Exam 6: Consumer Attitude Formation and Change

When a consumer's motivation or assessment skills are low, learning and attitude change tend to occur via the ________ to persuasion.

Central inducements have greater staying power over time than secondary inducements.

What is the theory of trying to consume? Give an example from your own experience.

Paula is a regular at Gino's Italian Bistro. She likes going there because the staff always recognizes her, greets her by name, and makes her feel welcome at the restaurant, so she feels an emotional connection with the staff and the restaurant. This is an example of the ________ component of her attitude toward Gino's.

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

Roy is looking to buy a new HDTV set. He knows from friends that LCD set screens reflect less light than plasma set screens, but that LCD sets are also more subject to blurring than plasma sets. This is an example of the ________ component of his attitude toward HDTVs.

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

The elaboration likelihood model (ELM) proposes that attitudes can sometimes be changed by either one of two different routes to persuasion - a central route or a peripheral route.

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

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 ________ is designed to capture the individual's attitude toward acting with respect to an object rather than the attitude toward the object itself.

PUB MINI CASE: Sean and his friends, most of whom are Irish immigrants or have Irish parents, enjoy drinking at The Celtic Knot, a small New York pub that serves many Irish beers, is decorated with genuine Irish paraphernalia, and holds weekly traditional Irish music sessions. Like many of his friends, Sean enjoys the feeling the pub gives him of connection with his Irish heritage. The pub advertises at community centers and churches in predominantly Irish areas of the city. On its posters, underneath a photo of a group of attractive young people in a cozy corner of the pub drinking and laughing together, is the pub's slogan: "Because being Irish is about more than just St. Paddy's Day." -In the PUB MINI CASE, Sean feels comfortable perceiving The Celtic Knot as a genuine Irish pub because many of his friends believe the same thing. He is using ________ to affirm his attitude.

One of the criteria used by consumers to confirm their initial attributions about objects is ________, which means that the reaction (the prior inference) is perceived in the same way by other consumers.

The objective of the "tunathewonderfish.com" website and related campaign was to ________.

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

According to the attitude-toward-the-ad model, the consumer forms various feelings and judgments as a result of exposure to an ad. If the consumer likes the ad, ________.

If consumers like the ad they see, they are more likely to buy the product.

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

To help marketers understand the impact of advertising on consumer attitudes, they use a certain model to help measure attitudes. Talk about this model.

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.