Psy 255- Chapter 7

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Nandeita.Naraine
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177655
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Psy 255- Chapter 7
Updated:
2012-10-18 15:41:16
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psych consumer behavior
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Chapter 7
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  1. People who live in the south sometimes make fun of those living in other parts of the country.  Community Coffee, a regional coffee brand made in Louisiana, played on these beliefs by having a  lady at the end of the commercial saying in a sweet southern accent, “You gotta be a Yankee if you don’t like Community Coffee.”  This overall evaluation southerners have of northerners represents their _____ toward northerners.

    A.latitude of rejection
    B.value-expressiveness
    C.attitude
    D.schemata
    E.conation
    C. attitude
    (this multiple choice question has been scrambled)
  2. Which approach to attitudes posits there are three components to attitudes: affect, behavior, and cognitions?

    A.ABC approach to attitudes
    B.Utilitarian approach to attitudes
    C.Tri-partite approach to attitudes
    D.Compensatory approach to attitudes
    E.Functional approach to attitudes
    A. ABC approach to attitudes
    (this multiple choice question has been scrambled)
  3. According the ABC approach to attitudes, attitudes possess three important components: affect, behavior, and _____.

    A.conations
    B.credibility
    C.consistency
    D.cognitions
    E.complexity
    D. cognitions
    (this multiple choice question has been scrambled)
  4. “I always buy Honda automobiles” is an example of which component of attitude?

    A.behavior
    B.affective
    C.hedonic
    D.utilitarian
    E.cognitive
    A. behavior
    (this multiple choice question has been scrambled)
  5. “Volvo’s are safe automobiles” is an example of which component of attitude?

    A.practical
    B.behavior
    C.cognitive
    D.utilitarian
    E.affective
    B. behavior
    (this multiple choice question has been scrambled)
  6. “I really like my iPhone” is an example of which component of attitude?

    A.utilitarian
    B.affect
    C.behavior
    D.hedonic
    E.emotional
    C. affect
    (this multiple choice question has been scrambled)
  7. According to the functional theory of attitudes, attitudes perform all of the following functions EXCEPT _____.

    A.ego-defensive function
    B.utilitarian function
    C.hedonic function
    D.knowledge function
    E.value-expressive function
    C. hedonic funcation
    (this multiple choice question has been scrambled)
  8. Consumers don’t like to pay for automobile insurance, but they know that they can be fined heavily if stopped by the police and they don’t have proof of insurance.  Therefore, their attitude toward insurance is based on the belief that it will eliminate the punishment they could incur if they don’t have insurance.  According to the functional theory of attitudes, which function does this attitude toward insurance perform?

    A.knowledge function
    B.value-expressive function
    C.simplicity function
    D.utilitarian function
    E.ego-defensive function
    D. utilitarian function
    (this multiple choice question has been scrambled)
  9. Laurie has owned several Honda automobiles, so when she decided to purchase a new car for her daughter, her attitude toward Honda made the decision easy - buy a Honda!  According to the functional theory of attitudes, this function of attitude is best described as an example of the _____ function of attitude.

    A.ego-defensive
    B.knowledge
    C.consistency
    D.behavior
    E.affect
    B. knowledge
    (this multiple choice question has been scrambled)
  10. 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?

    A.utilitarian function
    B.ego-defensive function
    C.political function
    D.value-expressive function
    E.knowledge function
    D. value-expressive function
    (this multiple choice question has been scrambled)
  11. Maria likes brands of clothing and other products that enhance her self-image.  Which function of attitudes does this represent?

    A.utilitarian function
    B.affective function
    C.ego-defensive function
    D.hedonic function
    E.self-actualization function
    C. ego-defensive function
    (this multiple choice question has been scrambled)
  12. Which of the following is the correct sequence in the high-involvement hierarchy?

    A.behavior-affect-belief
    B.belief-affect-behavior
    C.belief-behavior-affect
    D.affect-behavior-belief
    E.behavior-belief-affect
    B. belief-affect-behavior
    (this multiple choice question has been scrambled)
  13. Which of the following is the correct sequence in the low-involvement hierarchy?

