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?

Responses do not change significantly over time. Signup and view all the answers

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

It signifies an inclination shaped by learning about an object. Signup and view all the answers

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

An inclination or tendency to act based on thoughts or feelings. Signup and view all the answers

Which component comes first in the learning hierarchy of attitude?

Cognition (belief) Signup and view all the answers

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

Primarily rational choices Signup and view all the answers

In the emotional hierarchy, which component occurs first?

Affect Signup and view all the answers

What does connotation represent in the context of attitudes?

An instruction or intention to act in the future. Signup and view all the answers

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

They are expectations about an object's qualities. Signup and view all the answers

How do feelings influence consumers according to the ABC model?

They help in forming brand preferences. Signup and view all the answers

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

Action is taken first, followed by feelings and thoughts. Signup and view all the answers

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

Intention to purchase or use the product. Signup and view all the answers

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

By establishing an emotional connection first. Signup and view all the answers

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

Make it convenient for consumers to purchase Signup and view all the answers

Which function of market exchanges helps protect self-esteem?

Ego defense Signup and view all the answers

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

Attitudes are formed based on weighted desirability of outcomes. Signup and view all the answers

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

Cognitive Route Signup and view all the answers

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

Creating an emotional connection with the brand Signup and view all the answers

How do marketers typically stimulate low involvement purchases?

Using attractive product displays Signup and view all the answers

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

A favorable attitude toward the new brand Signup and view all the answers

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

Cognitive dissonance Signup and view all the answers

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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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.