Question 1

Which of the following statements is TRUE regarding sex appeals in advertising?

Accepted Answer

A)  Consumers do not find sexually appealing ads to be persuasive. 
B)  Research reveals that women prefer ads using sexual appeals more than men do. 
C)  Males and females alike tend to react negatively to female nudity in advertising. 
D)  Moderate levels of nudity appear to be most preferred. 
E)  Sex appeals in ads are effective regardless of the type of product being advertised. 
A)  Consumers do not find sexually appealing ads to be persuasive. 
B)  Research reveals that women prefer ads using sexual appeals more than men do. 
C)  Males and females alike tend to react negatively to female nudity in advertising. 
D)  Moderate levels of nudity appear to be most preferred. 
E)  Sex appeals in ads are effective regardless of the type of product being advertised.

Question 2

Ryan has a "Free Tibet" bumper sticker on his car because he feels so strongly about this issue. Which function of attitudes does this represent?

Accepted Answer

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

Question 3

As the length of time between attitude measurement and overt behavior grows, the predictive ability of attitudinal models weakens.

Accepted Answer

A) True 
 B)False

Question 4

A key premise of balance theory is consistency in the triad is maintained when the multiplication of the signs in the sentiment and unit relations result in a positive value.

Accepted Answer

A) True 
 B)False

Question 5

"I always buy Honda automobiles" is an example of which component of attitude?

Accepted Answer

A)  affective 
B)  cognitive 
C)  behavior 
D)  utilitarian 
E)  hedonic 
A)  affective 
B)  cognitive 
C)  behavior 
D)  utilitarian 
E)  hedonic

Question 6

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

Accepted Answer

A)  contrast effect 
B)  congruency effect 
C)  linear progression effect 
D)  serial position effect 
E)  assimilation effect 
A)  contrast effect 
B)  congruency effect 
C)  linear progression effect 
D)  serial position effect 
E)  assimilation effect

Question 7

According to balance theory, the two types of relations between the elements of observer, person, and object are referred to as _____.

Accepted Answer

A)  primary relations and secondary relations 
B)  sentiment relations and unit relations 
C)  central route and peripheral route 
D)  acceptable relations and rejected relations 
E)  cognitive relations and affective relations 
A)  primary relations and secondary relations 
B)  sentiment relations and unit relations 
C)  central route and peripheral route 
D)  acceptable relations and rejected relations 
E)  cognitive relations and affective relations

Question 8

"Volvo's are safe automobiles" is an example of which component of attitude?

Accepted Answer

A)  utilitarian 
B)  affective 
C)  behavior 
D)  cognitive 
E)  practical 
A)  utilitarian 
B)  affective 
C)  behavior 
D)  cognitive 
E)  practical

Question 9

According to the functional theory of attitudes, which function of consumer attitudes works as a defensive mechanism for consumers?

Accepted Answer

A)  utilitarian function 
B)  value-expressive function 
C)  ego-defensive function 
D)  personal function 
E)  shielding function 
A)  utilitarian function 
B)  value-expressive function 
C)  ego-defensive function 
D)  personal function 
E)  shielding function

Question 10

_____ are relatively enduring overall evaluations of objects, products, services, issues, or people.

Accepted Answer

A)  Beliefs 
B)  Attitudes 
C)  Cognitions 
D)  Intentions 
E)  Support arguments 
A)  Beliefs 
B)  Attitudes 
C)  Cognitions 
D)  Intentions 
E)  Support arguments

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

For a message to fall within a consumer's latitude of acceptance, the information presented must be perceived as coming from a credible source..

Accepted Answer

A) True 
 B)False

Question 13

The elaboration likelihood model proposes two routes to persuasion: ______.

Accepted Answer

A)  primary route and secondary route 
B)  belief-based route and affect-based route 
C)  central route and peripheral route 
D)  cognitive route and affective route 
E)  utilitarian route and hedonic route 
A)  primary route and secondary route 
B)  belief-based route and affect-based route 
C)  central route and peripheral route 
D)  cognitive route and affective route 
E)  utilitarian route and hedonic route

Question 14

Initial judgment theory proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude.

Accepted Answer

A) True 
 B)False

Question 15

All of the following are true with respect to social judgment theory EXCEPT _____.

Accepted Answer

A)  When an incoming message falls within the latitude of acceptance, assimilation occurs. 
B)  When the original attitude is positive, the latitude of rejection is large. 
C)  When the original attitude is held with much conviction, the latitude of acceptance is quite small and the latitude of rejection is large. 
D)  It is difficult to change a person's attitude when his or her attitude is very strong. 
E)  When an incoming message falls in the latitude of rejection, contrast occurs. 
A)  When an incoming message falls within the latitude of acceptance, assimilation occurs. 
B)  When the original attitude is positive, the latitude of rejection is large. 
C)  When the original attitude is held with much conviction, the latitude of acceptance is quite small and the latitude of rejection is large. 
D)  It is difficult to change a person's attitude when his or her attitude is very strong. 
E)  When an incoming message falls in the latitude of rejection, contrast occurs.

