Question 1

Which of the following is true of consumer brand beliefs in the context of changing consumer attitudes?

Accepted Answer

A)  Consumers tend to interpret ambiguous information in ways that challenge their preexisting attitudes. 
B)  Consumers frequently resist evidence that challenges strongly held attitudes or beliefs. 
C)  The easiest way to change consumer attitudes is to attack longstanding brand beliefs. 
D)  Consumers generally embrace evidence that challenges strongly held attitudes and beliefs. 
E)  Brand loyalty is very rare and so it is relatively easy for marketers to change brand beliefs. 
A)  Consumers tend to interpret ambiguous information in ways that challenge their preexisting attitudes. 
B)  Consumers frequently resist evidence that challenges strongly held attitudes or beliefs. 
C)  The easiest way to change consumer attitudes is to attack longstanding brand beliefs. 
D)  Consumers generally embrace evidence that challenges strongly held attitudes and beliefs. 
E)  Brand loyalty is very rare and so it is relatively easy for marketers to change brand beliefs. B

Question 2

Differentiate between the three components of the tricomponent attitude model.

Accepted Answer

The first component of the model is the cognitive component-the knowledge and perceptions that are acquired through direct experience with the attitude object. This knowledge takes the form of beliefs about the attitude object.
The second component, the affective component, is the consumer's emotions or feelings about a product or brand. These emotions capture the consumer's global assessment of the attitude object.
The third component is the conative component. It is concerned with the likelihood or tendency that an individual will undertake a specific action or behave in a particular way with regard to the attitude object.

Question 3

The tuna marketers' task in the "tunathewonderfish.com" website and related campaign was to ________.

Accepted Answer

A)  turn an approach object into an avoidance object 
B)  turn an avoidance object into an approach object 
C)  turn a knowledge object into a utilitarian object 
D)  turn a utilitarian object into a knowledge object 
E)  turn a utilitarian object into an avoidance object 
A)  turn an approach object into an avoidance object 
B)  turn an avoidance object into an approach object 
C)  turn a knowledge object into a utilitarian object 
D)  turn a utilitarian object into a knowledge object 
E)  turn a utilitarian object into an avoidance object B

Question 4

The appeal of the attitude-toward-behavior model is that it allows researchers to understand consumers' subjective norms and the factors that form them.

Accepted Answer

A) True 
 B)False

Question 5

Someone who donates $10 to Amnesty International might be persuaded to donate a much larger amount when properly approached because that person may decide that he or she is the kind of person who makes such charitable donations. This demonstrates the basic premise of the ________.

Accepted Answer

A)  door-in-the-face technique 
B)  consensus technique 
C)  foot-in-the-door technique 
D)  attribution technique 
E)  dual mediation technique 
A)  door-in-the-face technique 
B)  consensus technique 
C)  foot-in-the-door technique 
D)  attribution technique 
E)  dual mediation technique

Question 6

$\text{COFFEE MINI CASE:}$ Linda is a heavy coffee drinker and a friend recommends that she try Sunrise Coffee, a new coffee house in town, because it sells delicious coffee. Linda replies that she really prefers to drink her coffee in the peace and quiet of her own home. One morning, Linda is running late and doesn't have time to make herself a cup of coffee, so she stops by Sunrise and is greeted by a cheerful staff and a great-tasting coffee, all of which put Linda in a good mood. Upon arriving at work, a co-worker comments on her alert, up-beat attitude that morning. Linda replies that it must be the great weather that day, sunshine after a week of solid rain. The following morning, Linda recalls what a pleasant experience she had at Sunrise and decides to go again.
-In the COFFEE MINI CASE, Linda attributes her upbeat attitude and alertness to the change in the weather. This is an example of ________.

Accepted Answer

A)  internal attribution 
B)  utilitarian attribution 
C)  conative attribution 
D)  external attribution 
E)  defensive attribution 
A)  internal attribution 
B)  utilitarian attribution 
C)  conative attribution 
D)  external attribution 
E)  defensive attribution

Question 7

Recent research has found that largely cognitive processing, via the ________, has an emotional core.

Accepted Answer

A)  central route 
B)  tricomponent route 
C)  functional route 
D)  primary route 
E)  peripheral route 
A)  central route 
B)  tricomponent route 
C)  functional route 
D)  primary route 
E)  peripheral route

Question 8

Ben has a positive attitude toward Nova Hiking Gear because a pair of Nova hiking boots he owns have proven to be very durable and to provide good support during long hikes. Ben has formed this attitude based on the boots' ________.

Accepted Answer

A)  ego-defensive function 
B)  utilitarian function 
C)  value-expressive function 
D)  knowledge function 
E)  intention function 
A)  ego-defensive function 
B)  utilitarian function 
C)  value-expressive function 
D)  knowledge function 
E)  intention function

Question 9

The principle of ________ suggests people accept or take credit for success, but assign failure to others or outside events.

