experiential | According to THIS hierarchy, the consumer considers purchases based on an attitude of hedonic consumption |
cognitive dissonance | theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors |
social judgment | theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information |
cognition | the first step in the standard learning hierarchy approach |
affect, behavior, and cognition | "A, B, Cs" of the ABC model of attitudes stand for |
self-perception | theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are |
knowledge | THIS function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning |
internalization | The highest level of involvement |
attitude | a lasting, general evaluation of people (including oneself), objects, advertisements, or issues |
low-involvement | THIS hierarchy assumes the consumer does not initially have a strong preference for one brand over another. |
value-expressive | attitude function that is associated with a focus on particular social identities and lifestyles |
persuasion | An active attempt to change attitudes |
supportive arguments | Most messages merely present one or more positive attributes about a product or reasons to buy it. |
peripheral | route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message |
permission marketing | form of marketing is based on the premise that a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him |
credibility and attractiveness | Two particularly important source characteristics |
Comparative advertising | a strategy in which a message compares two or more specifically named or recognizably presented brands and evaluates them in terms of one or more specific attributes |
cell phones | M-commerce most likely takes place through THESE |
learning and tedium | According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of |
source | the element in which the message originates |
When a person is confronted with inconsistencies among attitude or behavior he she will take action to restore consistency?
Chapter 8 Consumer Behavior - 12E.
Which attitude function is associated with a focus on particular social identities and lifestyles?
Consumer Behavior.
How do individuals seek consistency among their attitudes and between their attitudes and their behavior?
Research has generally concluded that people seek consistency among their attitudes and between their attitudes and their behavior. They do this by altering either the attitudes or the behavior or by developing a rationalization for the discrepancy.
What is the essence of cognitive dissonance theory?
Festinger's (1957) cognitive dissonance theory suggests that we have an inner drive to hold all our attitudes and behavior in harmony and avoid disharmony (or dissonance). This is known as the principle of cognitive consistency.