Exam 7: The Role of Persuasion in IMC

Which tool of influence is being used when a salesperson gives someone a gift with the hope that the person will purchase something? 

Habituation occurs when a stimulus becomes more familiar to people.

Suppose a stereo salesperson was hired by the store owner because he is about the same age as most shoppers in the store and is considered handsome.What influence tool did the owner have in mind when hiring this salesperson? 

Counterarguments occur when a receiver agrees with a message argument.

Which of the following statements reflects the affective attitude component? 

According to the theory of psychological reactance,_____.

Attitudes are learned.

The influence tactic that is based on the principle that things become more desirable when they are in great demand but short supply is known as _____.

Persuasion is the essence of marketing communications.

An example of a peripheral cue would be _____.

Which of the following is not one of the aspects of overt behavior that should be considered in order to obtain specific and accurate measures of attitudes? 

When using classical conditioning in advertising,peripheral cues are the conditioned response.

Explain your cognitive,affective,and conative components for a food category such as oranges or pork.Explain how marketers could change the components.

A clothing salesperson is using the _____ tool of influence when she tells a customer that there are only a few scarves left and they are selling fast.

The employee's intention to donate or not donate to a charity is best described as the _____ attitude component.

A clear progression is implied from initial cognition,to affect,to _____.

Voluntary attention occurs when a person is attracted to a stimulus and continues to pay attention because it holds his or her interest.  

Identify and explain the six tools of influence that were identified by Robert Cialdini.

Marketers can enhance the consumers' opportunity to reduce processing time by _____.

The three strategies for changing attitudes include influencing consumers' brand-related beliefs,influencing existing evaluations,and adding an entirely new outcome into how consumers judge brands in a product category.