Psychology Chapter on Attitudes and Responses
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Questions and Answers

What does it mean when it is stated that attitudes are learned?

  • Attitudes are solely influenced by societal norms.
  • Attitudes are instinctual behaviors.
  • Attitudes are acquired through experience or information. (correct)
  • Attitudes are inborn traits that cannot be changed.

Which statement best describes the 'object' of an attitude?

  • The object is determined by social interactions exclusively.
  • The object of an attitude can be anything, including brands and movies. (correct)
  • The object is primarily limited to companies and organizations.
  • The object can only be a product.

How do attitudes influence responses towards objects?

  • Attitudes only affect our responses when under extreme emotional stress.
  • Attitudes may lead to random responses that vary day-to-day.
  • Attitudes do not have any impact on behavior.
  • Attitudes consistently guide how we act toward certain objects. (correct)

What does it mean that attitudes cause consistent responses?

<p>Responses do not change significantly over time. (A)</p> Signup and view all the answers

What is meant by the term 'predisposition' in the context of attitudes?

<p>It signifies an inclination shaped by learning about an object. (A)</p> Signup and view all the answers

What does predisposition refer to in the context of consumer behavior?

<p>An inclination or tendency to act based on thoughts or feelings. (C)</p> Signup and view all the answers

Which component comes first in the learning hierarchy of attitude?

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

What type of products typically require providing extensive knowledge to consumers?

<p>Primarily rational choices (C)</p> Signup and view all the answers

In the emotional hierarchy, which component occurs first?

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

What does connotation represent in the context of attitudes?

<p>An instruction or intention to act in the future. (A)</p> Signup and view all the answers

What role do beliefs play in the ABC model of attitude?

<p>They are expectations about an object's qualities. (A)</p> Signup and view all the answers

How do feelings influence consumers according to the ABC model?

<p>They help in forming brand preferences. (C)</p> Signup and view all the answers

Which of the following best describes low involvement hierarchy in consumer behavior?

<p>Action is taken first, followed by feelings and thoughts. (D)</p> Signup and view all the answers

What is indicated by having a positive attitude towards a product?

<p>Intention to purchase or use the product. (D)</p> Signup and view all the answers

How can marketing emotional products, like wedding gowns, effectively attract consumers?

<p>By establishing an emotional connection first. (A)</p> Signup and view all the answers

What is the primary objective when marketing extremely low involvement products?

<p>Make it convenient for consumers to purchase (A)</p> Signup and view all the answers

Which function of market exchanges helps protect self-esteem?

<p>Ego defense (C)</p> Signup and view all the answers

What does the Theory of Reasoned Action suggest about consumer attitudes?

<p>Attitudes are formed based on weighted desirability of outcomes. (C)</p> Signup and view all the answers

Which route to attitude molding focuses on convincing consumers through information?

<p>Cognitive Route (B)</p> Signup and view all the answers

What is a key strategy in the Affective Route to attitude molding?

<p>Creating an emotional connection with the brand (B)</p> Signup and view all the answers

How do marketers typically stimulate low involvement purchases?

<p>Using attractive product displays (A)</p> Signup and view all the answers

What is the result of successfully shaping consumer attitude towards a new brand?

<p>A favorable attitude toward the new brand (B)</p> Signup and view all the answers

Which of the following is NOT one of the functions in market exchanges?

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

Flashcards

Attitudes are learned

Attitudes are not innate; they are formed through experiences and information gathered throughout life.

Attitude Object

The specific thing or entity that an attitude is directed towards. It can be a product, brand, person, or even an abstract concept.

Attitudes influence responses

Attitudes drive our actions and behaviors. They determine how we react to objects or situations.

Consistency in attitude responses

Our reactions to an attitude object tend to be consistent over time, even in different situations.

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Attitudes are predispositions

An attitude is a tendency or inclination towards a specific object, formed by our past experiences and information.

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Low Involvement Products

Products that require minimal thought or effort from the consumer during the purchase decision. Consumers may not conduct extensive research or consider many options.

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Utilitarian Function of Attitude

The attitude object provides practical benefits or solves a specific problem. It's about functionality and usefulness.

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Value Expressive Function of Attitude

The attitude object reflects the consumer's personal values, beliefs, and self-image. It communicates who they are.

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Knowledge Function of Attitude

The attitude object reduces uncertainty and provides information or understanding. It helps consumers feel more informed.

