Question 1

When cognitive dissonance occurs after the purchase it is called post-purchase dissonance.

Accepted Answer

A) True 
 B)False

Question 2

Matthew recently purchased a new laptop for $1,500. He subsequently saw an advertisement for what appeared to be a similar model being sold for only $1,350. In order to resolve his ________, Matt decided that the cheaper model must not have as many attractive features as the model he purchased.

Accepted Answer

A)  indirect experience 
B)  attitude formation 
C)  subjective norm 
D)  post-purchase dissonance 
E)  situational influence

Question 3

Central brand claims that are critical to the evaluation of the product's utilitarian attributes are most likely processed via the ________.

Accepted Answer

A)  central route 
B)  tri-component route 
C)  functional route 
D)  primary route 
E)  peripheral route

Question 4

In general, the more information consumers have about a product or service, the more likely they are to form attitudes about it, either positive or negative.

Accepted Answer

A) True 
 B)False

Question 5

Consumers' attitudes toward a particular brand's advertising are independent of their beliefs about the brand and do not influence their attitudes toward the brand itself.

Accepted Answer

A) True 
 B)False

Question 6

What is cognitive dissonance and when does it happen?

Accepted Answer

The answer of What is cognitive dissonance and when does...

Question 7

What is the foot-in-the door technique? Give an example.

Accepted Answer

The answer of What is the foot-in-the door technique? Give...

Question 8

An example of the ________ function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque.

Accepted Answer

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

Question 9

An extension of the theory of reasoned action model is the ________, which adds the construct of perceived behavioral control, which is a consumer's perception of whether the behavior is or is not within his or her control.

Accepted Answer

A)  trying-to-consume model 
B)  theory of planned behavior 
C)  attitude-toward-object model 
D)  attitude-toward-behavior model 
E)  attitude-toward-the-ad model

Question 10

Differentiate between the three components of the tri-component attitude model.

Accepted Answer

The answer of Differentiate between the three components of the...

Question 11

If a first request for a $1,000 contribution to your university's alumni foundation is followed by a second, less costly request for $150, the person soliciting the funds may be using the door-in-the-face technique.

Accepted Answer

A) True 
 B)False

Question 12

When an ad for Green Works from Clorox states the product cleans effectively and is environmentally friendly, unlike competing brands, it is using the utilitarian approach to attitude change.

Accepted Answer

A) True 
 B)False

Question 13

COFFEE MINI CASE: Linda is a heavy coffee drinker and a friend recommends that she try Sunrise Coffee, a new coffee house in town, because it sells delicious coffee. Linda replies that she really prefers to drink her coffee in the peace and quiet of her own home. One morning, Linda is running late and doesn't have time to make herself a cup of coffee, so she stops by Sunrise and is greeted by a cheerful staff and a great-tasting coffee, all of which put Linda in a good mood. Upon arriving at work, a coworker comments on her alert, up-beat attitude that morning. Linda replies that it must be the great weather that day, sunshine after a week of solid rain. The following morning, Linda recalls what a pleasant experience she had at Sunrise and decides to go again.
-In the COFFEE MINI CASE, Linda attributes her upbeat attitude and alertness to the change in the weather. This is an example of ________.

Accepted Answer

A)  internal attribution 
B)  utilitarian attribution 
C)  conative attribution 
D)  external attribution 
E)  defensive attribution

Question 14

Attitude change via the peripheral route may be an outcome of ________ like cents-off coupons, free samples, beautiful background scenery, great packaging, or a celebrity endorsement.

Accepted Answer

A)  core route 
B)  primary inducements 
C)  functional route 
D)  secondary inducements 
E)  passive route

Question 15

Changing attitudes according to their applicable consumer motivations is known as the ________.

Accepted Answer

A)  favorable approach 
B)  functional approach 
C)  competitive approach 
D)  industrial approach 
E)  goodwill approach

Question 16

The ________ is designed to account for cases in which the action or outcome is desired but not certain, and reflects the consumer's attempts to consume, whether or not they are successful.

