attitudes and attitude change

Question 1

lasting, general evaluation of objects, people, or issues

Answer 1

attitudes (definition)

Question 2

emotional responses

Answer 2

affect

Question 3

intentions or actions

Answer 3

behaviour

Question 4

beliefs or thoughts

Answer 4

cognition

Question 5

functional theory of attitude for pleasure or pain

Answer 5

utilitarian function

Question 6

functional theory of attitude for reflecting identity or values

Answer 6

value-expressive function

Question 7

functional theory of attitude for protecting feelings

Answer 7

ego-defensive function

Question 8

functional theory of attitude for providing order and clarity

Answer 8

knowledge function

Question 9

cognition, affect, behaviour

Answer 9

high involvement

Question 10

cognition, behaviour, affect

Answer 10

low involvement

Question 11

affect, behaviour, cognition

Answer 11

emotional

Question 12

describe the ELM

Answer 12

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

Question 13

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

Answer 13

cognitive dissonance

Question 14

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

Answer 14

dissonance

Question 15

why are individuals motivated to reduce dissonance

Answer 15

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

Question 16

name 4 ways to reduce cognitive dissonance

Answer 16

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

Question 17

name 4 examples of dissonance in consumer behaviour

Answer 17

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

Question 18

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

Answer 18

post-purchase dissonance

Question 19

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

Answer 19

brand loyalty

Question 20

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

Answer 20

discounted purchases

Question 21

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

Answer 21

environmental dissonance

Question 22

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

Answer 22

self perception theory

Question 23

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

Answer 23

elaboration likelihood model

Question 24

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

Answer 24

self-perception theory

Question 25

initial attitudes act as a frame of reference
- latitude of acceptance and rejection

Answer 25

social judgement theory

Question 26

people are motivated to act to resolve inconsistencies involving three elements

Answer 26

balance theory

Question 27

briefly describe components of balance theory

Answer 27

self, attitude object, attitude
- unit relation: one element belongs to part of another
- sentiment relation: one element has a preference for another

Question 28

briefly explain/describe the components of the theory of reasoned action

Answer 28

influenced by: attitude actions, control beliefs, and social norms
- behavioural intentions influences behaviour, which then influences external events