Question 1

Which of the following statements is true in the context of source credibility?

Accepted Answer

A)  Trustworthy sources cannot be persuasive even if they are experts. 
B)  The credibility of a spokesperson has a stronger influence than the credibility of a company. 
C)  The credibility of a company has a stronger influence than the credibility of a spokesperson. 
D)  Expert sources cannot be persuasive even if they are perceived as being untrustworthy. 
A)  Trustworthy sources cannot be persuasive even if they are experts. 
B)  The credibility of a spokesperson has a stronger influence than the credibility of a company. 
C)  The credibility of a company has a stronger influence than the credibility of a spokesperson. 
D)  Expert sources cannot be persuasive even if they are perceived as being untrustworthy. B

Question 2

In balance theory, the object-person relation is referred to as a _____.

Accepted Answer

A)  unit relation 
B)  sentiment relation 
C)  primary relation 
D)  secondary relation 
A)  unit relation 
B)  sentiment relation 
C)  primary relation 
D)  secondary relation A

Question 3

The placement of information in a specific message at the beginning, middle, or end of the message impacts the recall of the information and is a basic tenet of what is known as the _____.

Accepted Answer

A)  source effect 
B)  serial position effect 
C)  linear regression effect 
D)  congruency effect 
A)  source effect 
B)  serial position effect 
C)  linear regression effect 
D)  congruency effect B

Question 4

Percy, a professional nature photographer, wants to buy a camera. When he comes across an ad for a camera in a magazine, he carefully considers and evaluates the various attributes of the camera. He also weighs its advantages against the price and assesses its usability under inclement weather conditions. In the given scenario, Percy is focusing on _____.

Accepted Answer

A)  peripheral cues 
B)  central cues 
C)  abstract cues 
D)  relational cues 
A)  peripheral cues 
B)  central cues 
C)  abstract cues 
D)  relational cues

Question 5

Which of the following statements is true of sex appeals in advertising?

Accepted Answer

A)  Consumers find sexually appealing ads largely ineffective. 
B)  The use of nudity is ineffective for products that have intimate appeal. 
C)  Both males and females tend to react negatively to female nudity in advertising. 
D)  Highly sexual ads tend to outperform non-sexual ads when they have highly arousing content. 
A)  Consumers find sexually appealing ads largely ineffective. 
B)  The use of nudity is ineffective for products that have intimate appeal. 
C)  Both males and females tend to react negatively to female nudity in advertising. 
D)  Highly sexual ads tend to outperform non-sexual ads when they have highly arousing content.

Question 6

The knowledge function of attitudes works as a defense mechanism for consumers.

Accepted Answer

A) True 
 B)False

Question 7

Briefly discuss the effect of fear appeal in marketing.

Accepted Answer

Answers will vary. The use of fear appea

Question 8

According to the elaboration likelihood model (ELM), if consumers find that an incoming message is particularly relevant to their situation, the central route to persuasion is activated.

Accepted Answer

A) True 
 B)False

Question 9

Identify a true statement in the context of attitude-behavior consistency.

Accepted Answer

A)  Sales promotion is not required if consumers have a positive attitude toward a product. 
B)  Attitudes are stronger predictors of behavior when the decision to be made is not classified as high involvement. 
C)  Attitudes are stronger predictors of behavior when situational factors do not impede the product selection. 
D)  Attitudes are the most reliable predictors of behavior as they remain constant over time. 
A)  Sales promotion is not required if consumers have a positive attitude toward a product. 
B)  Attitudes are stronger predictors of behavior when the decision to be made is not classified as high involvement. 
C)  Attitudes are stronger predictors of behavior when situational factors do not impede the product selection. 
D)  Attitudes are the most reliable predictors of behavior as they remain constant over time.

Question 10

Impulse purchases can be explained from the experiential perspective.

Accepted Answer

A) True 
 B)False

Question 11

The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in a triad that is composed of observer, person, and object.

Accepted Answer

A) True 
 B)False

Question 12

Roderick wants to purchase a new computer for his daughter. He collects information about the prices and features of the latest models available in the market. He plans to make the actual purchase only after extensively researching and evaluating various models. In the context of the hierarchy of effects, which of the following best describes Roderick's actions?

Accepted Answer

A)  The behavioral influence hierarchy 
B)  The high-involvement hierarchy 
C)  The low-involvement hierarchy 
D)  The experiential hierarchy 
A)  The behavioral influence hierarchy 
B)  The high-involvement hierarchy 
C)  The low-involvement hierarchy 
D)  The experiential hierarchy

Question 13

If B = behavior, BI = behavioral intention, $A _ { \text {behavior } }$ =attitude toward performing the behavior, SN = subjective norm, and   w1,w2 =empirical weights, the formula for behavioral intentions model is _____.

Accepted Answer

A)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) + w _ { 2 } ( S N )$ 
B)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } - w _ { 2 } ( S N ) \right.$ 
C)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) + w _ { 2 } / \mathrm { SN }$ 
D)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) - w _ { 2 } / \mathrm { SN }$ 
A)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) + w _ { 2 } ( S N )$ 
B)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } - w _ { 2 } ( S N ) \right.$ 
C)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) + w _ { 2 } / \mathrm { SN }$ 
D)  $B \approx B I = w _ { 1 } \left( A _ { \text {behavior } } \right) - w _ { 2 } / \mathrm { SN }$

Question 14

Which of the following is the formula for predicting attitudes using the attitude-toward-the-object (ATO) model?

