Professional Documents
Culture Documents
Test Bank
Visit to download the full and correct content document:
https://testbankdeal.com/download/consumer-behavior-2nd-edition-kardes-test-bank/
1. Nonevaluative judgments are referred to as beliefs.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
4. "These potato chips are very salty." This statement is an example of an attitnde.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
5. For some consumers, clothing style is more important than function, and taste is more important than healthiness.
These opinions are examples of beliefs related to the importance of product attributes.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
6. Search attributes are attributes that can be judged or rated only by using a product.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
7. Experience attributes are attributes that can be judged or rated only by using a product.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
8. Credence attributes are attributes that can be judged or rated by simply examining a product without necessarily
buying it.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.15.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
10. Likert scales should not be used to measure beliefs.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Research
KEYWORDS: Bloom's: Knowledge
11. Beliefs and attitudes can be measured on semantic differential scales, which are bipolar adjective scales.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Research
KEYWORDS: Bloom's: Knowledge
12. Belief measurement scales focus on specific attributes and specific benefits, but attitude scales are general and
evaluative.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Research
KEYWORDS: Bloom's: Knowledge
13. Descriptive beliefs, informational beliefs, and inferential beliefs are all major types of beliefs discussed in your
readings.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
14. Descriptive beliefs are based on direct experience with a product or what we directly see, hear, or experience.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
15. Informational beliefs are beliefs that go beyond the information given.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
16. Informational beliefs are beliefs based on indirect experience or what other people tell us.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
17. A heuristic is an assumption or conclusion that goes beyond the given information.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
18. Consumer inferences about products can be based on perceived correlations about product attributes, or based on
overall evaluations of products, or based on prior knowledge.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
19. All attitudes have direction and extremity.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
22. Torn like to jog. He enjoys this type of recreation and is always interested in hearing about new products related to
running. Torn has situational involvement.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.15.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
24. The theory of reasoned action suggests that beliefs are combined additively to form attitudes.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
25. The theory of reasoned action suggests marketers can change consumers' attitudes by changing their beliefs or
evaluations about product attributes.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
26. According to the theory of reasoned action, consumers use their attitudes and subjective norms to form purchase
intentions.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
27. The theory of reasoned action is no longer popular because researchers have found that subjective norms, social
rules for behavior, do not influence consumer purchase intentions.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
28. The theory of reasoned action uses a weighted average model to determine how beliefs are combined to form
attitudes.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.15.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
29. The weights used in the information integration theory model always sum to one.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.15.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
30. The information integration theory, which relies on averaging, implies that less is more.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.15.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
31. With information integration theory, adding attributes guarantees higher overall attitudes.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
32. The elaboration likelihood model and the expectancy-value model are the most famous examples of dual process
models of persuasion.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
33. The elaboration likelihood model emphasizes that there is one route to persuasion.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
35. The central route to persuasion requires very little thinking.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
ANSWER: True
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
37. The systematic route and the central route are synonymous.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
38. In the heuristic/systematic model of persuasion, if the two routes of persuasion point to opposite conclusions, the
heuristic route overrules the systematic route to persuasion.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
39. When involvement is high and when the consumer has the time and knowledge required to think about the message,
consumers are likely to follow the systematic route to persuasion.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
40. In the heuristic/systematic model of persuasion, if a person follows the heuristic route but then is not confident that
their attitude is correct, they think more carefully using the systematic route.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
41. According to your reading, most charities these days do not embrace or engage marketing principles of persuasion.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Ethical and Legal Understanding and Reasoning Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
42. Sally just bought a car. Since then she has avoided going by car lots that sell other cars she had considered, and she
avoids reading the car advertisements. Sally has nondirectional motivation.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.15.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.15.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
44. Two-sided messages that discuss the pros and cons of an advertised product are most effective for knowledgeable
consumers.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.15.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
45. Expert sources are more effective when the message is simple, but attractive sources are more effective when the
message is complex.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
46. Emotional messages are most effective when consumers are unlikely to think carefully.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
47. Persuasion tends to be most effective when the likelihood of receiving and comprehending a message and the
tendency to counterargue are both high.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
48. Which of the following statements about beliefs is false?
a. Beliefs are evaluative judgments or ratings about product attributes and/or benefits.
b. Beliefs can capture consumers' assessments about a specific relationship between a brand and an attribute or
benefit.
c. "Mary's eyes are very blue" is an example of a belief.
d. Beliefs can entail assessments of likelihood or probability.
e. Beliefs can serve as the basis for attitudes.
