivated to maintain perceived consistency in the relations found in mental systems?

Accepted Answer

Balance theory's basic premise is that consumers are motivated to maintain perceived consistency in the relations found in mental systems.

Question 18

What 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 information in the message that is directly related to the product or its attributes. It includes details about the product, its features, benefits, and performance. These cues play a significant role in influencing the consumer's judgement about the product.

Question 19

What is the balance theory based on?

Accepted Answer

The balance theory is based on the consistency principle, which states that individuals strive to maintain a consistent set of beliefs, attitudes, and behaviors, and will work to eliminate any inconsistencies or imbalances.

Question 20

Salespeople are trained to assess a potential customer's attitude toward their company's offerings and to attempt to change this attitude if it is not positive. Salespeople are taught several techniques in their training that can help them accomplish this attitude change. Which term refers to a salesperson's attempt to change a prospective buyer's attitude?

Accepted Answer

Persuasion refers to the act of attempting to change someone's attitude or behavior. In sales, persuasion is used to try to convince a potential customer that a product or service is valuable and worth purchasing. Manipulation, on the other hand, implies deceit or coercion, which is not ethical in a sales context. Conversion refers to the act of turning a prospect into a customer, which includes both building a positive attitude toward the offering and ultimately making the sale. Closing is the act of finalizing the sale, which may or may not involve attitude change depending on the prior interactions between the salesperson and the customer.

Quiz 7: Attitudes and Attitude Change

In balance theory, which term refers to object-person relation?

Which term refers to specific attempts to change attitudes?

Which model of attitude change is based on differing levels of consumer involvement?

Many companies hire services that electronically monitor Facebook, Twitter, and Internet blog posts to gauge consumers' attitudes toward their company and to alert them to negative changes over time. What is this process called?

Which of the following is NOT an attitude change theory?

Which of the following is NOT an attitude change theory?

According to the elaboration likelihood model, which route to persuasion will be followed when a consumer is not involved with a message or lacks the motivation or ability to process information?

According to the elaboration likelihood model (ELM) , which term refers to information found in automobile advertisements such as safety ratings and fuel efficiency?

Mica is very involved with electronic products. According to the elaboration likelihood model, which route to persuasion is most likely activated when he sees an advertisement for an electronic product?

In the elaboration likelihood model (ELM) , which term refers to non-product-related information presented in a message?

In balance theory, what type of relations occur between the observer (consumer) and the other elements in the system?

Which of the following is based on the premise that behaviour change can precede belief and attitude change?

According to balance theory, what are the two types of relations among the elements of observer, person, and object?

What two routes to persuasion are proposed in the elaboration likelihood model?

What type of cue involves 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?

Which theory's basic premise is that consumers are motivated to maintain perceived consistency in the relations found in mental systems?

What 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?

What is the balance theory based on?