Accepted Answer

A)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) + \left( e _ { i } \right)$ 
B)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) \left( e _ { i } \right)$ 
C)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) - \left( e _ { i } \right)$ 
D)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } - \left( b _ { i } \right) \left( e _ { i } \right)$ 
A)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) + \left( e _ { i } \right)$ 
B)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) \left( e _ { i } \right)$ 
C)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } \left( b _ { i } \right) - \left( e _ { i } \right)$ 
D)  $A _ { 0 } = \sum _ { i = 1 } ^ { N } - \left( b _ { i } \right) \left( e _ { i } \right)$

Question 15

Identify a true statement about the attitude-toward-the-object (ATO) approach.

Accepted Answer

A)  Changing evaluations of an attribute is usually easier than changing the strength of a belief regarding that attribute. 
B)  Changing evaluations of an attribute does not involve convincing consumers that the attribute is not as positive or negative as they may think. 
C)  Adding beliefs about new attributes may require a physical change to the product itself. 
D)  Adding a valued attribute to a product cannot change the overall attitude toward the product. 
A)  Changing evaluations of an attribute is usually easier than changing the strength of a belief regarding that attribute. 
B)  Changing evaluations of an attribute does not involve convincing consumers that the attribute is not as positive or negative as they may think. 
C)  Adding beliefs about new attributes may require a physical change to the product itself. 
D)  Adding a valued attribute to a product cannot change the overall attitude toward the product.

Question 16

Balance theory is based on the inconsistency principle.

Accepted Answer

A) True 
 B)False

Question 17

What are some of the factors that weaken the attitude-behavior relationship?

Accepted Answer

Answers will vary. A number of factors c

Question 18

In the context of the changing communication paradigm, information flow is no longer considered a "one-way street," in which consumers passively receive messages from marketers.

Accepted Answer

A) True 
 B)False

Question 19

Attitude change tends to be relatively enduring when it occurs in the central route.

Accepted Answer

A) True 
 B)False

Question 20

According to the ABC approach to attitudes, the three components of attitudes are _____.

Accepted Answer

A)  ability, behavior, and consciousness 
B)  affect, behavior, and cognitions 
C)  ability, belief, and cognitions 
D)  analysis, balance, and capabilities 
A)  ability, behavior, and consciousness 
B)  affect, behavior, and cognitions 
C)  ability, belief, and cognitions 
D)  analysis, balance, and capabilities

Which of the following statements is true in the context of source credibility?

In balance theory, the object-person relation is referred to as a _____.

The placement of information in a specific message at the beginning, middle, or end of the message impacts the recall of the information and is a basic tenet of what is known as the _____.

Which of the following statements is true of sex appeals in advertising?

The knowledge function of attitudes works as a defense mechanism for consumers.

Briefly discuss the effect of fear appeal in marketing.

According to the elaboration likelihood model (ELM), if consumers find that an incoming message is particularly relevant to their situation, the central route to persuasion is activated.

Identify a true statement in the context of attitude-behavior consistency.

Impulse purchases can be explained from the experiential perspective.

The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in a triad that is composed of observer, person, and object.

Which of the following is the formula for predicting attitudes using the attitude-toward-the-object (ATO) model?

Identify a true statement about the attitude-toward-the-object (ATO) approach.

Balance theory is based on the inconsistency principle.

What are some of the factors that weaken the attitude-behavior relationship?

In the context of the changing communication paradigm, information flow is no longer considered a "one-way street," in which consumers passively receive messages from marketers.

Attitude change tends to be relatively enduring when it occurs in the central route.

According to the ABC approach to attitudes, the three components of attitudes are _____.

What is CB and Why Should I Care?

Value and the Consumer Behavior Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Group and Interpersonal Influence

Consumer Culture

Microcultures

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making II: Alternative Evaluation and Choice

Consumption to Satisfaction

Beyond Consumer Relationships

Consumer and Marketing Misbehavior

Filters

Exam 7: Attitudes and Attitude Change

Which of the following statements is true in the context of source credibility?

In balance theory, the object-person relation is referred to as a _____.

The placement of information in a specific message at the beginning, middle, or end of the message impacts the recall of the information and is a basic tenet of what is known as the _____.

Which of the following statements is true of sex appeals in advertising?

The knowledge function of attitudes works as a defense mechanism for consumers.

Briefly discuss the effect of fear appeal in marketing.

According to the elaboration likelihood model (ELM), if consumers find that an incoming message is particularly relevant to their situation, the central route to persuasion is activated.

Identify a true statement in the context of attitude-behavior consistency.

Impulse purchases can be explained from the experiential perspective.

The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in a triad that is composed of observer, person, and object.

If B = behavior, BI = behavioral intention, Abehavior A _ { \text {behavior } }Abehavior ​ =attitude toward performing the behavior, SN = subjective norm, and w1,w2 =empirical weights, the formula for behavioral intentions model is _____.

Which of the following is the formula for predicting attitudes using the attitude-toward-the-object (ATO) model?

Identify a true statement about the attitude-toward-the-object (ATO) approach.

Balance theory is based on the inconsistency principle.

What are some of the factors that weaken the attitude-behavior relationship?

In the context of the changing communication paradigm, information flow is no longer considered a "one-way street," in which consumers passively receive messages from marketers.

Attitude change tends to be relatively enduring when it occurs in the central route.

According to the ABC approach to attitudes, the three components of attitudes are _____.

What is CB and Why Should I Care?

Value and the Consumer Behavior Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Group and Interpersonal Influence

Consumer Culture

Microcultures

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making II: Alternative Evaluation and Choice

Consumption to Satisfaction

Beyond Consumer Relationships

Consumer and Marketing Misbehavior

Filters