Accepted Answer

A)  distinctiveness 
B)  defensive attribution 
C)  door-in-the-face 
D)  consensus 
E)  compliance 
A)  distinctiveness 
B)  defensive attribution 
C)  door-in-the-face 
D)  consensus 
E)  compliance

Question 10

Attitude-toward-object, attitude-toward-behavior, and theory-of-reasoned-action models are examples of ________.

Accepted Answer

A)  tricomponent attitude models 
B)  buyer intention scales 
C)  attitude-change strategies 
D)  self-perception theories 
E)  multiattribute attitude models 
A)  tricomponent attitude models 
B)  buyer intention scales 
C)  attitude-change strategies 
D)  self-perception theories 
E)  multiattribute attitude models

Question 11

An example of the ________ function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque.

Accepted Answer

A)  ego-defensive 
B)  knowledge 
C)  utilitarian 
D)  value-expressive 
E)  intention 
A)  ego-defensive 
B)  knowledge 
C)  utilitarian 
D)  value-expressive 
E)  intention

Question 12

If an alumnus considering donating money to his or her MBA program asks how distinctive his contribution would be and whether he would become part of an elite group, he is concerned about consensus.

Accepted Answer

A) True 
 B)False

Question 13

Marketers that offer coupons and free samples of new products to entice consumers to try them understand the importance of ________ in attitude formation.

Accepted Answer

A)  subjective norms 
B)  indirect experience 
C)  ego defense 
D)  attribution 
E)  direct experience 
A)  subjective norms 
B)  indirect experience 
C)  ego defense 
D)  attribution 
E)  direct experience

Question 14

In order to reduce ________, consumers can rationalize their purchase decision as being wise, seek out advertisements that support their choice, try to "sell" friends on the positive features of the brand, or look to known satisfied owners for reassurance.

Accepted Answer

A)  post-purchase dissonance 
B)  emotionally charged states 
C)  defensive attribution 
D)  subjective norms 
E)  attitude formation 
A)  post-purchase dissonance 
B)  emotionally charged states 
C)  defensive attribution 
D)  subjective norms 
E)  attitude formation

Question 15

________ attempts to explain how people assign blame or credit to events on the basis of either their own behavior or the behavior of others.

Accepted Answer

A)  Self-perception theory 
B)  Cognitive dissonance theory 
C)  Attribution theory 
D)  Buyer intention theory 
E)  Attitude theory 
A)  Self-perception theory 
B)  Cognitive dissonance theory 
C)  Attribution theory 
D)  Buyer intention theory 
E)  Attitude theory

Question 16

In a consumer behavior context, ________ are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object.

Accepted Answer

A)  attitudes 
B)  beliefs 
C)  values 
D)  feelings 
E)  intentions 
A)  attitudes 
B)  beliefs 
C)  values 
D)  feelings 
E)  intentions

Question 17

Marketers can help consumers relieve their dissonance by including messages in their advertising specifically aimed at reinforcing consumers' decisions by complimenting their wisdom, offering stronger guarantees or warranties, increasing the number and effectiveness of its services, or providing detailed brochures on how to use its products correctly.

Accepted Answer

A) True 
 B)False

Question 18

________ portray consumers' attitudes with regard to an attitude object as a function of consumers' perceptions and assessment of the key attributes or beliefs of that object.

Accepted Answer

A)  Multiattribute attitude models 
B)  Functional models 
C)  Dual mediation models 
D)  Cognitive dissonance theories 
E)  Tricomponent attitude models 
A)  Multiattribute attitude models 
B)  Functional models 
C)  Dual mediation models 
D)  Cognitive dissonance theories 
E)  Tricomponent attitude models

Question 19

When consumers are willing to exert the effort to comprehend, learn, or evaluate the available information about the attitude object, learning and attitude change occur via the ________ to persuasion.

Accepted Answer

A)  central route 
B)  celebrity endorsement 
C)  peripheral route 
D)  functional approach 
E)  dual mediation model 
A)  central route 
B)  celebrity endorsement 
C)  peripheral route 
D)  functional approach 
E)  dual mediation model

Question 20

According to the ________, to understand consumers' intentions we also need to measure the subjective norms that influence an individual's intention to act.

Accepted Answer

A)  theory-of-reasoned-action model 
B)  trying-to-consume model 
C)  attitude-toward-object model 
D)  attitude-toward-behavior model 
E)  attitude-toward-the-ad model 
A)  theory-of-reasoned-action model 
B)  trying-to-consume model 
C)  attitude-toward-object model 
D)  attitude-toward-behavior model 
E)  attitude-toward-the-ad model

Which of the following is true of consumer brand beliefs in the context of changing consumer attitudes?

Differentiate between the three components of the tricomponent attitude model.

The tuna marketers' task in the "tunathewonderfish.com" website and related campaign was to ________.

