Question 1

A politician attempts to gain support for her campaign for mayor by releasing a poll showing that almost 70 per cent of the city's voters support her position on property taxes.What basic psychological principle is the politician using to persuade voters that she should be the next mayor?

Accepted Answer

A)  Consistency 
B)  Authority 
C)  Consensus 
D)  Liking

Question 2

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviours?

Accepted Answer

A)  The theory of cognitive dissonance 
B)  Self-perception theory 
C)  Social judgement theory 
D)  Balance theory

Question 3

Most messages merely present one or more positive attributes of 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)  Countervailing arguments 
C)  Refutational arguments 
D)  Direct arguments

Question 4

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

Accepted Answer

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

Question 5

The balance theory perspective involves relations among three elements (a triad).Which of the following is one of the elements of the triad?

Accepted Answer

A)  A person and his or her perceptions 
B)  The marketer and their strategy of image building 
C)  A person's beliefs 
D)  Subconscious motives

Question 6

Roger was really angry when Coca-Cola attempted to switch from its older formula to New Coke.He wrote letters to Coca-Cola,talked to friends,called the local bottler,attempted to hoard 'old Coke,' and complained to the local grocery store manager.In this example,which of the following kinds of degree of commitment would be most closely associated with Roger and his attitudes?

Accepted Answer

A)  Compliance 
B)  Identification 
C)  Information acquisition 
D)  Internalisation

Question 7

What are the six major psychological principles that can influence people to change their minds or comply with a request? Be specific in your answer.

Accepted Answer

The answer of What are the six major psychological principles...

Question 8

Why should marketers be aware of consumers' cognitive consistency and cognitive dissonance? How can dissonance be reduced? Use the postpurchase behaviour of a customer as an example.

Accepted Answer

The answer of Why should marketers be aware of consumers'...

Question 9

________ refers to a strategy in which a message compares two or more specifically named or recognisably presented brands and evaluates them in terms of one or more specific attributes.

Accepted Answer

A)  Cognitive differentiation 
B)  Emotional appeal 
C)  Comparative advertising 
D)  Conclusion advertising

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

Double-Dip makes ice cream.The only advantage Double-Dip has over its competitors is taste.Double-Dip costs more and has more calories per unit weight.Promotions for Double-Dip should emphasise the experiential hierarchy of the ABC model of attitudes.

Accepted Answer

A) True 
 B)False

Question 12

Researchers agree that there are various levels of commitment to an attitude.The highest level of involvement is ________.

Accepted Answer

A)  internalisation 
B)  identification 
C)  compliance 
D)  actualisation

Question 13

According to the Fishbein model,salient beliefs are those beliefs about an object that are considered during evaluation.

Accepted Answer

A) True 
 B)False

Question 14

It is impossible for a person to hold two contradictory attitudes towards the same object.

Accepted Answer

A) True 
 B)False

Question 15

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement he or she has with the attitude object (Ao).Describe the strength of commitment involved in each of the following and give an example:
∙ Compliance
∙ Identification
∙ Internalisation

Accepted Answer

The answer of How strongly or weakly a consumer is...

Question 16

Describe the functional theory of attitudes and its components (functions).

Accepted Answer

The answer of Describe the functional theory of attitudes and...

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Which theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel,using an initial attitude as a frame of reference to categorise new information?

Accepted Answer

A)  The theory of cognitive dissonance 
B)  Multi-attribute theory 
C)  Social judgement theory 
D)  Self-perception theory

Question 19

The theory of cognitive dissonance is based on the ________.

Accepted Answer

A)  knowledge function 
B)  principle of cognitive consistency 
C)  principle of cognitive-affect conflict 
D)  self-identification function

Question 20

An active attempt to change attitudes is called ________.

Accepted Answer

A)  behaviour modification 
B)  persuasion 
C)  communication 
D)  cognition

Exam 7: Attitudes and Attitude Change

A politician attempts to gain support for her campaign for mayor by releasing a poll showing that almost 70 per cent of the city's voters support her position on property taxes.What basic psychological principle is the politician using to persuade voters that she should be the next mayor?

Which theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviours?

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

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

The balance theory perspective involves relations among three elements (a triad) .Which of the following is one of the elements of the triad?

What are the six major psychological principles that can influence people to change their minds or comply with a request? Be specific in your answer.

Why should marketers be aware of consumers' cognitive consistency and cognitive dissonance? How can dissonance be reduced? Use the postpurchase behaviour of a customer as an example.

________ refers to a strategy in which a message compares two or more specifically named or recognisably presented brands and evaluates them in terms of one or more specific attributes.

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

Double-Dip makes ice cream.The only advantage Double-Dip has over its competitors is taste.Double-Dip costs more and has more calories per unit weight.Promotions for Double-Dip should emphasise the experiential hierarchy of the ABC model of attitudes.

Researchers agree that there are various levels of commitment to an attitude.The highest level of involvement is ________.

According to the Fishbein model,salient beliefs are those beliefs about an object that are considered during evaluation.

It is impossible for a person to hold two contradictory attitudes towards the same object.

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement he or she has with the attitude object (Ao).Describe the strength of commitment involved in each of the following and give an example: ∙ Compliance ∙ Identification ∙ Internalisation

Describe the functional theory of attitudes and its components (functions).

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

Which theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel,using an initial attitude as a frame of reference to categorise new information?

The theory of cognitive dissonance is based on the ________.

An active attempt to change attitudes is called ________.