Q&A Hero

Q: Which of the following best explains impulse purchases? a. High-involvement hierarchy b. Low-involvement hierarchy c. Experiential perspective d. Behavioral influence e. Reinforcement perspective

Q: Ken Rogers wants to purchase a new computer for his daughter. In order to make this purchase, he carefully collects information about the latest models in the market, their features, and prices. He plans to make the actual purchase only after extensively researching and evaluating the various models available in the market. According to the hierarchy of effects approach to attitudes, which of the following best describes Ken's actions? a. Behavioral influence b. High involvement c. Low involvement d. Hedonic e. Experiential

Q: Which of the following refers to an approach that suggests that the three components of attitudes may be formed in a sequential pattern? a. Sequential approach b. Hierarchy of effects approach c. Spiral model approach d. Waterfall model approach e. Incremental build model approach

Q: The ego-defensive function of consumer attitudes: a. is based on the concept of reward and punishment. b. makes a consumer vulnerable to information that may be threatening. c. enables a consumer to express his or her core values, self-concept, and beliefs to others. d. allows consumers to simplify decision-making processes. e. works as a protection mechanism.

Q: Nathan is a chain smoker who habitually discounts the negative consequences of smoking. This is an example of the _____ function of attitudes. a. ego-defensive b. cognitive c. utilitarian d. value-expressive e. knowledge

Q: According to the functional theory of attitudes, the _____ function of consumer attitudes enables a consumer to protect him- or herself from information that may be threatening. a. utilitarian function b. value-expressive function c. ego-defensive function d. hedonic function e. cognitive function

Q: Ryan Moore has a "Free Tibet" bumper sticker on his car because he feels strongly about the Tibetan Independence movement and supports the cause. Which of the following refers to a function of attitudes represented in this instance? a. Utilitarian function b. Reinforcement function c. Knowledge function d. Value-expressive function e. Ego-defensive function

Q: The value-expressive function of attitudes: a. allows consumers to simplify their decision-making processes. b. enables a consumer to express his or her core values, self-concept, and beliefs to others. c. works as a defense mechanism for consumers to avoid facts or defend themselves from their own low self-concept. d. compensates for a general feeling of being out-of-shape, thereby protecting the ego and self-image. e. provides a negative expression of the type of person a consumer perceives himself or herself to be and the values that they hold.

Q: Karen Bates has owned several Honda automobiles throughout her life. So, when she decided to purchase a new car for her daughter, her brand loyalty made the decision easy. Consequently, she gifted her daughter the latest Honda car. According to the functional theory of attitudes, this scenario relates to the _____ function of attitude. a. reinforcement b. utilitarian c. bilateral d. ego-defensive e. knowledge

Q: Which of the following refers to a function of attitudes that allows consumers to simplify their decision-making processes? a. Utilitarian function b. Ego-defensive function c. Knowledge function d. Bilateral function e. Value-expressive function

Q: Roger is an ardent supporter of the Chelsea Football Club. He always wears the team's apparel for Premier League matches in order to fit in and connect with other fans of the famous soccer club. This is an example of the _____ function of attitudes. a. knowledge b. utilitarian c. ego-defensive d. bilateral e. value-expressive

Q: The _____ function of attitudes is based on the concept of reward and punishment. a. utilitarian b. ego-defensive c. knowledge d. value-expressive e. cognitive

Q: The statement, "I really like my new tablet computer," best reflects the _____ component of attitude. a. cognitive b. affect c. behavior d. abstract e. relational

Q: The statement, "Volvo vehicles are the safest automobiles," is an example of the _____ component of attitude. a. abstract b. affect c. behavior d. cognitive e. relational

Q: The statement, "I always buy Honda automobiles", is an example of the _____ component of attitude. a. affect b. cognition c. behavior d. trustworthiness e. abstract

Q: According to the _____, attitudes possess three components: affect, behavior, and cognitions. a. ABC approach to attitudes b. abstract approach to attitudes c. functional approach to attitudes d. utilitarian approach to attitudes e. relational approach to attitudes

