Question 1

Most researchers agree that an attitude has three components. In the ABC model of attitudes, they are:

Accepted Answer

A)  attitude, behaviour, conscience. 
B)  affect, behaviour, cognition. 
C)  affect, behaviour, conscience. 
D)  attitude, belief, cognition. 
A)  attitude, behaviour, conscience. 
B)  affect, behaviour, cognition. 
C)  affect, behaviour, conscience. 
D)  attitude, belief, cognition.

Question 2

Researchers find that promotions such as price discounts, rebates, coupons, and loyalty rewards are more effective for hedonic purchases than for utilitarian purchases.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following attitude functions is highly relevant to lifestyle analyses?

Accepted Answer

A)  utilitarian function 
B)  value-expressive function 
C)  motivation function 
D)  ego-defensive function 
A)  utilitarian function 
B)  value-expressive function 
C)  motivation function 
D)  ego-defensive function

Question 4

According to the functional theory of attitudes, the ________ function is addressed by ads that stress straightforward product benefits.

Accepted Answer

A)  utilitarian 
B)  value-expressive 
C)  ego-defensive 
D)  knowledge 
A)  utilitarian 
B)  value-expressive 
C)  ego-defensive 
D)  knowledge

Question 5

A descriptive norm:

Accepted Answer

A)  communicates what people commonly do. 
B)  communicates what is counternormative in society. 
C)  non-verbally communicates interpersonal feedback. 
D)  communicates what others in society expect of us. 
A)  communicates what people commonly do. 
B)  communicates what is counternormative in society. 
C)  non-verbally communicates interpersonal feedback. 
D)  communicates what others in society expect of us.

Question 6

Describe what Katz means by the term "knowledge function."

Accepted Answer

The functional theory of attitudes was i

Question 7

Research reveals that as the number of people in line behind a target customer increases, he or she would feel more pressure to conclude the transaction quickly leading to experiencing greater negative affect.

Accepted Answer

A) True 
 B)False

Question 8

Explain and illustrate the concept of post-purchase dissonance with an example.

Accepted Answer

Examples may vary.
Dissonance theory can

Question 9

Morris is considering joining the Marine Corps. However, he knows the corps has changed since his father joined. The participation of women in the Marine Corps is a new idea that Morris will have to think about. He realizes that to join the corps he will have to accept this idea. Morris's situation is an example of social judgment theory in action.

Accepted Answer

A) True 
 B)False

Question 10

According to the balance theory of attitudes, one element is seen somehow as belonging to or being part of another element in a(n):

Accepted Answer

A)  triad. 
B)  unit relation. 
C)  sentiment relation. 
D)  associative relation. 
A)  triad. 
B)  unit relation. 
C)  sentiment relation. 
D)  associative relation.

Question 11

The functional theory of attitudes was initially developed by:

Accepted Answer

A)  Maslow. 
B)  Jung. 
C)  Fishbein. 
D)  Katz. 
A)  Maslow. 
B)  Jung. 
C)  Fishbein. 
D)  Katz.

Question 12

One of the aspects of the theory of reasoned action looks at the attitude toward buying, focusing on the perceived consequences of a purchase. It turns out that:

Accepted Answer

A)  a positive attitude about a product always results in a positive result post-purchase. 
B)  knowing how someone feels about buying a product is more valid than merely knowing the person's evaluation of the product. 
C)  injunctive norms are always more effect than descriptive norms. 
D)  there is no definitive relationship between how someone feels about buying or using an product and its evaluation. 
A)  a positive attitude about a product always results in a positive result post-purchase. 
B)  knowing how someone feels about buying a product is more valid than merely knowing the person's evaluation of the product. 
C)  injunctive norms are always more effect than descriptive norms. 
D)  there is no definitive relationship between how someone feels about buying or using an product and its evaluation.

Question 13

Using balance theory, explain why a book publisher might want to use David Suzuki as a television "pitchman" for a new book about a previously unknown concept concerning climate change.

Accepted Answer

According to balance theory, three eleme

Question 14

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement she has with the attitude object. Describe the strength of commitment involved in each of the levels.

Accepted Answer

Compliance: At the lowest level of invol

Question 15

Fred is trying to understand why his customers feel the way they do about the speakers he sells. He first identifies what speaker attributes are important to his customers, and then analyzes the extent to which his customers believe his speakers contain those attributes. Finally, he identifies the relative importance of each attribute. Fred is utilizing a multi-attribute attitude model.

Accepted Answer

A) True 
 B)False

Question 16

Many attempts to correlate reported attitude toward something with actual behaviour have found:

Accepted Answer

A)  people cannot be trusted. 
B)  saying something and actually doing can be very different. 
C)  when people say something, they generally do it. 
D)  there is a high correlation between the two. 
A)  people cannot be trusted. 
B)  saying something and actually doing can be very different. 
C)  when people say something, they generally do it. 
D)  there is a high correlation between the two.

