Chapter 7 flash cards

Question 1

attitudes

Answer 1

relatively enduring overall evaluations of objects, products, services, issues, or people

Question 2

ABC approach to attitudes

Answer 2

approach that suggests that attitudes encompass one’s affect, behavior, and cognitions (or beliefs) toward an object

Question 3

functional theory of attitudes

Answer 3

theory of attitudes that suggests that attitudes perform four basic functions

Question 4

utilitarian function of attitudes

Answer 4

function of attitudes in which consumers use attitudes as ways to maximize rewards and minimize punishment

Question 5

knowledge function of attitudes

Answer 5

function of attitudes whereby attitudes allow consumers to simplify decision-making processes

Question 6

value-expressive function of attitudes

Answer 6

function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others

Question 7

ego-defensive function of attitudes

Answer 7

function of attitudes whereby attitudes work as a defense mechanism for consumers

Question 8

hierarchy of effects

Answer 8

attitude approach that suggests that affect, behavior, and cognitions form in a sequential order

Question 9

multiattribute attitude model

Answer 9

a model that combines a number of pieces of information about belief and evaluations of attributes of an object

Question 10

attitude-toward-the-object (ATO) model

Answer 10

attitude model that considers three key elements:

1. beliefs consumers have about salient attributes,
2. the strength of the belief that an object possesses the attribute,
3. evaluation of the particular attribute

Question 11

compensatory model

Answer 11

attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another

Question 12

attitude–behavior consistency

Answer 12

extent to which a strong relationship exists between attitudes and actual behavior

Question 13

behavioral intentions model

Answer 13

model developed to improve on the ATO model, focusing on behavioral intentions, subjective norms, and attitude toward a particular behavior

Question 14

theory of planned action

Answer 14

attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component

Question 15

attitude tracking

Answer 15

effort of a marketer or researcher to track changes in consumer attitudes over time

Question 16

persuasion

Answer 16

attempt to change attitudes

Question 17

elaboration likelihood mode

Answer 17

attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing

Question 18

central route to persuasion

Answer 18

path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message

Question 19

central cues

Answer 19

information presented in a message about the product itself, its attributes, or the consequences of its use

Question 20

peripheral route to persuasion

Answer 20

path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message

Question 21

peripheral cues

Answer 21

nonproduct-related information presented in a message

Question 22

balance theory

Answer 22

theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system

Question 23

consistency principle

Answer 23

principle that states that human beings prefer consistency among their beliefs, attitudes, and behaviors

Question 24

social judgment theory

Answer 24

theory that proposes 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

Question 25

message effects

Answer 25

how the appeal of a message and its construction affect persuasiveness

Question 26

source effects

Answer 26

characteristics of a source that influence the persuasiveness of a message

Question 27

serial position effect

Answer 27

occurs when the placement of information in a message impacts recall of the information

Question 28

primacy effect

Answer 28

occurs when the information placed early in a message has the most impact

Question 29

recency effect

Answer 29

occurs when the information placed late in a message has the most impact

Question 30

matchup hypothesis

Answer 30

hypothesis that states that a source feature is most effective when it is matched with relevant products