Question 1

The functional theory of attitudes was initially developed to explain how ________.

Accepted Answer

A)  people identify with products 
B)  attitudes facilitate social behaviors 
C)  attitudes are learned from family and friends 
D)  attitudes change over an individual's lifetime 
A)  people identify with products 
B)  attitudes facilitate social behaviors 
C)  attitudes are learned from family and friends 
D)  attitudes change over an individual's lifetime B

Question 2

In general,when the source of a message is perceived as attractive,the message will be more effectively communicated.

Accepted Answer

A) True 
 B)False  True

Question 3

According to a major study of more than 1,000 commercials,the single most important factor in whether a commercial will be persuasive is whether the communication ________.

Accepted Answer

A)  stresses a unique attribute of benefit of the product 
B)  employs a sexual symbol or suggestion 
C)  provides specific price information 
D)  features a credible spokesperson 
A)  stresses a unique attribute of benefit of the product 
B)  employs a sexual symbol or suggestion 
C)  provides specific price information 
D)  features a credible spokesperson A

Question 4

The two-factor theory suggests that there is no limit to the optimal number of repetitions for a message.

Accepted Answer

A) True 
 B)False

Question 5

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 elements of a triad in balance theor

Question 6

The ________ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message.

Accepted Answer

A)  central 
B)  peripheral 
C)  dual 
D)  subconscious 
A)  central 
B)  peripheral 
C)  dual 
D)  subconscious

Question 7

Explain the elaboration likelihood model (ELM).

Accepted Answer

The elaboration likelihood mod

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)  Social judgement theory 
B)  Foot-in-the-door theory 
C)  Balance theory 
D)  Rejection theory 
A)  Social judgement theory 
B)  Foot-in-the-door theory 
C)  Balance theory 
D)  Rejection theory

Question 10

According to the functional theory of attitudes,attitudes exist because they are hereditary.

Accepted Answer

A) True 
 B)False

Question 11

Most messages merely present one or more positive attributes about a product or reasons to buy it.Which of the following best describes this approach to communicating a message?

Accepted Answer

A)  Supportive arguments 
B)  Two-sided message 
C)  Refutational arguments 
D)  Reporting bias 
A)  Supportive arguments 
B)  Two-sided message 
C)  Refutational arguments 
D)  Reporting bias

Question 12

A company wants to persuade a customer to buy its products.If the consumer has a high degree of involvement with products that are sold by the company,what route to persuasion will the company most likely take?

Accepted Answer

A)  A parallel route 
B)  A peripheral route 
C)  A circular route 
D)  A central route 
A)  A parallel route 
B)  A peripheral route 
C)  A circular route 
D)  A central route

Question 13

In the standard learning hierarchy model,attitude is based on behavioral learning processes.

Accepted Answer

A) True 
 B)False

Question 14

A story about an abstract trait or concept that advertisers tell in context of a person,animal,vegetable,or object is called a metaphor.

Accepted Answer

A) True 
 B)False

Question 15

The communications model requires a source and a message,but receivers of the message are not part of the model.

Accepted Answer

A) True 
 B)False

Question 16

Rick Tuan has a unique problem.He must persuade a good friend to stop smoking.He knows that if he just says "Quit," his message will be rejected.Instead,Rick chooses to offer a ________ message in which he presents the positives and negatives of quitting smoking.He feels sure that his approach will have a greater likelihood of success with his friend.

Accepted Answer

A)  supportive 
B)  low-involvement 
C)  two-sided 
D)  refutational 
A)  supportive 
B)  low-involvement 
C)  two-sided 
D)  refutational

Question 17

The fine line between familiarity and boredom has been explained by the ________,which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad.

Accepted Answer

A)  balance theory 
B)  repetition theory 
C)  halo theory 
D)  two-factor theory 
A)  balance theory 
B)  repetition theory 
C)  halo theory 
D)  two-factor theory

Question 18

Salient beliefs are a component of the Fishbein model.

Accepted Answer

A) True 
 B)False

Question 19

Explain the ego-defensive function.

Accepted Answer

The ego-defensive function ref

Question 20

Which attitude function is associated with a focus on particular social identities and lifestyles (e.g.,"What sort of man reads Playboy?")?

Accepted Answer

A)  Utilitarian 
B)  Value-expressive 
C)  Ego-defensive 
D)  Knowledge 
A)  Utilitarian 
B)  Value-expressive 
C)  Ego-defensive 
D)  Knowledge

The functional theory of attitudes was initially developed to explain how ________.

In general,when the source of a message is perceived as attractive,the message will be more effectively communicated.

According to a major study of more than 1,000 commercials,the single most important factor in whether a commercial will be persuasive is whether the communication ________.

The two-factor theory suggests that there is no limit to the optimal number of repetitions for a message.

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.

The ________ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message.

Explain the elaboration likelihood model (ELM).

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

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

According to the functional theory of attitudes,attitudes exist because they are hereditary.

Most messages merely present one or more positive attributes about a product or reasons to buy it.Which of the following best describes this approach to communicating a message?

A company wants to persuade a customer to buy its products.If the consumer has a high degree of involvement with products that are sold by the company,what route to persuasion will the company most likely take?

In the standard learning hierarchy model,attitude is based on behavioral learning processes.

A story about an abstract trait or concept that advertisers tell in context of a person,animal,vegetable,or object is called a metaphor.

The communications model requires a source and a message,but receivers of the message are not part of the model.

The fine line between familiarity and boredom has been explained by the ________,which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad.

Salient beliefs are a component of the Fishbein model.

Explain the ego-defensive function.

Which attitude function is associated with a focus on particular social identities and lifestyles (e.g.,"What sort of man reads Playboy?")?

Buying,Having,and Being: An Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

Motivation and

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Decision Making

Buying, Using, and Disposing

Groups and Social Media

Income and Social Class

Subcultures

Culture

Filters

Exam 8: Attitudes and Persuasive Communication

The functional theory of attitudes was initially developed to explain how ________.

In general,when the source of a message is perceived as attractive,the message will be more effectively communicated.

According to a major study of more than 1,000 commercials,the single most important factor in whether a commercial will be persuasive is whether the communication ________.

The two-factor theory suggests that there is no limit to the optimal number of repetitions for a message.

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.

The ________ route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message.

Explain the elaboration likelihood model (ELM).

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

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

According to the functional theory of attitudes,attitudes exist because they are hereditary.

Most messages merely present one or more positive attributes about a product or reasons to buy it.Which of the following best describes this approach to communicating a message?

A company wants to persuade a customer to buy its products.If the consumer has a high degree of involvement with products that are sold by the company,what route to persuasion will the company most likely take?

In the standard learning hierarchy model,attitude is based on behavioral learning processes.

A story about an abstract trait or concept that advertisers tell in context of a person,animal,vegetable,or object is called a metaphor.

The communications model requires a source and a message,but receivers of the message are not part of the model.

The fine line between familiarity and boredom has been explained by the ________,which proposes that two separate psychological processes are operating when a person is repeatedly exposed to an ad.

Salient beliefs are a component of the Fishbein model.

Explain the ego-defensive function.

Which attitude function is associated with a focus on particular social identities and lifestyles (e.g.,"What sort of man reads Playboy?")?

Buying,Having,and Being: An Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

Motivation and

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Decision Making

Buying, Using, and Disposing

Groups and Social Media

Income and Social Class

Subcultures

Culture

Filters