Attitudes & Persuasion

Which of the following best defines an attitude?

• • A brief emotional response to a stimulus

• A lasting, general evaluation of people, objects, or issues

• A specific preference for a product or service

• A logical conclusion about consumer behavior

What is an attitude object (AO)?

• • The person evaluating the attitude

• Anything toward which one has an attitude

• • A specific behavior that reflects values

• • A tool for measuring opinions

Which theory explains that attitudes serve various purposes, like providing meaning or rewards?

• Balance Theory

• Cognitive Dissonance Theory

• Functional Theory of Attitudes

• Consistency Principle

What is the key focus of the knowledge function of attitudes?

• Gaining social approval

• Seeking order, structure, or meaning

• Avoiding internal threats

• Maximizing rewards

Which function of attitudes helps consumers express their values?

• Utilitarian function

• Ego-defensive function

• Knowledge function

• Value-expressive function

What does the ego-defensive function of attitudes primarily protect against?

• Criticism from others

• External threats or uncomfortable emotions

• Logical inconsistencies

• Poor decision-making

What is the primary goal of the consistency principle?

• • To align external threats with internal emotions

• • To maintain harmony among thoughts, feelings, and behaviors

• • To encourage rapid decision-making

• • To promote social conformity

Which function of attitudes helps individuals protect themselves from negative feelings?

• • Utilitarian

• • Knowledge

• • Ego-defensive

• • Value-expressive

Which persuasion technique involves starting with a large request and then offering a smaller one?

• • Low-ball technique

• • Reciprocity

• • Scarcity

• • Door-in-the-face technique

5. Why do consumers respond to the foot-in-the-door technique?

• • They feel committed after agreeing to a smaller request

• • They fear missing out on the offer

• • They prefer avoiding contradictions

• • They seek rewards for their behavior