CRS Questions and Answers

1. Chapter 8 Consumer Attitude Formation and Change CRS Questions and Answers

2. When we are asked whether we like a certain singer and buy their CD’s, we are expressing our ______. • motives • perceptions • conclusions • conditioning • attitudes

3. When we are asked whether we like a certain singer and buy their CD’s, we are expressing our ______. An attitude is a learned predisposition to behave in a consistently favorable or unfavorable way with respect to a given object. • motives • perceptions • conclusions • conditioning • attitudes

4. There is general agreement that attitudes are ____ and ____. • learned; consistent • hierarchal; dominant • historic; objective • learned; hierarchal • dominant; consistent

5. There is general agreement that attitudes are ____ and ____. Learning is the process by which individuals acquire the purchase and consumption knowledge and experience that they apply to future related behavior. • learned; consistent • hierarchal; dominant • historic; objective • learned; hierarchal • dominant; consistent

6. The fact that John stays in the Four Seasons when traveling for business but a lower priced hotel when traveling with his family shows that attitudes are _________. • defined • situational • pre-determined • individualized • recurring

7. The fact that John stays in the Four Seasons when traveling for business but a lower priced hotel when traveling with his family shows that attitudes are _________. Attitudes occur within and are affected by the situation. • defined • situational • pre-determined • individualized • recurring

8. The three components of the tricomponent attitude model are ______, _______ and ______. • cognitive; affective; motivational • thoughts; feelings; desires • conative; affective; situation • cognitive; affective; conative • personality; affect; desires

9. The three components of the Tricomponent attitude model are ______, _______ and ______. The three components build the Tricomponent Attitude Model. • cognitive; affective; motivational • thoughts; feelings; desires • conative; affective; situation • cognitive; affective; conative • personality; affect; desires

10. The _______ model could be used by Lands’ End clothing to determine a consumer’s attitude toward the brand. • attitude-toward-object • attitude-toward-behavior • theory-of-reasoned-action • older female • conative

11. The _____ model could be used by Lands’ End clothing to determine a consumer’s attitude toward the brand. In this model, the consumer’s attitude toward a product or brand is a function of certain product-specific beliefs and attributes. • attitude-toward-object • attitude-toward-behavior • theory-of-reasoned-action • older female • conative

12. According to the theory of reasoned action, we need to measure the ______ to understand intention. • attitude • perseverance • motivation • personality • subjective norm

13. According to the theory of reasoned action, we need to measure the ______ to understand intention. A subjective norm can be measured directly by assessing a consumer’s feelings as to what relevant others would think of their action. • attitude • perseverance • motivation • personality • subjective norm

14. Mary loves the new Gap commercials so much that she plans to stop by the Gap tomorrow after work for some new jeans. This attitude can be explained by the ______ model. • attitude-to-the-retailer • attitude-to-t.v. • attitude-toward-the-ad • attitude-to-consume • multiattribute

15. Mary loves the new Gap commercials so much that she plans to stop by the Gap tomorrow after work for some new jeans. This attitude can be explained by the ______ model. With this model, the favorable attitude toward the ad changes beliefs and attitudes toward the brand. • attitude-to-the-retailer • attitude-to-t.v. • attitude-toward-the-ad • attitude-to-consume • multiattribute

16. Which of the following is NOT a function for motivation? • utilitarian • value • ego-defensive • value-expressive • knowledge

17. Which of the following is NOT a function for motivation? These can all be addressed when trying to change the basic motivational function for a change in attitude. • utilitarian • value • ego-defensive • value-expressive • knowledge

18. When L’Oreal changes their moisturizer to have a wrinkle solution, they are focusing on a _____ function. • utilitarian • value • ego-defensive • value-expressive • knowledge

19. When L’Oreal changes their moisturizer to have a wrinkle solution, they are focusing on a _____ function. L’Oreal is offering reassurance to the consumer’s self concept and helping to protect the consumer’s self-image. • utilitarian • value • ego-defensive • value-expressive • knowledge

20. Which of the following is NOT a strategy for changing attitude in a multiattribute model? • Changing the relative evaluation of attributes • Changing brand beliefs • Adding an attribute • Altering self concept • Changing the overall brand rating

21. Which of the following is NOT a strategy for changing attitude in a multiattribute model? Altering self concept does not involve a manipulation of the multiattribute model. • Changing the relative evaluation of attributes • Changing brand beliefs • Adding an attribute • Altering self concept • Changing the overall brand rating

22. When Febreze put antibacterial agents in their carpet cleaner, they changed the multiattribute model by _______. • changing the relative evaluation of attributes • changing brand beliefs • adding an attribute • altering self concept • changing the overall brand rating

23. When Febreze put antibacterial agents in their carpet cleaner, they changed the multiattribute model by _______. Adding the antibacterial agents may change consumers overall attitude toward the product. • changing the relative evaluation of attributes • changing brand beliefs • adding an attribute • altering self concept • changing the overall brand rating

24. According to the ______ theory, discomfort occurs when a consumer holds conflicting thoughts about a belief or an attitude object. • attribution • reasoned action • negative conative • affective dissonance • cognitive dissonance

25. According to the ______ theory, discomfort occurs when a consumer holds conflicting thoughts about a belief or an attitude object. A marketer can reduce this dissonance by including messages in its advertising which reinforce consumers’ decisions to purchase. • attribution • reasoned action • negative conative • affective dissonance • cognitive dissonance

26. In attribution theory, marketers try to understand _____. • who • what • why • when • where

27. In attribution theory, marketers try to understand _____. Attribution theory attempts to explain how people assign causality to events on the basis of their behavior or the behavior of others. • who • what • why • when • where

28. All of the following are ways to test our attributions EXCEPT _______. • consensus • distinctiveness • diversity • consistency over time • consistency over modality

29. All of the following are ways to test our attributions EXCEPT _______. Individuals acquire conviction about observations by collecting information to confirm inferences. • consensus • distinctiveness • diversity • consistency over time • consistency over modality

30. A university often asks graduating seniors for small donations. It is hoped that larger donations might come in the future. The university is using the ____ technique. • multiattribute • foot-in-the-door • graduating • reasoned action • attribution

31. A university often asks graduating seniors for small donations. It is hoped that larger donations might come in the future. The university is using the ____ technique. By having the students feel that they are the type who donates, they may be more likely to donate in the future. • multiattribute • foot-in-the-door • graduating • reasoned action • attribution