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Ego Defensive Function of Attitude

The attitude object protects the consumer's self-esteem or ego. It helps them feel good about themselves.

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Cognitive Route to Attitude Molding

Influencing attitudes by providing information and creating associations between the product and desirable qualities. It's about convincing the consumer.

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Affective Route to Attitude Molding

Influencing attitudes by appealing to emotions and creating positive associations. It's about charming the consumer.

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Shaping Consumer Attitudes

The process of influencing and modifying consumer attitudes towards a product or brand. It involves creating favorable perceptions and associations.

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Predisposition

A pre-existing tendency or inclination to act in a certain way towards an object, influenced by beliefs, feelings, and past experiences.

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Action In Waiting

An attitude is a predisposition to act, like a seed waiting to sprout. It represents potential behavior that might be triggered by the right circumstances.

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ABC Model of Attitude

A framework explaining attitudes by breaking them down into three core components: Affect (feelings), Behavior (actions), and Cognition (beliefs).

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Belief

An expectation about the properties or qualities of an object. It's a thought or statement, not a feeling.

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Brand Belief

A belief about a specific brand's attributes or qualities. It links the brand to a property or outcome.

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Affect

An emotional response to an object, either positive or negative. Think of it as 'feeling' or 'emotion'.

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Connotation

An internal instruction or a memory that triggers an action, purchase, or behavior whenever the right situation arises.

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Attitude Hierarchy

The order in which the three components of attitude (Affect, Behavior, Cognition) influence each other.

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Learning Hierarchy

The order of attitude formation where beliefs come first, leading to feelings, which then drive actions.

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Emotional Hierarchy

The order of attitude formation where feelings come first, influencing actions, followed by thoughts.

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Study Notes

Consumer Attitudes: Know-Feel-Do Models

  • Attitudes are learned predispositions to respond to an object consistently (favorable or unfavorable).
  • Attitudes are not innate; they are acquired through experiences and information.
  • Attitudes are targeted towards specific objects or classes of objects (e.g., brands, products, companies, movies).
  • Attitudes cause responses to objects, influencing actions and behaviors.
  • Responses resulting from attitudes are usually consistent over time.
  • Predisposition refers to an inclination or tendency toward a specific action regarding an object.

Elements of Attitudes

  • Learned: Attitudes are not inherent but developed through experience.
  • Targeted: Attitudes are focused on specific objects or classes of objects.
  • Causal: Attitudes are the reason behind responses and actions toward objects.
  • Consistent: Responses stemming from attitudes are generally consistent over time.
  • Predispositional: Attitudes represent an individual's inclination towards an object.

Predisposition

  • Implies a pre-existing inclination, thought, opinion, evaluation, or feeling about an object.
  • Implies a future action regarding that object.

ABC Model of Attitude

  • Beliefs (Knowledge): Expectations about a product or object's qualities.
  • Emotions (Affect): Feelings or emotional responses to an object.
  • Conation (Actions): Intended or realized behavior related to an object.

Attitude Hierarchies

  • High Involvement: Think, feel, act
  • Low Involvement: Act, feel, think
  • Emotional: Feel, act, think

Functions of Attitudes in Market Exchanges

  • Utilitarian: Attitudes are directed towards usefulness or practicality.
  • Value Expressive: Attitudes reflect personal values and beliefs.
  • Knowledge: Attitudes reduce uncertainty by aiding in understanding.
  • Ego Defense: Attitudes protect self-esteem.

Theory of Reasoned Action (TORA):

  • Attitude toward an object is influenced by anticipated consequences, weighted by desirability.

Multi-Attribute Attitude Model

  • Brand attitude is based on brand beliefs evaluated by their consequences.

Shaping Consumer Attitudes

  • Marketers can shape attitudes using various strategies, including forming associations and appealing to emotions.
  • Cognitive Route: forming beliefs about a product or service.
  • Affective Route: creating emotional connections with a product or service.
  • Conative Route: encouraging actions like trying a new product or buying.

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Related Documents

Consumer Attitudes (Ch. 6) - Buyer Behavior PDF

Description

This quiz explores the concept of attitudes in psychology, focusing on how they are learned, the objects of attitudes, and their influence on responses. It also addresses the idea of predisposition in relation to consistent responses. Test your understanding of these fundamental psychological concepts.

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