    A.affect-behavior-belief
    B.behavior-affect-belief
    C.belief-affect-behavior
    D.behavior-belief-affect
    E.belief-behavior-affect
    E. belief-behavior-affect
    (this multiple choice question has been scrambled)
  14. Which hierarchy best explains impulse purchases?

    a.high involvement
    b.low involvement
    c.experiential
    d.behavioral
    e.attitudinal
    ?
  15. All of the following are elements of the attitude-toward-the-object (ATO) model EXCEPT _____.

    A.all of these choices are elements of the ATO model
    B.evaluation of the attribute
    C.strength of the belief that a certain brand has the feature
    D.a consumer’s perception of what other people think they should do
    E.beliefs about salient attributes that a consumer thinks the product should possess
    D. a consumer’s perception of what other people think they should do
    (this multiple choice question has been scrambled)
  16. The ATO approach is known as a _____, meaning attitudes are formed holistically across a number of attributes with poor ratings on one attribute being compensated for by higher ratings on another attribute.

    A.subjective model   
    B.noncompensatory model
    C.hierarchical model
    D.holistic model
    E.compensatory model
    E. compensatory model
    (this multiple choice question has been scrambled)
  17. Which model assesses a consumer’s perceptions of what other people think they should do?

    A.hierarchical model
    B.attitude-toward-the-object (ATO) model
    C.elaboration likelihood model
    D.balance theory
    E.behavioral intentions model
    B. attitude-toward-the-object (ATO) model
    (this multiple choice question has been scrambled)
  18. Researchers have noted that all of the following are factors that weaken the attitude-behavior relationship EXCEPT _____.

    A.environmental pressures e.impulse buying situations
    B.specificity with which attitudes are measured
    C.consumers’ gender
    D.length of time between attitude measurement and overt behavior
    C. Consumers gender
    (this multiple choice question has been scrambled)
  19. Which attitude model expands upon the behavioral intentions model by including a perceived control component that assesses the difficulty involved in performing the behavior and the extent to which the consumer perceives that he or she is in control of the product selection?

    A.attitude-toward-the-object model
    B.elaboration likelihood theory
    C.theory of planned action
    D.theory of self-efficacy
    E.ego-defensive model
    C. attitude-toward-the-object model
    (this multiple choice question has been scrambled)
  20. Many companies hire services that electronically monitor Facebook, Twitter, and Internet blog posts to gauge consumers’ attitudes toward their company and to alert them to negative changes over time.  What is this monitoring of consumers’ attitudes called?

    A.attitude audit
    B.marketing audit
    C.affect monitoring
    D.attitude tracking
    E.situation analysis
    D. attitude tracking
    (this multiple choice question has been scrambled)
  21. Which term refers to specific attempts to change attitudes?

    A.conversion
    B.intervention
    C.tracking
    D.manipulation
    E.persuasion
    E. persuasion
    (this multiple choice question has been scrambled)
  22. Which of the following is an attitude change theory?

    A.elaboration likelihood model
    B.all of these choices
    C.schema-based affect approach
    D.ATO approach
    E.balance theory approach
    B. all of these choices
    (this multiple choice question has been scrambled)
  23. Which attitude change theory is based on the premise that behavior change can precede belief and attitude change?

    A.attitude-toward-the-object approach
    B.elaboration likelihood model
    C.behavioral influence approach
    D.schema-based approach
    E.balance theory
    C. Behavioral influence approach
    (this multiple choice question has been scrambled)
  24. Which model of attitude change is based on differing levels of consumer involvement?

    A.schema-based affect model
    B.behavioral influence approach
    C.attitude-toward-the-object approach
    D.elaboration likelihood model
    E.balance theory
    D. elabration likelihood model
    (this multiple choice question has been scrambled)
  25. The elaboration likelihood model proposes two routes to persuasion: ______.