ANSWER: a
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
ANSWER: c
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
50. Which of the following is not a major type of product attribute?
a. Consumption attributes
b. Search attributes
c. Credence attributes
d. Experience attributes
e. All of the above are major types of product attributes.
ANSWER: a
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
51. are attributes that can be judged or rated by examining a product without necessary using or buying it.
a. Consumption attributes
b. Search attributes
c. Credence attributes
d. Experience attributes
e. Information attributes
ANSWER: b
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
52. are attributes that can be judged or rated only by using the product.
a. Consumption attributes
b. Search attributes
c. Credence attributes
d. Experience attributes
e. Information attributes
ANSWER: d
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
53. Mary is grocery shopping. She sees a display for a new type of garlic-flavored cracker with free samples of the
product sitting on a stand. Interested in the product, Mary samples the cracker. She likes the garlicky taste and
crunch. Mary is experiencing what type of product attribute?
a. Consumption attributes
b. Search attributes
c. Credence attributes
d. Experience attributes
e. Information attributes
ANSWER: d
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
54. Which of the following is not a major type of belief?
a. Descriptive beliefs
b. Informational beliefs
c. Inferential beliefs
d. Expectancy beliefs
e. All of the above are major types of beliefs.
ANSWER: d
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
55. A is an assumption and/or conclusion that goes beyond the given information.
a. subliminal perception
b. inference
c. projection
d. heuristic
e. None of the above is correct.
ANSWER: b
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
56. A is a belief based on direct experience with a product.
a. descriptive belief
b. credence belief
c. projection belief
d. informational belief
e. inferential belief
ANSWER: a
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
57. A is a belief based on indirect experience based on what other people tell us.
a. descriptive belief
b. credence belief
c. projection belief
d. informational belief
e. inferential belief
ANSWER: d
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
58. Mark believes that the calculus class he is goiug to have to take next semester is going to be extremely difficult
because all of his roommates have taken it and have told him that the class is very difficult. Mark has developed
what type of belief?
a. Descriptive belief
b. Credence belief
c. Projection belief
d. Informational belief
e. Inferential belief
ANSWER: d
POINTS: 2
DIFFICULTY: Challengiug
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thiu- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thiukiug Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
59. Bill is in the market for a new oven for his horne. He compares several models at the store. He concludes that the
new Electrolux Oven must be the highest quality oven on the market siuce it is the most expensive. Bill has
developed what type of belief?
a. Descriptive belief
b. Credence belief
c. Projection belief
d. Informational belief
e. Inferential belief
ANSWER: e
POINTS: 2
DIFFICULTY: Challengiug
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thiu- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thiukiug Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
60. Mary is extremely pretty, but most people think she is also very kind, and funny, and smart; people just seem to like
her. Mary may be the fortunate recipient of what type of effect based on inferential belief?
a. Just-noticeable-difference effect
b. Positive association effect
c. Expectancy-value effect
d. Halo effect
e. Devil effect
ANSWER: d
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
ANSWER: c
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
62. Which model suggests that attitudes are not always formed strictly from beliefs?
a. The theory of reasoned action
b. Information integration theory
c. Zanna and Rempel's model
d. The expectancy-value model
e. All of the above models suggest attitudes are always formed from beliefs.
ANSWER: c
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
63. According to your featured reading on measuring attitudes and beliefs, what kind of question is the following?
Disagree 1 2 3 4 5 6 Agree
a. Likert scale question measuring an attitude
b. Likert scale question measuring a belief
c. Open-ended question measuring an attitude
d. Semantic differential question measuring a belief
e. Semantic differential question measuring an attitude
ANSWER: a
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Research
KEYWORDS: Bloom's: Comprehension
64. Beliefs and attitudes can both be measured on , which are bipolar adjective scales.
a. Iikert scales
b. semantic differential scales
c. open-ended scales
d. dichotomous scales
e. projective scales
ANSWER: b
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Business Knowledge and Analytic Skills
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Research
KEYWORDS: Bloom's: Knowledge
ANSWER: c
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
66. Kelly cooks gourmet meals regularly. She really enjoys this form of relaxation so she is always interested in new
cooking-related products. Kelly has:
a. situational involvement
b. fundamental involvement
c. enduring involvement
d. temporal involvement
e. proximal involvement
ANSWER: c
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
67. Consider the equation presented in your readings for the theory of reasoned action: A7 be. In this equation, what
does the term b refer to?
a. The belief that the product has a given attribute
b. The basic attitude
c. The evaluation of each attribute
d. The importance weight of each attribute
e. None of the above is correct.
