Consumer Behavior Chapter 7

approach that suggests that attitudes encompass one’s affect, behavior, and cognitions (or “beliefs”) toward an object

effort of a marketer or researcher to track changes in consumer attitudes over time

extent to which a strong relationship exists between attitudes and actual behavior

attitude model that considers three key elements including beliefs consumers have about salient attributes, the strength of the belief that an object possesses the attribute, and evaluation of the particular attribute

relatively enduring overall evaluations of objects, products, services, issues, or people

theory that states that consumers are motivated to maintain perceived consistency in the relations found in a system

model developed to improve upon the ATO model, that focuses on behavioral intentions, subjective norms, and attitude toward a particular behavior

information presented in a message about the product itself, its attributes, or the consequences of its use

path to persuasion found in ELM where the consumer has high involvement, motivation, and/or ability to process a message

attitudinal model wherein low ratings for one attribute are compensated for by higher ratings on another

principle that states that human beings prefer consistency among their beliefs, attitudes, and behaviors

function of attitudes whereby attitudes work as a defense mechanism for consumers

attitudinal change model that shows attitudes are changed based on differing levels of consumer involvement through either central or peripheral processing

theory of attitudes that suggests that attitudes perform four basic functions

attitude approach that suggests that affect, behavior, and cognitions form in a sequential order

function of attitudes whereby attitudes allow consumers to simplify decision-making processes

hypothesis that states that a source feature is most effective when it is matched with relevant products

how the appeal of a message and its construction affects persuasiveness

nonproduct-related information presented in a message

path to persuasion found in ELM where the consumer has low involvement, motivation, and/or ability to process a message

attempt to change attitudes

occurs when the information placed early in a message has the most impact

occurs when the information placed late in a message has the most impact

occurs when the placement of information in a message impacts recall of the information

theory that proposes that consumers compare incoming information to their existing attitudes about a particular object or issue and that attitude change depends upon how consistent the information is with the initial attitude

characteristics of a source that impact the persuasiveness of a message

attitudinal measurement approach that expands upon the behavioral intentions model by including a perceived control component

function of attitudes in which consumers use attitudes as ways to maximize rewards and minimize punishment

function of attitudes whereby attitudes allow consumers to express their core values, self-concept, and beliefs to others