Question 17

Outline three obstacles to predicting behaviour utilizing the theory of reasoned action.

Accepted Answer

Despite improvements to the Fishbein mod

Question 18

Identify the elements of balance theory. Discuss possible interaction effects between unit relation and sentiment relation, and how they can be applied to marketing strategy.

Accepted Answer

The elements of a triad in balance theor

Question 19

A primary application of functional theory to the strategic positioning of products is:

Accepted Answer

A)  that everybody uses functional theory for decision making. 
B)  in many cases, a particular function will dominate a consumer's need. 
C)  that functional theory is more valid and reliable as a predictor of consumer needs than other models. 
D)  harmful to the development of favourable product associations. 
A)  that everybody uses functional theory for decision making. 
B)  in many cases, a particular function will dominate a consumer's need. 
C)  that functional theory is more valid and reliable as a predictor of consumer needs than other models. 
D)  harmful to the development of favourable product associations.

Question 20

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

Accepted Answer

A) True 
 B)False

Most researchers agree that an attitude has three components. In the ABC model of attitudes, they are:

Researchers find that promotions such as price discounts, rebates, coupons, and loyalty rewards are more effective for hedonic purchases than for utilitarian purchases.

Which of the following attitude functions is highly relevant to lifestyle analyses?

According to the functional theory of attitudes, the ________ function is addressed by ads that stress straightforward product benefits.

A descriptive norm:

Describe what Katz means by the term "knowledge function."

Research reveals that as the number of people in line behind a target customer increases, he or she would feel more pressure to conclude the transaction quickly leading to experiencing greater negative affect.

Explain and illustrate the concept of post-purchase dissonance with an example.

According to the balance theory of attitudes, one element is seen somehow as belonging to or being part of another element in a(n):

The functional theory of attitudes was initially developed by:

One of the aspects of the theory of reasoned action looks at the attitude toward buying, focusing on the perceived consequences of a purchase. It turns out that:

Using balance theory, explain why a book publisher might want to use David Suzuki as a television "pitchman" for a new book about a previously unknown concept concerning climate change.

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement she has with the attitude object. Describe the strength of commitment involved in each of the levels.

Many attempts to correlate reported attitude toward something with actual behaviour have found:

Outline three obstacles to predicting behaviour utilizing the theory of reasoned action.

Identify the elements of balance theory. Discuss possible interaction effects between unit relation and sentiment relation, and how they can be applied to marketing strategy.

A primary application of functional theory to the strategic positioning of products is:

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

An Introduction to Consumer Behaviour

Perception

Learning and Memory

Motivation and Affect

The Self

Personality, Lifestyles, and Values

Attitude Change and Interactive Communications

Individual Decision Making

Buying and Disposing

Group Influence and Social Media

Income, Social Class, and Family Structure

Subcultures

Cultural Influences on Consumer Behaviour

The Creation and Diffusion of Culture

Filters

Exam 7: Attitudes

Most researchers agree that an attitude has three components. In the ABC model of attitudes, they are:

Researchers find that promotions such as price discounts, rebates, coupons, and loyalty rewards are more effective for hedonic purchases than for utilitarian purchases.

Which of the following attitude functions is highly relevant to lifestyle analyses?

According to the functional theory of attitudes, the ________ function is addressed by ads that stress straightforward product benefits.

A descriptive norm:

Describe what Katz means by the term "knowledge function."

Research reveals that as the number of people in line behind a target customer increases, he or she would feel more pressure to conclude the transaction quickly leading to experiencing greater negative affect.

Explain and illustrate the concept of post-purchase dissonance with an example.

According to the balance theory of attitudes, one element is seen somehow as belonging to or being part of another element in a(n):

The functional theory of attitudes was initially developed by:

One of the aspects of the theory of reasoned action looks at the attitude toward buying, focusing on the perceived consequences of a purchase. It turns out that:

Using balance theory, explain why a book publisher might want to use David Suzuki as a television "pitchman" for a new book about a previously unknown concept concerning climate change.

How strongly or weakly a consumer is committed to a specific attitude relates to the level of involvement she has with the attitude object. Describe the strength of commitment involved in each of the levels.

Many attempts to correlate reported attitude toward something with actual behaviour have found:

Outline three obstacles to predicting behaviour utilizing the theory of reasoned action.

Identify the elements of balance theory. Discuss possible interaction effects between unit relation and sentiment relation, and how they can be applied to marketing strategy.

A primary application of functional theory to the strategic positioning of products is:

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

An Introduction to Consumer Behaviour

Perception

Learning and Memory

Motivation and Affect

The Self

Personality, Lifestyles, and Values

Attitude Change and Interactive Communications

Individual Decision Making

Buying and Disposing

Group Influence and Social Media

Income, Social Class, and Family Structure

Subcultures

Cultural Influences on Consumer Behaviour

The Creation and Diffusion of Culture

Filters