ANSWER: a
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
Amtudes
D.lids Punha e
Subjective
Norms
.WSWER: b
POINTS: 2
DIFFICULTY: Mcdemte
LEARNING OBJECTIVE:X COBE.KARD.I5D8.03-08.03
N.MIONM. ST.AND.ARDS: Un..d S ,...,- BUSPROG:Reflective Thin- BUS PROG: Analytic
STATE ST.AND.ARDS: Un..dSt...s -NONE-DISC: hldivW.a!Dynamics -Inlividuali)ynamics
TOPICS: AACSB Reflective '1'11WkSlcills
CB&C Model Customer
KEYWORDS: Blooms: Kllo.vledge
fB. Considerfre equalionpresemd inycurteadll\gs forthe imOnna.tionin tationfreoey: A=?\&.. Inthis equ.a.ticm,
what does the tenn refer to?
a.. Thebelief that fre ptoductlw a.givena.ttribu
b. Thebasic attitude
c. The evalua.tionofeacha.ttnbu
d. The importance weiglt ofeacha.tb::lbute
e. None of the above is comet.
.WSWER: c
POINTS: 2
DIFFICULTY: Mcdemte
LEARNING OBJECTIVE:X COBE.KARD.I5D8.03-08.03
N.MIONM. ST.AND.ARDS: Un..d S ,...,- BUSPROG:Reflective Thin- BUS PROG: Analytic
STATE ST.AND.ARDS: Un..dSt...s -NONE-DISC: hldivW.a!Dynamics -Inlividuali)ynamics
TOPICS: AACSB Reflective '1'11WkSlcills
CB&C Model Customer
KEYWORDS: Blooms: Kllo.vledge
70. Information integration theory suggests that beliefs are combined to form attitudes.
a. additively
b. multiplicatively
c. using a weighted average
d. randomly
e. by power of elimination
ANSWER: c
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
ANSWER: d
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
72. Which of following statements about dual-process models of persuasion is false?
a. The elaboration likelihood model is the most famous example of a dual-process model of persuasion.
b. The elaboration likelihood model suggests there is one primary route to persuasion and a second route for
counterarguing.
c. The peripheral route is considered a low involvement route.
d. The systematic route is considered a high involvement route.
e. The systematic route and the central routes are synonymous.
ANSWER: b
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
NOTES: Bloom's: Comprehension
73. Three different university students are exposed to a television advertisement for a new Apple computer. The
advertisement contains detailed information about the computer, along with a catchy jingle:
*Mary is currently in the market for a new computer, as her roommate spilled coffee on her old one. Mary is
studying at her desk for an exam as the advertisement plays on the screen in the background.
*Terri is working out at the recreation center and is watching television as she exercises. The ad appears on the
channel she is watching. She bought a new PC last semester.
*Chris is sitting in the campus computer support office when the advertisement appears on the portable TV in the
office. He is watching television to pass the time and is enjoying the break from studying. Chris is very interested in
computers because he is a computer science major and interns in the computer support office 5 hours a week.
According to the elaboration likelihood model of persuasion, which of the students would most likely be persuaded by
the ad through the central route to persuasion?
a. Mary
b. Terri
c. Chris
d. None of them would be persuaded through the central route.
e. All of them would be persuaded through the central route.
ANSWER: c
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - BUSPROG: Analytic- DISC: Individual Dynamics -Individual
Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Comprehension
74. According to the elaboration likelihood model of persuasion, when will a celebrity endorser serve as a peripheral
cue?
a. When motivation to elaborate is low and ability to elaborate is low
b. When motivation to elaborate is high but ability to elaborate is low
c. When motivation to elaborate is low but ability to elaborate is high
d. All of the above are correct.
e. Never- a celebrity endorser can only be a central cue
ANSWER: d
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Comprehension
75. Consider the elaboration likelihood model and fill in the blanks: "When motivation or is low, a person will
follow the route to persuasion."
a. opportunity; central
b. opportunity; peripheral
c. emotion; cognitive
d. ability; central
e. None of the above is correct.