Accepted Answer

A)  theory of reasoned action model 
B)  trying-to-consume model 
C)  attitude-toward-object model 
D)  attitude-toward-behavior model 
E)  attitude-toward-the-ad model

Question 17

If an MBA alumnus considers donating to the program, but is concerned about whether he will become part of a select group if he donates, he is trying to seek reinforcement for his initial attributions via ________.

Accepted Answer

A)  distinctiveness 
B)  consistency over time 
C)  consistency over modality 
D)  consensus 
E)  self-defense

Question 18

PUB MINI CASE: Sean and his friends, most of whom are Irish immigrants or have Irish parents, enjoy drinking at The Celtic Knot, a small New York pub that serves many Irish beers, is decorated with genuine Irish paraphernalia, and holds weekly traditional Irish music sessions. Like many of his friends, Sean enjoys the feeling the pub gives him of connection with his Irish heritage. The pub advertises at community centers and churches in predominantly Irish areas of the city. On its posters, underneath a photo of a group of attractive young people in a cozy corner of the pub drinking and laughing together, is the pub's slogan: "Because being Irish is about more than just St. Paddy's Day."
-In the PUB MINI CASE, Sean concludes that he likes The Celtic Knot because he goes there frequently. This is an application of ________.

Accepted Answer

A)  the elaboration likelihood model 
B)  attribution theory 
C)  self-perception theory 
D)  defensive attributions theory 
E)  formation theory

Question 19

Which of the following are considered to be underlying factors that are likely to produce a subjective norm?

Accepted Answer

A)  conative predispositions and cognitions 
B)  normative beliefs and motivation to comply with relevant others 
C)  affective predispositions toward the behavior and motivation to comply with others 
D)  intrinsic and extrinsic attributions 
E)  intention and normative beliefs

Question 20

Briefly describe how individuals analyze self-attributions and provide an example.

Accepted Answer

The answer of Briefly describe how individuals analyze self-attributions and...

Exam 6: Consumer Attitude Formation and Change

When cognitive dissonance occurs after the purchase it is called post-purchase dissonance.

Matthew recently purchased a new laptop for $1,500. He subsequently saw an advertisement for what appeared to be a similar model being sold for only $1,350. In order to resolve his ________, Matt decided that the cheaper model must not have as many attractive features as the model he purchased.

Central brand claims that are critical to the evaluation of the product's utilitarian attributes are most likely processed via the ________.

In general, the more information consumers have about a product or service, the more likely they are to form attitudes about it, either positive or negative.

Consumers' attitudes toward a particular brand's advertising are independent of their beliefs about the brand and do not influence their attitudes toward the brand itself.

What is cognitive dissonance and when does it happen?

What is the foot-in-the door technique? Give an example.

An example of the ________ function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque.

An extension of the theory of reasoned action model is the ________, which adds the construct of perceived behavioral control, which is a consumer's perception of whether the behavior is or is not within his or her control.

Differentiate between the three components of the tri-component attitude model.

If a first request for a $1,000 contribution to your university's alumni foundation is followed by a second, less costly request for $150, the person soliciting the funds may be using the door-in-the-face technique.

When an ad for Green Works from Clorox states the product cleans effectively and is environmentally friendly, unlike competing brands, it is using the utilitarian approach to attitude change.

Attitude change via the peripheral route may be an outcome of ________ like cents-off coupons, free samples, beautiful background scenery, great packaging, or a celebrity endorsement.

Changing attitudes according to their applicable consumer motivations is known as the ________.

The ________ is designed to account for cases in which the action or outcome is desired but not certain, and reflects the consumer's attempts to consume, whether or not they are successful.

If an MBA alumnus considers donating to the program, but is concerned about whether he will become part of a select group if he donates, he is trying to seek reinforcement for his initial attributions via ________.

Which of the following are considered to be underlying factors that are likely to produce a subjective norm?

Briefly describe how individuals analyze self-attributions and provide an example.