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Consumer

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Chapter 7
Attitude & Persuasion * The power of attitude: * Attitude: a lasting, general evaluation of people, objects, advertisements, or issues. * Attitude object (AO): anything toward which one has an attitude.

* Functional theory of attitude: * Utilitarian Function: Relates to rewards & punishment. * Value-expressive function: Expresses consumer’s values or self-concept. * Ego-defensive function: Protect ourselves from external threats or internal feelings. * Knowledge function: Need for order, structure or meaning. * ABC model of attitude: * An attitude has three components:
•Affect: the way a consumer feels about an attitude object.
•Behavior: person’s intentions to do something with regard to an attitude object.
•Cognition: beliefs a consumer has about an attitude object.

* The standard learning hierarchy: Assumes that a person approaches a product decision as a problem-solving process. * The low-involvement hierarchy: Assumes the consumer initially does not have strong preferences for one brand over another and instead forms an evaluation only after she has bought the product. * The experiential hierarchy: We act on our emotional reactions.

* Attitude toward advertisement: * We form attitudes toward objects other than the product that can influence our product selections. * We often form product attitudes from its ads. * Ad: attitude toward advertiser + evaluations of ad execution + ad evoked mood + ad arousal effects on consumer + viewing context

* Attitude Commitment: * INTERNALIZATION: Highest level, deep-seeded attitudes become part of consumer’s value system. * IDENTIFICATION: Mid-level, attitudes formed in order to conform to another person or group. * COMPLIANCE: Lowest level, consumer forms attitude because it gains rewards or avoids punishments.

* Consistency Principle: * We value/seek harmony among thoughts, feelings, and behaviors * We will change components to make them consistent. * Relates to the theory of cognitive dissonance – we take action to resolve dissonance when our attitudes and behaviors are inconsistent.

* The description of the theory: Alex wants to date Larry; Alex has positive sentiment toward Larry. Larry wears an earring; Larry has positive attitude toward earring. Alex doesn’t like men who wear earrings and has negative sentiment toward earrings. Alex will now feel pressure to restore balance by altering the triad. She can decide she doesn’t like Larry or that she really does like earrings on men. She might try to negate the relationship between Larry and the earring. The theory doesn’t say what specific route Alex will take but it does explain that she will do something to restore balance.

* Multiattribute Attitude Models: * Consumer’s attitudes toward an attitude object depend on beliefs she has about object attributes * Three elements of Multiattribute * Attributes of Ao * Beliefs about Ao * Importance weights

* The fishbein model: * Salient beliefs * Object-attribute linkages * Evaluation

* Marketing Applications of the Multiattribute Model: * Capitalize on Relative Advantage * Strengthen Perceived Linkages * Add a New Attribute * Influence Competitor’s Ratings

* The Extended Fishbein Model: The Theory of Reasoned Action * Intentions versus behavior: measure behavioral intentions, not just intentions * Social pressure: acknowledge the power of other people in purchasing decision * Attitude toward buying: measure attitude toward the act of buying, not just the product

* How Do Marketers Change Attitudes? * Reciprocity: means that we are more likely to give if we first receive. * Scarcity: means that people tend to find things that are not readily available more desirable. * Authority: means that we tend to believe authoritative sources. * Consistency: means that we try not to contradict what we’ve said before. * Liking: means that we will agree with those we like or admire. * Consensus: means that we will consider what others do before we decide what to do.

* New Message Format: * M-commerce - marketers promote goods and services via wireless devices * New social media platforms * Blogging * Video blogging * Podcasting * Tweeting * Virtual worlds * Widgets

* The source * Source effects mean the same words by different people can have very different meanings * A “source” may be chosen due to expertise, fame, attractiveness, or similarity * What makes a good source? * Source credibility: a source’s perceived expertise, objectivity, or trustworthiness * Source attractiveness: social value

* How Do We Structure Arguments? * One-sided: supportive arguments * Two-sided: both positive and negative information * Refutational argument: negative issue is raised, and then dismissed * Positive attributes should refute presented negative attributes * Effective with well-educated and not-yet-loyal audiences * Comparative Advertising * Comparative advertising: message compares two+ recognizable brands on specific attributes * “Unlike McDonalds, all of Arby's chicken sandwiches are made with 100% all-natural chicken” * Negative outcomes include source derogation

* Types of Message Appeals * Emotional versus rational appeal * Sex appeal * Humorous appeal * Fear appeal

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