ANSWER: e
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
76. Consider the heuristic/systematic model of persuasion and fill in the blanks: "When is high and when
consumers are able to think carefully about a persuasive message, consumers will follow route to
persuasion."
a. opportunity; central
b. involvement; systematic
c. motivation; heuristic
d. ability; central
e. ability; systematic
ANSWER: b
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
77. Consider the statements, "the majority is usually correct" and "you get what you pay for." These are examples of:
a. inferential beliefs
b. heuristics
c. central route attitudes
d. inferences
e. subjective norms
ANSWER: b
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
78. Torn is in the market for a new oven for his horne. He compares several models at the store. Using the price/quality
heuristic (high price is gauge for high quality), he concludes that the new Electrolux Oven is the best choice since it
is the most expensive oven on the market. However, Torn knows nothing about this brand and so he is not confident
that he is making the right choice. According to the heuristic/systematic model, what should Torn do?
a. Torn will go with his decision based on the price/quality heuristic he employed.
b. Torn will allow central route processing to correct his potential error in judgment.
c. Torn will engage additional heuristics and see if that changes his thinking.
d. Torn will search for additional peripheral cues to make him more confident.
e. Torn will engage in the systematic route and think more carefully about this decision.
ANSWER: e
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
ANSWER: e
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
80. The parameter of judgment refers to a preference to acquire and carefully think about all judgment-relevant
information, regardless of the direction or implications of that information.
a. directional motivation
b. cognitive resources
c. perceived relevance of information
d. nondirectional motivation
e. subjective motivation
ANSWER: d
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
81. Which of the following statements about strategies for changing attitudes is false?
a. The effectiveness of a source in persuasive communication should be attractive, regardless of the situation.
b. Expert sources are more effective when the message is complex, but attractive sources are more effective
when the message is simple.
c. Emotional messages are useful when the consumer is unlikely to think carefully.
d. Two-sided messages are more effective when consumers are knowledgeable.
e. When the consumer is likely to think carefully about the message factual appeals are useful.
ANSWER: a
POINTS: 2
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Comprehension
82. Consider the equation presented in your readings: AR(l-CA). In this equation, what does the term CA refer to?
a. Counterarguing
b. Critical Attitude
c. Credence Attribute
d. Credible Attitude
e. Consumption Attribute
ANSWER: a
POINTS: 2
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
83. Consider the equation presented in your readings: AR(l-CA). In this equation, what does the term A refer to?
a. Arguing
b. Aptitude
c. Attitude
d. Attribute
e. Source Attractiveness
ANSWER: c
POINTS: 2
DIFFICULTY: Easy
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
84. Describe the three main categories of product attributes and provide an example for each.
ANSWER: Search attributes are attributes that can be judged or rated simply by examining a product
without necessarily buying it. Brand name, price, and appearance-related attributes (e.g.,
design and color) are good examples of search attributes.
Experience attributes are attributes that can be judged or rated only by using a product.
Sensory attributes pertaining to the taste, smell, and feel of products are good examples of
experience attributes.
Credence attributes, a special case of experience attributes, are attributes that can be judged
or rated only after extended use. Reliability, durability, and safety are good examples of
credence attributes.
Student answers here will vary, of course.
POINTS: 10
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.01- 08.01
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Product
KEYWORDS: Bloom's: Knowledge
ANSWER: Belief is an nonevaluative judgment or rating of the extent to which some object
possesses some attribute, or some claim, event, or relationship is true. (e.g., Starbucks
coffee is strong.) More specifically, beliefs entail assessments about probability and
likelihood. People also maintain beliefs about the importance of attributes.
Attitudes include some evaluative component as well- negative to positive. Attitudes
often follow from belief.
POINTS: 10
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
86. Define the major types of beliefs.
ANSWER: Descriptive beliefs are based on direct experience with a product or what we see
with our own eyes or hear with our own ears. Search attributes and experience
attributes are used to form descriptive beliefs.
Informational beliefs are based on indirect experience or on what other people tell
us.
Inferential beliefs are beliefs that go beyond the information given. Consumers often
draw their own conclusions, or infer beliefs about attributes and benefits based on both
direct and indirect experiences.
POINTS: 10
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Knowledge
87. Describe Zanna and Rempel's concept of the reciprocal relationship between attitude and their bases.
ANSWER: Zanna and Rempel developed a theory suggesting that attitudes can be based on
cognition (beliefs), affect (feelings, moods, and emotions), or behavior. A person's
attitude is going to be influenced by what she/he thinks and feels and the person will
likely act (behavior) on those attitudes. At the same time, the act of purchase and
consumption may in tum influence attitudes themselves. After buying a product or
service (behavior), consumers' attitudes toward brands are often more favorable than
their attitudes prior to making the purchase.
In addition to being formed on the basis of cognition, affect, or behavior, attitudes can
also influence or change cognition, affect, and behavior. In other words, there is a
reciprocal relationship between attitudes and the bases of attitudes. Mood can also
influence attitudes, even if mood has nothing to do with the products or services that
consumers evaluate.