Q: Sean recently bought an expensive tablet from Sigma Inc. He is very happy and satisfied with the tablet's performance and has even started promoting it on social networks. He feels strongly about Sigma's products and plans to make more purchases from the company in the future. The way Sean feels about Sigma Inc. and its products represents his _____. a. prejudice b. trustworthiness c. changing beliefs d. attitude e. latitude of rejection

Q: _____ are relatively enduring overall evaluations of objects, products, services, issues, or people. a. Beliefs b. Attitudes c. Prejudices d. Intentions e. Support arguments

Q: Source likeability affects persuasion more for consumers with high need for cognition than for those with a low degree of this trait.

Q: Trustworthy sources can be persuasive even if they"re not experts, and expert sources can be persuasive even if they"re perceived as being untrustworthy.

Q: The credibility of sources impacts the certainty with which consumer attitudes are held, with lower levels of credibility leading to higher levels of certainty.

Q: To gain the attention of audiences with lower levels of involvement, advertisers must implement the primacy effect in their messages.

Q: A primacy effect is said to occur when material presented toward the end of the advertisement has the most impact.

Q: Advertisements that allow consumers to arrive at their own conclusions tend to be more persuasive when the audience has a high level of involvement with the product.

Q: High levels of humor in advertisements can limit a consumer's ability to process information regarding the product being advertised.

Q: Highly explicit sexual content in advertisements effectively directs consumers' attention to the product advertised.

Q: In interactive communications, the information flow represents a "one-way street" in which consumers passively receive messages from marketers.

Q: Noise, in the basic communication model, represents all the stimuli in the environment that assist the communication process.

Q: Source effects is a term used to describe how the appeal of a message and its construction affect persuasion.

Q: According to social judgment theory, a message that is perceived as being far away from, or opposed to, the original attitude position will fall within the latitude of rejection.

Q: According to social judgment theory, for a message to fall within a consumer's latitude of acceptance, the information presented must be perceived as coming from a credible source.

Q: Initial judgment theory 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.

Q: According to the balance theory, consistency in the triad (composed of observer, person, and object) is maintained when the multiplication of the signs in the sentiment and unit relations results in a negative value.

Q: The basic premise of balance theory is that consumers are motivated to maintain perceived consistency in the relations found in the triad (composed of observer, person, and object).

Q: In balance theory, unit relations are the relations between the observer (consumer) and the other elements in the system.

Q: The balance theory approach was introduced by psychoanalyst Sigmund Freud.

Q: The balance theory is based on the consistency principle.

Q: According to the elaboration likelihood model of persuasion, if the consumer is influenced more by peripheral cues than central cues, any resulting belief or attitude change will likely be enduring.

Q: According to the elaboration likelihood model of persuasion, nonproduct related information such as music or the imagery presented along with the message, are examples of central cues.

Q: According to the elaboration likelihood model (ELM), if a consumer is highly involved with a message, the peripheral route to persuasion will be followed.

Q: Attitude change tends to be relatively enduring when it occurs in the central route.

Q: Contradicting thoughts are known as negative arguments.

Q: According to the elaboration likelihood model, if the central route to persuasion is activated, the consumer develops a number of cognitive responses regarding the incoming message that may either support or contradict the information.

Q: The elaboration likelihood model (ELM) illustrates how consumers compare incoming information to their existing attitudes about a particular object or issue.

Q: According to the changing schema-based affect theory, if the affect found in a schema can be changed, then the attitude toward a brand will change as well.

Q: According to the behavioral influence approach to persuasion, behavior change can occur only if beliefs and attitudes are changed first.

Q: According to the ATO model of persuasion, changing beliefs would involve improving the belief rating for an attribute that is evaluated positively.

Q: Persuasion refers to specific attempts to change attitudes.

Q: Attitude auditing refers to the extent to which a company actively monitors its customers' attitudes over time.

Q: The theory of planned action expands upon the behavioral intentions model by including a subjective norm component.

Q: Attitude-behavior models tend to perform very well in impulse-buying situations.

Q: As the length of time between attitude measurement and overt behavior grows, the predictive ability of attitudinal models strengthens.

