Chapter 7 Flashcards
Extent to which a strong relationship existed between attitudes and actual behaviour
Attitude behaviour consistency
ABC approaches to attitudes
Approaches that suggest that attitudes encompass ones affect, behaviour, and cognition (or beliefs) toward an object
Attitude toward the object model (ATO)
Attitude model that considers three key elements including beliefs consumers have about salient attributes, the strength of the belief that an object possess the attribute, and evaluation of the particular attribute
Effort of a marketer or researcher to track changed in consumer attitudes overtime.
Attitude tracking
Attitudes
Relatively enduring overall evaluations of objects, products, services, issues, or people
Balance theory
Theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system
Model developer in improve in the ATO model, focusing on behavioural intentions, subjective norms, and attitude toward a particular behaviour
Behaviour intentions model
Central cues
Information presented in a message about the product itself, it’s attributes, or he consequences of it’s use
Path to persuasion found in the ELM where the consumer has high involvement, motivation. And/or ability to process a message
Central route of persuasion
Compensatory model
Attitudinal model wherein low ratings for one attribute are compensated for higher ratings on another
Principle that states that human beings prefer consistency amount their beliefs, attitude, and behaviours
Consistency principle
Ego defensive function of attitudes
Function of attitudes whereby attitudes work as defended mechanisms for consumers
Elaboration likelihood model
Attitudinal change model that shows attitudes are changed based of differing levels of consumer involvement through either central or peripheral processing.
Theory of attitudes that suggest that attitudes perform four basic functions
Functional theory of attitudes
Hierarchy of effects
Attitude approach that suggests that affect, behaviour, and cognition a form in a sequential order
Knowledge function of attitudes
Function of attitudes whereby attitudes allow consumers to simplify decision making processes
Hypothesis that states that a source feature is a most effective when it is matches with relevant products
Matchup hypothesis
Message effects
How the appeal of a message and it’s construction affect persuasiveness
Multiattribute attitude model
A model that combines a number of pieces of information about belief and evaluations if attributes of an object
Peripheral cues
Non product related information presented in a message
Peripheral route to persuasion
Path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message
Attempt to change attitudes
Persuasion
Occurs when the information placed early in a message has the most impact
Primary effect
Regency effect
Occurs when the information placed late in a message has the most impact
Serial position effect
Occurs when the placement of information in a message impacts recall of the information
Social judgement theory
Theory that propelled that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude
Characteristics of a source that influence the persuasiveness of a message
Source effects
Theory of planned action
Attitudinal measurement approach that expands upon the behavioural intentions model by including a perceived control component.
Utilitarian function of attitudes
Function of attitudes in which consumers use attitudes as a ways to maximise rewards and minimise punishment
Value-expressive function of attitudes
Function of attitudes whereby attitudes allow consumers to express their core values, self concept, and beliefs to others