    A.cognitive route and affective route
    B.primary route and secondary route
    C.belief-based route and affect-based route
    D.central route and peripheral route
    E.utilitarian route and hedonic route
    D. central route and peripheral route
    (this multiple choice question has been scrambled)
  26. Which type of cues refer specifically to information found in the message that pertains directly to the product, its attributes, its advantages, or the consequences of its use?

    A.imperative cues
    B.primary cues
    C.central cues
    D.peripheral cues
    E.sentiment cues
    C. central cues
    (this multiple choice question has been scrambled)
  27. According to the elaboration likelihood model of persuasion, if a consumer is not involved with a message or lacks either the motivation or ability to process information the _____ route to persuasion will be followed.

    A.secondary
    B.central
    C.incongruent
    D.peripheral
    E.primary
    D. Peripheral
    (this multiple choice question has been scrambled)
  28. In the elaboration likelihood model (ELM), non-product-related information presented in a message is referred to as a(n) _____.

    A.peripheral cue
    B.secondary cue  
    C.inconsistent cue
    D.central cue
    E.distracter cue
    A. peripheral cue
    (this multiple choice question has been scrambled)
  29. The attractiveness of the person delivering the message, the number of arguments presented, the expertise of the spokesperson, and the imagery or music presented along with the message are examples of _____.

    A.secondary cues
    B.peripheral cues
    C.sentiment cues
    D.central cues
    E.primary cues
    B. peripheral cues
    (this multiple choice question has been scrambled)
  30. Which theory’s basic premise is that consumers are motivated to maintain perceived consistency in the relations found in mental systems?

    A.congruency theory
    B.theory of reasoned action
    C.balance theory
    D.consistency theory
    E.elaboration likelihood theory
    C. balance theory
    (this multiple choice question has been scrambled)
  31. Balance theory is based on the _____, which states that human beings prefer consistency among their beliefs, attitudes, and behaviors.

    A.reality principle
    B.congruency principle
    C.consistency principle
    D.stability principle
    E.pleasure principle
    C. consistency principle
    (this multiple choice question has been scrambled)
  32. According to balance theory, the two types of relations between the elements of observer, person, and object are referred to as _____.

    A.central route and peripheral route
    B.cognitive relations and affective   relations
    C.primary relations and secondary relations
    D.acceptable relations and rejected relations
    E.sentiment relations and unit relations
    E. seniment relations and unit relations
    (this multiple choice question has been scrambled)
  33. In balance theory, _____ relations are the relations between the observer (consumer) and the other elements in the system.

    A.sentiment
    B.consistent
    C.unit
    D.secondary
    E.primary
    A. sentiment
    (this multiple choice question has been scrambled)
  34. In balance theory, the object-person relation is referred to as a(n) _____ relation.

    A.secondary
    B.sentiment
    C.primary
    D.central
    E.unit
    E. unit
    (this multiple choice question has been scrambled)
  35. Which theory of persuasion proposes that consumers compare incoming information to their existing attitudes about a particular object or issue?

    A.elaboration likelihood theory
    B.mood-congruence theory
    C.social judgment theory
    D.balance theory
    E.comparison theory
    C. social judgement theory
    (this multiple choice question has been scrambled)
  36. According to social judgment theory, if a consumer is exposed to an advertising message that is very different from his initial attitude toward the product, the information in the message will fall within the consumer’s _____.

    A.peripheral range
    B.latitude of acceptance
    C.central route
    D.latitude of rejection
    E.latitude of indifference
    D. latitude of rejection
    (this multiple choice question has been scrambled)
  37. According to social judgment theory, when an incoming message falls within the latitude of acceptance, _____ occurs.

    A.assimilation
    B.contrast effect
    C. acculturation
    D. insinuation
    E.enculturation
    A. assimilation
    (this multiple choice question has been scrambled)
  38. How the appeal of a message and its construction affect persuasiveness is referred to as _____.

    A.structural effects
    B.peripheral effects
    C.source effects
    D.central effects
    E.message effects
    E. message efects
    (this multiple choice question has been scrambled)
  39. _____ refer to the characteristics of the person or character delivering a message that influence persuasion.

