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Consumers
Eric Arnould, University of Nebraska
George Zinkhan, University of Georgia
Linda Price, University of Nebraska

Attitude Models and Consumer Decision Making

Multiple Choice Quiz

Answer all the questions





1

_______________ are key internal factors that shape individual consumer choices.
A)Behaviors
B)Attitudes
C)Identifications
D)Preferences
E)Compliance's
2

_____________________ provide a description of how consumer information processing (including cognition's and emotions) influence consumer choice processes.
A)Noncompensatory models
B)Multiattritude attitude models
C)Attitude models
D)Fishbein model
E)Persuasion knowledge models
3

________________ are thoughts linking an object to some feature or characteristic.
A)Affect
B)Beliefs
C)Cognition
D)Attitude strength
E)Conjoint analysis
4

Which of the following is not a major function of attitudes:
A)value expressive
B)ego defensive
C)utilitarian
D)identification
E)knowledge
5

The ____________________________ refers to a consumer's central values or self-concept.
A)utility function
B)value-expressive function
C)knowledge function
D)preference function
E)relational function
6

In a Western cultural context, the ______________________ of attitude serves to protect the person from threats or internal feelings of threat.
A)ego-defensive function
B)constructive choice function
C)balance theory function
D)knowledge function
E)inference making function
7

________________ refers to the beliefs a consumer has about an attitude object.
A)Affect
B)Behavior
C)Cognition
D)Choice
E)Desire
8

According to the standard hierarchy, consumer choices come in the following order:
A)affect, cognition, then behavior
B)cognition, affect, then behavior
C)behavior, cognition, then affect
D)cognition, behavior, then affect
E)affect, behavior, then cognition
9

Which of the following is not one of the related processes through which attitudes are formed?
A)attention
B)compliance
C)identification
D)internalization
E)none of the above
10

An internal state of ___________________________ results when there is a discrepancy between behavior and attitude.
A)attitude strength
B)cognitive dissonance
C)persuasion
D)cognitive consistency
E)conjunctive rule
11

______________________ describes how people observe their own behavior and use these observations to shape their own attitudes.
A)Social judgment theory
B)Self-perception theory
C)Functional theory of attitudes
D)Expected utility theory
E)Utility functions
12

____________________ stipulates that people understand the world by matching up new stimuli with information that is already stored in memory.
A)Endowment effect theory
B)Behavioral intentions theory
C)Constructive choice processes theory
D)Social judgment theory
E)Satisficing decisions theory
13

_________________________ specify that consumers' attitudes about brands depend on the beliefs they have about a group of brand attributes.
A)Evoked set models
B)Choice models
C)Multi-attribute attitude models
D)Attitude models
E)Experiential hierarchy of effects models
14

The _________________________ is called the theory of reasoned action.
A)Fishbein model
B)Extended Fishbein model
C)Inference making model
D)Persuasion knowledge model
E)Relational heuristic model
15

________________ refers to an active attempt to change individual attitudes.
A)Persuasion
B)Attention
C)Awareness
D)Behavior
E)Compliance

Fill in the Blanks:



16

The ___________________________ advises that a salesperson should first ask a prospect for a small favor. Once the favor is granted, the salesperson can then proceed to ask for something larger (i.e., the sale).
A)inference making technique
B)foot-in-the-door technique
C)functional affects technique
D)utilitarian function technique
17

The ______________________ posits that consumers develop knowledge about persuasion and use this knowledge to respond to persuasion experiences.
A)persuasion knowledge model
B)conjunctive rule model
C)compensatory model
D)behavioral choice model
18

This model assumes that decision-makers are rational and that they have complete information.
A)multiattribute attitude model
B)elaboration likelihood model
C)social judgment theory
D)expected utility theory
19

A ___________________ is a general rule of thumb that consumers use to simplify a decision task.
A)value
B)desire
C)need
D)heuristic
20

____________________ enables consumers to make a choice without complete information by generalizing from the information they know.
A)List making
B)Inference making
C)Utility function
D)Preference making



21

Attitudes are important because they reflect what consumers think and feel.
A)True
B)False
22

The utilitarian function is based on wants and needs.
A)True
B)False
23

In many cultures, including the U.S. and Western Europe, consumers don't attempt to project their self-concept to the external world.
A)True
B)False
24

. An attitude can serve more than one function; but, typically, one function will dominate.
A)True
B)False
25

The term's "attitude" and "behavior" are synonymous.
A)True
B)False
26

The low-involvement hierarchy shares some elements in common with the standard hierarchy, but it specifies that consumer responses occur in a different order.
A)True
B)False
27

Although the experiential hierarchy is sometimes referred to as the do-feel-learn sequence, these kinds of consumer choices prove more difficult to de-compose into individual stages than is the case with products that are purchased following the standard hierarchy.
A)True
B)False
28

When consumers make decisions, they form attitudes about brands, but they do not form attitudes about products.
A)True
B)False
29

It is generally agreed that commercials have the potential to stimulate at least two kinds of positive emotions: pleasure and arousal.
A)True
B)False
30

When attitudes are internalized, typically though a more complex process than mere conditioning, they become part of a person's value system.
A)True
B)False




McGraw-Hill/Irwin