Q: The behavioral intentions model explicitly focuses on the consumer's attitude toward the object rather than the attitude toward the behavior of buying.

Q: The behavioral intentions model adds the subjective norm component that assesses the consumer's perceptions of what other people think they should do.

Q: The behavioral intentions model is sometimes referred to as the ATO model.

Q: Attitude-behavior consistency refers to the extent to which a strong relationship exists between attitudes and actual behavior.

Q: The ATO approach is known as a non-compensatory model.

Q: In the attitude-toward-the-object (ATO) model, the belief ratings (b) do not vary across the brands under consideration, while the evaluation ratings do.

Q: The attitude-toward-the-object (ATO) model combines information about a number of beliefs and evaluations pertaining to an object's attributes.

Q: The behavioral influence hierarchy suggests that some behaviors occur without either beliefs or affect being strongly formed beforehand.

Q: Impulse purchases are never motivated by feelings.

Q: In the high-involvement hierarchy, beliefs and feelings about products are formed first following which, the consumer decides whether or not to buy the product.

Q: The ego-defensive function of attitudes enables a consumer to protect him- or herself from information that may be threatening.

Q: The utilitarian function of attitudes works as a defense mechanism for consumers.

Q: The knowledge function of attitudes allows consumers to simplify decision-making processes.

Q: Buying a product because it delivers a specific benefit is an example of the value-expressive function of attitudes.

Q: According to the ABC approach to attitudes, the statement, "I really like my smartphone," is an example of the behavior component of attitude.

Q: Attitudes motivate people to behave in relatively consistent ways.

Q: Which of the following is a lifestyle analysis technique that uses 66 different segments as descriptors of individual households which are ranked according to socioeconomic variables? a. VALS b. CPM c. ANOVA d. PRIZM e. PERT

Q: PRIZM is based on the premise that people with similar backgrounds and means tend to live close to one another and emulate each other's behaviors and lifestyles. This is a _____ procedure. a. psychoanalytic b. demographic c. ethnographic d. social e. geodemographic

Q: _____ combine(s) data on consumer expenditures and socioeconomic variables with geographic information in order to identify commonalities in consumption patterns of households in various regions. a. Psychographic techniques b. Psychoanalytic techniques c. VALS d. Geodemographic techniques e. PRIZM

Q: Which of the following classifies consumers into eight distinct segments based on resources available to the consumer, as well as three primary motivations? a. PERT b. AIDA c. VALS 2 d. SIPOC e. PRIZM

Q: Psychographic analysis involves surveying consumers using _____, which are used to gain an understanding of consumers' activities, interests, and opinions. a. PERT tools b. Six Sigma methods c. ANOVA techniques d. CPM algorithms e. AIO statements

Q: Consumer lifestyles are measured using _____. a. demographics b. cost-benefit analysis c. psychographics d. geodemographics e. conjoint analysis

Q: Which of the following is true about consumer lifestyles? a. They are considered an important manifestation of social stratification. b. They are not influenced by culture, groups and individual processes. c. They are completely determined by personality. d. They have no effect on consumer purchase patterns. e. They remain the same across cultures.

Q: _____ refer(s) to the ways consumers live and spend their time and money. a. Lifestyles b. Demographics c. Personality d. Psychographics e. Geodemographics

Q: _____ refers to human characteristics that can be associated with a brand. a. Brand language b. Brand personality c. Brand architecture d. Brand identity e. Brand equity

Q: _____ is a relatively new approach to researching consumers and combines personality theory and motivation. a. Nomothetic approach b. Idiographic approach c. Single-trait approach d. Self-congruence approach e. Personology approach

Q: Which of the following approaches to personality assumes that some traits are specific (bargaining proneness), and others are more broad (extroversion)? a. Nomothetic perspective b. Hierarchical approach c. Five-level model d. Idiographic perspective e. Single-trait approach

Q: According to the five-factor model (FFM) approach, which of the following most aptly describes a conscientious consumer? a. Talkative b. Outgoing c. Creative d. Sympathetic e. Organized