    A.Peripheral effects
    B.Secondary effects
    C.Primary effects
    D. Source effects
    E. Central effects
    D. source effects
    (this multiple choice question has been scrambled)
  40. Research has shown that taller, physically-fit salespeople tend to be more successful than shorter, less fit salespeople.  These characteristics of the salesperson that might impact their persuasiveness with customers are called _____.

    A. primary effects
    B. assimilation effects
    C. source effects
    D. persuasive effects
    E. physical effects
    C. source effects
    (this multiple choice question has been scrambled)
  41. All of the following are elements of the basic communication model EXCEPT _____.

    A. receiver
    B. mssage
    C. cues
    D. noise
    E.medium
    C. cues
    (this multiple choice question has been scrambled)
  42. From a traditional advertising perspective, the basic communication model is referred to as a _____ approach

    A. “all-or-nothing”
    B. “one-to-one”
    C. “many-to-one”
    D. “one-to-many”
    E. “many-to-many”
    D. one to many
    (this multiple choice question has been scrambled)
  43. Which of the following statements is TRUE regarding sex appeals in advertising?

    A. Research reveals that women prefer ads using sexual appeals more than men do.
    B. Moderate levels of nudity appear to be most preferred.e. Sex appeals in ads are effective regardless of the type of product being advertised.
    C. Males and females alike tend to react negatively to female nudity in advertising.
    D. Consumers do not find sexually appealing ads to be persuasive.
    B. Moderate levels of nudity appear to be most preferred
    (this multiple choice question has been scrambled)
  44. All of the following have been found to be true regarding humor appeals EXCEPT _____.

    A. humorous ads can create a positive mood d. the overall effectiveness of a humorous ad depends on the characteristics of both the individual consumer and the advertisement
    B.humor is most effective when it doesn’t relate to the product being advertised
    C. humorous ads can attract attention
    e. the initial attitude that a consumer has regarding the product plays an important role in how a humorous ad will impact his or her attitude of the product
    B. H or is most effective when it doesn’t relate to the product being advertised
    (this multiple choice question has been scrambled)
  45. Fear appeals tend to be effective when they _____.

    A. introduce the severity of a threat
    B. all of these choices
    C. explain the effectiveness of a coping strategy
    D. show how easy it is to implement the desired response
    E. present the probability of a threat occurring
    B. all of these choices
    (this multiple choice question has been scrambled)
  46. 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 _____.

    A. contrast effect
    B. linear progression effect
    C. assimilation effect
    D. serial position effect
    E.congruency effect
    D. serial position effect
    (this multiple choice question has been scrambled)
  47. Research suggests that _____ are likely to occur when the audience is highly engaged (highly involved) and when verbal (versus pictorial) content is present.  Thus, important information should be placed early in the message.

    A. priming effects
    B. primacy effects
    C. recency effects
    D. central effects
    E. initial effects
    B. primacy effects
    (this multiple choice question has been scrambled)
  48. All of the following are considered source effects that might influence consumers’ attitudes EXCEPT _____.

    A. credibility
    B. attractiveness
    C. relevancy
    D. meaningfulness
    E. likeability
    C. relevancy
    (this multiple choice question has been scrambled)
  49. All of the following are true regarding source credibility EXCEPT _____. 

    aCredible sources tend to be more persuasive than less credible ones, but this effect tends to only hold true in high involvement situations.
    b. According to the elaboration likelihood model (ELM), one element of credibility, expertise, represents a peripheral cue in advertising.
    c. Research results suggest that source expertise has the biggest influence of all source effects on consumer responses to advertisements.
    d. Source credibility is a function of a source’s expertise and trustworthiness.
    e. Trustworthy sources can be persuasive even if they’re not experts.
    b. According to the elaboration likelihood model (ELM), one element of credibility, expertise, represents a peripheral cue in advertising.
  50. Which of the following states that a source feature is most effective when it is matched with relevant products?

    A. credibility hypothesis
    B. source credibility
    C. consistency theory
    D. matchup hypothesis
    E. congruency theory
    D. matchup hypothesis
    (this multiple choice question has been scrambled)

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