Test bank consumer behavior 10e schiffman kanuk chapter 08

A the industry leader B a major competitor of the leader C a small start-up business D a large firm in a small industry E a company with significant consumer goodwill Answer: B Diff: 3 P

Consumer Behavior, 10e (Schiffman/Kanuk)

Chapter 8 Consumer Attitude Formation and Change

1) In a consumer behavior context, are learned predispositions to behave in a

consistently favorable or unfavorable way with respect to a given object

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4) Which of the following is true of attitudes and their relationship with behavior?

A) Attitudes are permanent, but the behaviors they reflect change over time

B) Consumers always demonstrate consistency between their attitudes and their behaviors.C) There is no demonstrable link between attitudes and behavior

D) When consumers are free to act as they wish, we anticipate that their actions will be

consistent with their attitudes

E) Attitude change is always followed by behavior change

Answer: D

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AACSB: Reflective Thinking

Skill: Application

Objective: 8.1: Understand what attitudes are, how they are learned, as well as their nature and characteristics

5) According to the , attitudes consist of three major components: a cognitive

component, an effective component, and a conative component

A) dual mediation model

B) tricomponent attitude model

7) The component of the tricomponent attitude model includes a consumer's emotions

or feelings about a particular product or brand

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10) is concerned with the likelihood or tendency than an individual will undertake a specific action or behave in a particular way with regard to the attitude object

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A) Cognitive dissonance theory

B) Buyer intention scales

13) portray consumers' attitudes with regard to an attitude object as a function of consumers' perceptions and assessment of the key attributes or beliefs of that object

A) Multiattribute attitude models

B) Functional models

C) Dual mediation models

D) Cognitive dissonance theories

E) Tricomponent attitude models

Answer: A

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A) tricomponent attitude models

B) buyer intention scales

B) communication messages the consumer receives

C) the presence or absence of certain product-specific beliefs or attitudes

D) the consumer's intention to behave in a certain way

E) consumers' subjective norms

16) Microsoft wants to measure public attitudes toward the default media-playing software included in its Windows operating system Which of the following types of multiattribute attitudemodels would be most appropriate for Microsoft to use?

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Skill: Application

Objective: 8.1: Understand what attitudes are, how they are learned, as well as their nature and characteristics

19) According to the , to understand consumers' intentions we also need to measure thesubjective norms that influence an individual's intention to act.

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Skill: Application

Objective: 8.1: Understand what attitudes are, how they are learned, as well as their nature and characteristics

22) Which of the following are considered to be underlying factors that are likely to produce a subjective norm?

A) conative predispositions and cognitions

B) normative beliefs and motivation to comply with relevant others

C) affective predispositions toward the behavior and motivation to comply with others

D) intrinsic and extrinsic attributions

E) intention and normative beliefs

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25) In the theory of trying to consume, the consumer's attempts to consume may be a result of or impediments that prevent the desired action or outcome

A) he is more likely to buy the product

B) he is less likely to buy the product

C) he is less likely to encounter environmental impediments to consumption

D) his like or dislike has no relevance to their likelihood of purchasing the product

E) he is more likely to attribute satisfaction with the product internally

Answer: A

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28) The primary means by which attitudes toward goods and services are formed is through

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31) Direct marketing efforts have an excellent chance of favorably influencing target consumer's attitudes because

A) direct marketing is favorably looked upon

B) the mass scale of direct marketing makes it a dominant player

C) the products and services offered are highly targeted to the individuals' needs and concerns D) Internet advertising is too cluttered

E) direct marketing is more likely to result in external attribution of positive experiences with theproduct to the product itself

A) direct experience; indirect experience

B) internal attribution; external attribution

C) utilitarian function; knowledge function

D) cognition; emotions

E) direct marketing; niche marketing

Answer: A

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AACSB: Reflective Thinking

Skill: Concept

Objective: 8.3: Understand how experience leads to the initial formation of consumer-related attitudes

33) Consumers who have a high need for cognition are likely to

A) form positive attitudes in response to ads that feature an attractive model or a celebrity B) form a positive attitude in response to ads or direct mail that are rich in product-related information

C) form negative attitudes towards ads that are rich in product information

D) feel neutral towards ads that feature attractive models or product information

E) feel neutral toward ads that are rich in product-related information

34) Which of the following types of companies is most likely to go after an attitude change market strategy?

A) the industry leader

B) a major competitor of the leader

C) a small start-up business

D) a large firm in a small industry

E) a company with significant consumer goodwill

Answer: B

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AACSB: Reflective Thinking

Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

35) Ben has a positive attitude toward Nova Hiking Gear because a pair of Nova hiking boots he owns have proven to be very durable and to provide good support during long hikes Ben has formed this attitude based on the boots'

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

36) With its slogan "Because self-confidence is priceless," Iron Band Deodorant is trying attract customers by emphasizing the brand's

37) Ads for cosmetics and personal care products acknowledge the fact that people want to protect their self-images from inner feelings of doubt This is consistent with which basic motivational functions?

A) the ego-defensive function

B) the knowledge function

C) the utilitarian function

D) the value-expressive function

E) the intention function

Answer: A

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Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

38) If a consumer segment generally holds a positive attitude toward owning the latest designer jeans, then that segment's attitude toward new brands of designer jeans are likely to reflect that orientation This is an example of the of attitude

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

39) An example of the function of motivation is for Crest to point out how its new toothbrush is superior to all other toothbrushes in controlling gum disease by removing more plaque

40) Tom is looking to lose weight by cutting carbohydrates out of his diet, particularly from regular sodas, but has a negative attitude towards diet sodas and does not drink them because he believes they do not taste as good What strategy can a company use to ensure Tom that their diet tastes just like regular?

