Exam 8: Attitudes and Persuasive Communication

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 degree of commitment would be most closely associated with Roger and his attitudes?

Since Janie is seen as a beautiful female,many friends also perceive her to be smarter,cooler,and happier.These assumptions illustrate ________.

The Smith Company used after-sale interviews with its customers to examine how well the customers were served by the sales and service staff of the company.When the Smith Company follows this procedure,the company is attempting to use feedback as a means to improve communications.

According to the ________ hierarchy of effects,the consumer considers purchases based on an attitude of hedonic consumption (such as how the product makes him or her feel or the fun its use will provide).

The three components of the ABC Model are affect,beliefs,and cognition.

The object of an attitude (Ao)can be an object or an issue,but not a person.

The Geico Gecko,Tony the Tiger and the Allstate Mayhem Man are examples of spokescharacters.

The ________ function of attitudes applies when a person is in an ambiguous situation and needs order,structure,or meaning.

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 •Internalization

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

When Jillian Jones is confronted with inconsistencies about a purchase,she is feeling cognitive dissonance.

A(n)________ is a lasting,general evaluation of people (including oneself),objects,advertisements,or issues.

________ acknowledges that marketers will be more successful when they communicate with consumers who have already agreed to listen to them.

Which statement best explains the research findings about using two-sided messages to communicate with consumers?

________ states when a person is confronted with inconsistencies among attitude or behavior,he/she will take action to restore consistency.

A politician attempts to gain support for her campaign for mayor by releasing a poll showing that almost 70 percent 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?

The source of a message has an impact on whether the message will be accepted or not.Two particularly important source characteristics are ________.

Psychologist David Katz developed the ________ of attitudes.

Roxanne is one of Canada's top female models.Because of her beauty,most of Roxanne's admirers also assume that is intelligent,wealthy,and happy with her life.This is an example of the social adaptation perspective.

According to the elaboration likelihood model,marketers of a low-involvement product must first change attitudes before customers are likely to purchase their product.