The appeal of the attitude-toward-behavior model is that it allows researchers to understand consumers' subjective norms and the factors that form them.

Someone who donates $10 to Amnesty International might be persuaded to donate a much larger amount when properly approached because that person may decide that he or she is the kind of person who makes such charitable donations. This demonstrates the basic premise of the ________.

Recent research has found that largely cognitive processing, via the ________, has an emotional core.

Ben has a positive attitude toward Nova Hiking Gear because a pair of Nova hiking boots he owns have proven to be very durable and to provide good support during long hikes. Ben has formed this attitude based on the boots' ________.

The principle of ________ suggests people accept or take credit for success, but assign failure to others or outside events.

Attitude-toward-object, attitude-toward-behavior, and theory-of-reasoned-action models are examples of ________.

An example of the ________ function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque.

If an alumnus considering donating money to his or her MBA program asks how distinctive his contribution would be and whether he would become part of an elite group, he is concerned about consensus.

Marketers that offer coupons and free samples of new products to entice consumers to try them understand the importance of ________ in attitude formation.

In order to reduce ________, consumers can rationalize their purchase decision as being wise, seek out advertisements that support their choice, try to "sell" friends on the positive features of the brand, or look to known satisfied owners for reassurance.

________ attempts to explain how people assign blame or credit to events on the basis of either their own behavior or the behavior of others.

In a consumer behavior context, ________ are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object.

________ portray consumers' attitudes with regard to an attitude object as a function of consumers' perceptions and assessment of the key attributes or beliefs of that object.

When consumers are willing to exert the effort to comprehend, learn, or evaluate the available information about the attitude object, learning and attitude change occur via the ________ to persuasion.

According to the ________, to understand consumers' intentions we also need to measure the subjective norms that influence an individual's intention to act.

Consumer Behavior: Information-Driven Consumer Behavior

Segmentation, Targeting and Positioning

Consumer Motivation and Personality

Consumer Perception

Consumer Learning

Persuading Customers

From Print and Broadcast to Social Media and Mobile Advertising

Reference Groups and Word-of-Mouth

The Family and Its Social Class Standing

Culture's Influence on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: An International Perspective

Consumer Decision Making and Diffusion of Innovations

Marketing Ethics and Social Responsibility

Consumer Research

Filters

Exam 6: Consumer Attitude Formation and Change

Which of the following is true of consumer brand beliefs in the context of changing consumer attitudes?

Differentiate between the three components of the tricomponent attitude model.

The tuna marketers' task in the "tunathewonderfish.com" website and related campaign was to ________.

The appeal of the attitude-toward-behavior model is that it allows researchers to understand consumers' subjective norms and the factors that form them.

Someone who donates $10 to Amnesty International might be persuaded to donate a much larger amount when properly approached because that person may decide that he or she is the kind of person who makes such charitable donations. This demonstrates the basic premise of the ________.

Recent research has found that largely cognitive processing, via the ________, has an emotional core.

Ben has a positive attitude toward Nova Hiking Gear because a pair of Nova hiking boots he owns have proven to be very durable and to provide good support during long hikes. Ben has formed this attitude based on the boots' ________.

The principle of ________ suggests people accept or take credit for success, but assign failure to others or outside events.

Attitude-toward-object, attitude-toward-behavior, and theory-of-reasoned-action models are examples of ________.

An example of the ________ function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque.

If an alumnus considering donating money to his or her MBA program asks how distinctive his contribution would be and whether he would become part of an elite group, he is concerned about consensus.

Marketers that offer coupons and free samples of new products to entice consumers to try them understand the importance of ________ in attitude formation.

In order to reduce ________, consumers can rationalize their purchase decision as being wise, seek out advertisements that support their choice, try to "sell" friends on the positive features of the brand, or look to known satisfied owners for reassurance.

________ attempts to explain how people assign blame or credit to events on the basis of either their own behavior or the behavior of others.

In a consumer behavior context, ________ are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object.

________ portray consumers' attitudes with regard to an attitude object as a function of consumers' perceptions and assessment of the key attributes or beliefs of that object.

When consumers are willing to exert the effort to comprehend, learn, or evaluate the available information about the attitude object, learning and attitude change occur via the ________ to persuasion.

According to the ________, to understand consumers' intentions we also need to measure the subjective norms that influence an individual's intention to act.

Consumer Behavior: Information-Driven Consumer Behavior

Segmentation, Targeting and Positioning

Consumer Motivation and Personality

Consumer Perception

Consumer Learning

Persuading Customers

From Print and Broadcast to Social Media and Mobile Advertising

Reference Groups and Word-of-Mouth

The Family and Its Social Class Standing

Culture's Influence on Consumer Behavior

Subcultures and Consumer Behavior

Cross-Cultural Consumer Behavior: An International Perspective

Consumer Decision Making and Diffusion of Innovations

Marketing Ethics and Social Responsibility

Consumer Research

Filters