Question 16

Salespeople are trained to assess a potential customer's attitude toward their company's offerings and to attempt to change their attitude if it is not positive. There are several techniques that salespeople are taught in their training that can help them accomplish this attitude change. A salesperson's attempt to change a prospective buyer's attitude is called _____.

Accepted Answer

A)  persuasion 
B)  manipulation 
C)  calibration 
D)  conversion 
E)  closing 
A)  persuasion 
B)  manipulation 
C)  calibration 
D)  conversion 
E)  closing

Question 17

According to social judgment theory, when an incoming message falls within the latitude of acceptance, internalization occurs.

Accepted Answer

A) True 
 B)False

Question 18

Impulse purchases can be explained from the behavioral influence hierarchy.

Accepted Answer

A) True 
 B)False

Question 19

The behavioral influence hierarchy suggests that behavior occurs without either beliefs or affect being strongly formed beforehand.

Accepted Answer

A) True 
 B)False

Question 20

The balance principle states that human beings prefer consistency among their beliefs, attitudes, and behaviors.

Accepted Answer

A) True 
 B)False

Which of the following statements is TRUE regarding sex appeals in advertising?

Ryan has a "Free Tibet" bumper sticker on his car because he feels so strongly about this issue. Which function of attitudes does this represent?

As the length of time between attitude measurement and overt behavior grows, the predictive ability of attitudinal models weakens.

A key premise of balance theory is consistency in the triad is maintained when the multiplication of the signs in the sentiment and unit relations result in a positive value.

"I always buy Honda automobiles" is an example of which component of attitude?

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

According to balance theory, the two types of relations between the elements of observer, person, and object are referred to as _____.

"Volvo's are safe automobiles" is an example of which component of attitude?

According to the functional theory of attitudes, which function of consumer attitudes works as a defensive mechanism for consumers?

_____ are relatively enduring overall evaluations of objects, products, services, issues, or people.

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

For a message to fall within a consumer's latitude of acceptance, the information presented must be perceived as coming from a credible source..

The elaboration likelihood model proposes two routes to persuasion: ______.

Initial judgment theory proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude.

All of the following are true with respect to social judgment theory EXCEPT _____.

According to social judgment theory, when an incoming message falls within the latitude of acceptance, internalization occurs.

Impulse purchases can be explained from the behavioral influence hierarchy.

The behavioral influence hierarchy suggests that behavior occurs without either beliefs or affect being strongly formed beforehand.

The balance principle states that human beings prefer consistency among their beliefs, attitudes, and behaviors.

What Is CB and Why Should I Care

Value and the Consumer Behavior Value Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Consumer Culture

Microcultures

Group and Interpersonal Influence

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making Ii: Alternative Evaluation and Choice

Consumption to Satisfaction

Consumer Relationships

Consumer and Marketing Misbehavior

Filters

Exam 7: Attitudes and Attitude Change

Which of the following statements is TRUE regarding sex appeals in advertising?

Ryan has a "Free Tibet" bumper sticker on his car because he feels so strongly about this issue. Which function of attitudes does this represent?

As the length of time between attitude measurement and overt behavior grows, the predictive ability of attitudinal models weakens.

A key premise of balance theory is consistency in the triad is maintained when the multiplication of the signs in the sentiment and unit relations result in a positive value.

"I always buy Honda automobiles" is an example of which component of attitude?

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

According to balance theory, the two types of relations between the elements of observer, person, and object are referred to as _____.

"Volvo's are safe automobiles" is an example of which component of attitude?

According to the functional theory of attitudes, which function of consumer attitudes works as a defensive mechanism for consumers?

_____ are relatively enduring overall evaluations of objects, products, services, issues, or people.

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

For a message to fall within a consumer's latitude of acceptance, the information presented must be perceived as coming from a credible source..

The elaboration likelihood model proposes two routes to persuasion: ______.

Initial judgment theory proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude.

All of the following are true with respect to social judgment theory EXCEPT _____.

According to social judgment theory, when an incoming message falls within the latitude of acceptance, internalization occurs.

Impulse purchases can be explained from the behavioral influence hierarchy.

The behavioral influence hierarchy suggests that behavior occurs without either beliefs or affect being strongly formed beforehand.

The balance principle states that human beings prefer consistency among their beliefs, attitudes, and behaviors.

What Is CB and Why Should I Care

Value and the Consumer Behavior Value Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Consumer Culture

Microcultures

Group and Interpersonal Influence

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making Ii: Alternative Evaluation and Choice

Consumption to Satisfaction

Consumer Relationships

Consumer and Marketing Misbehavior

Filters