Exam 7: Attitudes and Attitude Change

Which statement does NOT accurately summarize humour appeals?

Which component of attitude is exemplified by the statement "I really like my iPhone"?

Which of the following is NOT an attitude change theory?

Which of the following makes fear appeals effective?

Research has shown that taller, physically fit salespeople tend to be more successful than shorter, less fit salespeople. What is the term for characteristics of the salesperson that might impact their persuasiveness with customers?

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

Which statement does NOT accurately describe source credibility?

Which function is NOT performed by attitudes according to the functional theory of attitudes?

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

Which term refers to the basic communication model from a traditional advertising perspective?

Attitude Scenario Consider a consumer who is contemplating a new automobile purchase. She has narrowed her decision down to two brands, Honda Accord and Ford Taurus. She has identified fuel efficiency, price, warranty, and styling to be important attributes to consider in her decision. Her evaluative ratings (e) for each attribute and her beliefs of how each brand performs on a given attribute (b) are given below: Honda Accord Ford Taur Attribute e b b Fuel Efficiency 2 6 4 Low Price 3 -2 2 Warranty 1 1 3 Styling 1 10 -5 -Refer to Attitude Scenario. What can this model tell marketers regarding this consumer?

Noise in the basic communication model represents the audible sound in the environment that disrupts the communication process.

The knowledge function of attitudes allows consumers to simplify decision making.

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

In balance theory, what type of relations occur between the observer (consumer) and the other elements in the system?

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.

In balance theory, connector relations are the relations between the observer (consumer) and the other elements in the system.

Source credibility consists of three elements: expertise, trustworthiness, and attractiveness.

Nina is attempting to change consumers' attitudes toward her restaurant by promoting the fact that her restaurant serves only organic food, because she learned through market research that consumers did not believe that her restaurant did this and that this is important to consumers. According to the attitude-toward-the-object approach, what is Nina attempting to change to enhance consumers' attitudes toward her restaurant?

The attitude-toward-the-object (ATO) model proposes that three key elements must be assessed to understand and predict a consumer's attitude: affect, behaviour, and cognition.