3210 CHAPTER 7 QUESTIONS &
ANSWERS (RATED A+)
Affect - ANSWERThe way a consumer feels about an attitude object
Attitude - ANSWERA lasting, general evaluation of people (including oneself),
objects, or issues
Attitude Object (Ao) - ANSWERAnything toward which a person has an attitude,
whether tangible, such as a brand of vodka, or intangible such as drunk driving
Experiential Hierarchy Of Effects - ANSWERWe act on the basis of our emotional
reactions. This highlights the idea that intangible product attributes, such as package
design, advertising, brand names, and the nature of the setting in which the
experience occurs, can help shape our attitude towards the brand
Foot In The Door Technique - ANSWERBased on the observation that a consumer is
more likely to comply with a request if he or she has first agreed to a smaller request
Functional Theory Of Attitudes - ANSWERDeveloped to explain how attitudes
facilitate social behaviour. According to this pragmatic approach, attitudes exist
because they serve some functions for the person; that is, they are determined by a
person's motives
Basking In Reflected Glory - ANSWERConsumers often like to publicize their
connections with successful people organizations (no matter how shaky the
connection) to enhance their own standing
Behaviour - ANSWERAlso referred to as conation, involves the person's intentions to
do something with regard to an attitude object
Cognition - ANSWERThe beliefs a consumer has about an attitude object
Descriptive Norms - ANSWERNorms that convey information regarding what other
people commonly do. For example, an advertisement communicating that 85 percent
of residents are currently recycling
Hierarchy Of Effects - ANSWERAttitude researchers have developed this concept to
explain the relative impact of the three components. Each hierarchy specifies that
fixed sequence of steps occurs en route to an attitude
Injunctive Norms - ANSWERNorms that convey information regarding what is
commonly approved or disapproved of by others. An advertisement of others
approving recycling conveys
Attitude Toward The Act Of Buying (Aact) - ANSWERA focus on the perceived
consequences of a purchase
ANSWERS (RATED A+)
Affect - ANSWERThe way a consumer feels about an attitude object
Attitude - ANSWERA lasting, general evaluation of people (including oneself),
objects, or issues
Attitude Object (Ao) - ANSWERAnything toward which a person has an attitude,
whether tangible, such as a brand of vodka, or intangible such as drunk driving
Experiential Hierarchy Of Effects - ANSWERWe act on the basis of our emotional
reactions. This highlights the idea that intangible product attributes, such as package
design, advertising, brand names, and the nature of the setting in which the
experience occurs, can help shape our attitude towards the brand
Foot In The Door Technique - ANSWERBased on the observation that a consumer is
more likely to comply with a request if he or she has first agreed to a smaller request
Functional Theory Of Attitudes - ANSWERDeveloped to explain how attitudes
facilitate social behaviour. According to this pragmatic approach, attitudes exist
because they serve some functions for the person; that is, they are determined by a
person's motives
Basking In Reflected Glory - ANSWERConsumers often like to publicize their
connections with successful people organizations (no matter how shaky the
connection) to enhance their own standing
Behaviour - ANSWERAlso referred to as conation, involves the person's intentions to
do something with regard to an attitude object
Cognition - ANSWERThe beliefs a consumer has about an attitude object
Descriptive Norms - ANSWERNorms that convey information regarding what other
people commonly do. For example, an advertisement communicating that 85 percent
of residents are currently recycling
Hierarchy Of Effects - ANSWERAttitude researchers have developed this concept to
explain the relative impact of the three components. Each hierarchy specifies that
fixed sequence of steps occurs en route to an attitude
Injunctive Norms - ANSWERNorms that convey information regarding what is
commonly approved or disapproved of by others. An advertisement of others
approving recycling conveys
Attitude Toward The Act Of Buying (Aact) - ANSWERA focus on the perceived
consequences of a purchase