A) changing the relative evaluation of attributes

B) associating the product with a special group, event or cause

C) changing the basic motivational function

D) changing consumer beliefs about competitor brands

E) changing consumers' subjective norms

Answer: A

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Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

41) Which of the following is true of consumer brand beliefs in the context of changing

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Skill: Concept

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

42) When HP challenges the notion that computers do not have to be difficult to use by stating that their product "is as simple as duh," it is altering a component of the multiattribute model to change attitudes Which attitude change strategy is it using?

A) changing the relative evaluation of attributes

B) changing brand beliefs

C) adding an attribute

D) changing the overall brand rating

E) changing consumers' subjective norms

Answer: B

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Skill: Application

43) If Yoplait decides to point out that their yogurt has more potassium than a banana, which strategy of attitude change are they following?

A) changing the relative evaluation of attributes

B) changing brand beliefs

C) adding an attribute

D) changing the overall brand rating

E) changing consumers' subjective norms

A) changing the relative evaluation of attributes

B) changing brand beliefs

C) adding an attribute

D) changing the overall brand rating

E) changing consumers' subjective norms

A) changing the relative evaluation of attributes

B) changing brand beliefs

C) changing beliefs about competitor brands

D) changing the overall brand rating

E) changing consumers' subjective norms

Answer: C

Diff: 2 Page Ref: 249

AACSB: Analytic Skills

Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

46) The Elaboration Likelihood Model proposes that consumers' attitudes are changed by two distinctly different routes to persuasion: _ routes and _ routes

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Skill: Concept

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

47) When consumers are willing to exert the effort to comprehend, learn, or evaluate the

available information about the attitude object, learning and attitude change occur via the

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

48) When a consumer's motivation or assessment skills are low, learning and attitude change tend

to occur via the to persuasion

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Skill: Concept

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

49) The acknowledges the possibility that the central route to persuasion can be influenced by a peripheral cue

A) multiattribute attitude model

B) tricomponent attitude model

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

50) According to , discomfort occurs when a consumer holds conflicting thoughts about a belief or an attitude object

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AACSB: Reflective Thinking

Skill: Application

Objective: 8.5: Understand how consumers' attitudes can lead to behavior and how behavior canlead to attitudes

52) In order to reduce , consumers can rationalize their purchase decision as being wise, seek out advertisements that support their choice, try to "sell" friends on the positive features of the brand, or look to known satisfied owners for reassurance

55) If a student observes that she routinely purchases the Des Moines Register on her way to class, she is apt to conclude that she like the Des Moines Register This is an example of how the helps make inferences about one's behavior.

A) elaboration likelihood model

58) Someone who donates $10 to Amnesty International might be persuaded to donate a much larger amount when properly approached because that person may decide that he or she is the kind of person who makes such charitable donations This demonstrates the basic premise of the

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A) distinctiveness

B) consistency over time

C) consistency over modality

CAR MINI CASE: Carl is looking to buy a new car because he needs more space for driving his kids to and from their after-school activities and for transporting all their gear His wife has suggested that the family buy a station wagon, but Carl has a negative attitude toward station wagons because he feels that they are "Mom-mobiles" that consign their drivers to a life of car pools and PTA meetings He then sees an ad for Subaru with a beautiful outdoor setting and attractive young people using a Subaru station wagon The voice-over discusses the physical attributes of the car and the demographics of its owners After seeing a Subaru ad portraying its station wagon as a trendy automotive option for exciting young people looking for more cargo room than a sedan and better fuel-efficiency than an SUV, Carl finds himself to be much more enthusiastic about his wife's station wagon suggestion He purchases a Subaru, but later begins thinking that he probably should have purchased a Volvo for its reputation of greater safety.

60) In the CAR MINI CASE, Carl's initial attitude toward station wagons is best described by which of the following multiattribute attitude models?

Objective: 8.2: Understand the composition and scope of selected models of attitudes

61) In the CAR MINI CASE, Subaru's method for changing Carl's attitude is an example of ?

A) changing the relative evaluation of attributes

B) changing brand beliefs

C) adding an attribute

D) changing the overall brand rating

E) changing consumers' subjective norms

Answer: B

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AACSB: Analytic Skills

Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

62) In the CAR MINI CASE, Subaru's advertising most closely adheres to the

A) elaboration likelihood model

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AACSB: Reflective Thinking

Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

63) In the CAR MINI CASE, Carl's reconsideration of brand choice after he buys a Subaru constitutes

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to change attitudes toward station wagons

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Skill: Application

Objective: 8.4: Understand the various ways in which consumers' attitudes are changed

COFFEE MINI CASE: Linda is a heavy coffee drinker and a friend recommends that she try Sunrise Coffee, a new coffee house in town, because it sells delicious coffee Linda replies that she really prefers to drink her coffee in the peace and quiet of her own home One morning, Linda is running late and doesn't have time to make herself a cup of coffee, so she stops by Sunrise and is greeted by a cheerful staff and a great-tasting coffee, all of which put Linda in a good mood Upon arriving at work, a co-worker comments on her alert, up-beat attitude that morning Linda replies that it must be the great weather that day, sunshine after a week of solid rain The following morning, Linda recalls what a pleasant experience she had at Sunrise and decides to go again.

65) In the COFFEE MINI CASE, Linda's friend has a positive attitude toward Sunrise coffee as aresult of which of the following multiattribute attitude models?

Objective: 8.2: Understand the composition and scope of selected models of attitudes

66) In the COFFEE MINI CASE, Linda's initial resistance to the idea of trying Sunrise Coffee arises from which of the following multiattribute attitude models?

Objective: 8.2: Understand the composition and scope of selected models of attitudes

67) In the COFFEE MINI CASE, Linda attributes her upbeat attitude and alertness to the change

in the weather This is an example of