POINTS: 10
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.02- 08.02
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
KEYWORDS: Bloom's: Comprehension
88. Describe how a man's level of involvement with his car would affect how he is influenced by marketing stimuli.
Provide two strategic recommendations for a marketer trying to reach a segment of men who would be considered
"low involvement" consumers in terms of their cars.
Beliefs/Judgments:
Attribute: Evaluation: Job I Job 2 Job 3
Friendly co-workers 5 9 3 7
Salary 4 3 7 4
Facility Attractiveness I 3 5 3
Flexible working hours 2 I 8 7
Using the simple Theory of Reasoned Action, calculate the attitude for each potential job. Indicate which is the
MOST attractive alternative for Tina?
ANSWER: Information integration theory suggests that "less is better." This is because the theory
asserts that beliefs are combined through a weighted average to form attitudes. Thus, a
small number of very favorable features considered alone results in more favorable
attitudes than the same very favorable features plus many slightly favorable features
considered together. The slightly favorable features bring the average down.
POINTS: 10
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.03- 08.03
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Product
KEYWORDS: Bloom's: Comprehension
91. From an Elaboration Likelihood Model of Persuasion perspective, briefly describe the multiple ways in which people
are persuaded and the major determinant(s)/influence(s) of that process.
ANSWER: The ELM emphasizes that there are multiple pathways to persuasion, namely the
central route and the peripheral route. Under the central route, people focus on the
central, or most important/relevant information provided. Central information consists
of strong argument, logical reasons and relevant justification for holding an attitude.
The central route requires a lot of cognitive effort and elaboration. Attitudes formed
under the central route are typically strong. Under the peripheral route, people use little
thought and elaboration. Attitudes are based on peripheral cues, such as source and
message factors, situational factors, emotion, etc. Peripheral cues are more superficial
than information attended to in the central route, but attitudes can be formed quickly
and easily, although they are typically weaker attitudes.
Motivation and ability determine the path that is taken. Motivation is typically
determined by the one's level of interest, one's involvement with the purchase, or
situational factors, such as high financial, social, or physical risk. Ability to elaborate is
determined by a person's knowledge, ability to comprehend and understand, and
absence of distractions. In order to take the central route, a person must be motivated
to elaborate and have the ability to elaborate. If both of these factors are present, the
person will follow the central route. If either of these factors is missing, the peripheral
route will be followed.
POINTS: 10
DIFFICULTY: Challenging
LEARNING OBJECTIVES: COBE.KARD.l5.08.04- 08.04
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Comprehension
92. What are the five important parameters of judgment?
93. When are factual arguments likely to be important? When are emotional arguments likely to be important?
ANSWER: Factual messages are most effective when consumers are likely to think carefully
about the message, whereas emotional messages are most effective when consumers
are unlikely to think carefully.
POINTS: 10
DIFFICULTY: Moderate
LEARNING OBJECTIVES: COBE.KARD.l5.08.05- 08.05
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
STATE STANDARDS: United States - NONE - DISC: Individual Dynamics - Individual Dynamics
TOPICS: AACSB Communication Abilities
AACSB Reflective Thinking Skills
CB&C Model Customer
CB&C Model Promotion
KEYWORDS: Bloom's: Knowledge
Another random document with
no related content on Scribd:
— Jaa, myönteli Ville hypistellen nenäliinaansa ja kolistellen
veitsiään. Hän ei ollut ennen syönyt samassa pöydässä
vakuutusherrojen kanssa, ja nyt kävi se siitä syystä hieman
kömpelösti, Siitä huolimatta tunsi hän olevansa onnellinen
osoitetusta luottamuksesta ja päätti mielessään tehdä kaiken
voitavansa vakuutusaatteen levittämiseksi synkälle saloseudulleen.
Samassa ajoi kyyti pihaan täyttä karkua, niin että rattaitten pyörät
hipoivat Pörjösen koipia, ja rattailta laskeutui hymyilevä herrasmies,
joka esitteli itsensä Varsalaksi emännälle ja pyysi huonetta kolmeksi
päiväksi.
— Älä hyvä mies puhu niin kovaa, että se kuulee, sohitti isäntä.
Ajaa vielä minutkin tästä ulos. On se semmoinen eukko.
— Vuotaa se vähän, mutta tuo Iska saa heittää vettä pois ja minä
soudan.
— No mennään, virkkoi Kantele, ja läksi poikien perässä
astumaan.
Naukkunen naurahti.
— Olkoon sitten niin, myönsi Kantele, suu täynnä ruokaa. Uinti oli
vaikuttanut parantavasti hänen ruokahaluunsa.
Petäjä hymähti.
— Emme.
— Kiitos kunniasta.