attitudes and attitude change Flashcards

bus 347 final..

1
Q

lasting, general evaluation of objects, people, or issues

A

attitudes (definition)

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2
Q

emotional responses

A

affect

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3
Q

intentions or actions

A

behaviour

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4
Q

beliefs or thoughts

A

cognition

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5
Q

functional theory of attitude for pleasure or pain

A

utilitarian function

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6
Q

functional theory of attitude for reflecting identity or values

A

value-expressive function

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7
Q

functional theory of attitude for protecting feelings

A

ego-defensive function

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8
Q

functional theory of attitude for providing order and clarity

A

knowledge function

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9
Q

cognition, affect, behaviour

A

high involvement

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10
Q

cognition, behaviour, affect

A

low involvement

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11
Q

affect, behaviour, cognition

A

emotional

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12
Q

describe the ELM

A
  • central route: high involvement, focus on argument and elements
  • peripheral route: low involvement, focus on superficial cues like celebrity endorsement
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13
Q

occurs when there is a conflict or inconsistency between a consumer’s cognition (attitude, beliefs, and behaviours), creating psychological discomfort

A

cognitive dissonance

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14
Q

a state of tension arising when two or more cognitions are contradictory

A

dissonance

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15
Q

why are individuals motivated to reduce dissonance

A
  1. humans strive for internal consistency to reduce discomfort
  2. consumers change their attitudes, beliefs, or behaviours to eliminate inconsistencies
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16
Q

name 4 ways to reduce cognitive dissonance

A
  1. change behaviour
  2. change attitude or belief
  3. add or remove cognitions
  4. minimize the importance of the conflict
17
Q

name 4 examples of dissonance in consumer behaviour

A
  1. post purchase dissonance
  2. brand loyalty
  3. discounted purchases
  4. environmental dissonance
18
Q

consumers may regret a purchase, especially for an expensive or high-involvement items (example of dissonance)

A

post-purchase dissonance

19
Q

consumers downplay negative information about a brand they are loyal to
(example of dissonance)

A

brand loyalty

20
Q

purchasing an expensive item on sale and justifying it, despite not needing the item (example of dissonance)

A

discounted purchases

21
Q

purchasing a sports car that emits above average carbon emissions despite valuing sustainability (example of dissonance)

A

environmental dissonance

22
Q

attitudes are inferred from observed behaviour rather than resolved through dissonance - application of dissonance to related theory

A

self perception theory

23
Q

cognitive dissonance can push consumers into the central route of persuasion if they are highly motivated to resolve tension - application of dissonance to related theory

A

elaboration likelihood model

24
Q

people use observations of themselves to form attitudes
- act then reflect
- low-involvement situations

A

self-perception theory

25
initial attitudes act as a frame of reference - latitude of acceptance and rejection
social judgement theory
26
people are motivated to act to resolve inconsistencies involving three elements
balance theory
27
briefly describe components of balance theory
self, attitude object, attitude - unit relation: one element belongs to part of another - sentiment relation: one element has a preference for another
28
briefly explain/describe the components of the theory of reasoned action
influenced by: attitude actions, control beliefs, and social norms - behavioural intentions influences behaviour, which then influences external events