Consumer Attitude Formation and Change

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Questions and Answers

What is a key element of two-sided appeals in advertising?

  • Using a celebrity endorsement
  • Comparing with other brands
  • Presenting a perfect brand image
  • Admitting something negative about the sponsoring brand (correct)

What is the purpose of the 'but' part in two-sided appeals?

  • To provide an overriding argument for the brand's superiority (correct)
  • To decrease the credibility of the competing brand
  • To distract from the brand's weaknesses
  • To emphasize the negative aspect of the brand

What is the optimal level of fear in fear appeals?

  • A moderate level of fear to evoke an emotional response
  • A low level of fear to avoid people tuning it out (correct)
  • A high level of fear to scare people into action
  • No fear at all to avoid negative emotions

What is a requirement for fear appeals to be effective?

<p>Providing a way to avoid the feared stimulus (A)</p> Signup and view all the answers

What is the primary effect of humor in advertising?

<p>Gaining attention but not increasing persuasion (B)</p> Signup and view all the answers

What is a possible outcome of using comparative advertising?

<p>Increased sales for the sponsoring brand (D)</p> Signup and view all the answers

Why may comparative advertising backfire in certain cultures?

<p>Because it is perceived as unfair or disrespectful (D)</p> Signup and view all the answers

What is the Elaboration Likelihood Model (ELM) related to?

<p>The psychological processing of advertising messages (D)</p> Signup and view all the answers

Which method attempts to modify the significance of existing beliefs?

<p>Change the importance of beliefs (B)</p> Signup and view all the answers

Why did the petroleum industry's attempt to change consumer beliefs fail?

<p>Consumers were suspicious and rejected the information (B)</p> Signup and view all the answers

Why is it generally challenging to change strongly held beliefs?

<p>Because people are resistant to changing beliefs they strongly hold (B)</p> Signup and view all the answers

What approach is used if there is minimal conflict with existing beliefs?

<p>Add beliefs (A)</p> Signup and view all the answers

Which approach involves strengthening a belief that already favors a cause?

<p>Change the importance of beliefs (A)</p> Signup and view all the answers

What risk is associated with attempting to change ideals?

<p>It is very risky and often unsuccessful (D)</p> Signup and view all the answers

What example illustrates changing the importance of a belief related to health?

<p>Stating that replacing iron lost through menstruation is important (A)</p> Signup and view all the answers

What describes a successful strategy used by the beef industry?

<p>Adding beliefs about convenience and creativity in dishes (B)</p> Signup and view all the answers

What is a common strategy to link a product to a positive image?

<p>Pair it with a beautiful woman (B)</p> Signup and view all the answers

What is the main emphasis of Energizer Bunny advertisements?

<p>The likable bunny (D)</p> Signup and view all the answers

What effect describes the situation where products are liked more the often they are advertised?

<p>Mere exposure effect (B)</p> Signup and view all the answers

How can advertisers ensure continued use of their product?

<p>Provide better shelf space (D)</p> Signup and view all the answers

What is the disadvantage of using temporary price discounts to attract customers?

<p>Consumers may switch to other discounted brands (D)</p> Signup and view all the answers

What is a potential benefit of creating a warm, fuzzy image for a brand?

<p>Enhanced brand preference (B)</p> Signup and view all the answers

What makes it difficult to change consumer beliefs?

<p>Consumer resistance to belief changes (A)</p> Signup and view all the answers

Why might a brand prefer better shelf space over offering discounts to attract customers?

<p>It avoids deal-based purchase justifications (D)</p> Signup and view all the answers

What is one source of attitude formation for consumers?

<p>Experience (A)</p> Signup and view all the answers

Why might a consumer not act consistently with their attitudes?

<p>Measurement problems (B)</p> Signup and view all the answers

Which factor might prevent a student from buying a pick-up truck they like?

<p>Competing demands for resources (C)</p> Signup and view all the answers

How can social influence affect consumer behavior?

<p>It can deter certain behaviors (C)</p> Signup and view all the answers

What might make changing consumer attitudes particularly difficult?

<p>Consumers suspecting a self-serving agenda (C)</p> Signup and view all the answers

Which personality factor is mentioned as having a role in attitude formation?

<p>Need for cognition (B)</p> Signup and view all the answers

What is one strategy to change consumer attitudes?

<p>Classical conditioning (C)</p> Signup and view all the answers

Why might consumers provide unreliable answers in market research?

<p>They do not consciously set out to enumerate their attitudes (C)</p> Signup and view all the answers

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