Professional Documents
Culture Documents
Attitude
What is an Attitude?
A learned predisposition to respond to an
Functions of Attitudes
Utilitarian function Ego-defensive function
Knowledge function
Value-expressive function
beliefs.
Consumer beliefs are the knowledge that a
consumer has about objects, their attributes, and the benefits provided by the objects. Consumer beliefs are created by processing information--cognitive learning.
behaviors.
Consumers respond to strong situational or
environmental forces, and after engaging in the behavior, form attitudes about the experience.
Tricomponent Model
Cognitive component
combination of direct experience with the attitude object and related information from various sources. Affective component The emotions or feelings associate with a particular product or brand. Conative component The likelihood or tendency that an individual will undertake a specific action or behave in a particular way with regard to the attitude object.
Multiattribute Model
Aj = BijIi Where:
i = attribute or product characteristic j= brand
Such that:
A = the consumers attitude score for brand j I = the importance weight given to attribute i by the consumer B = the consumers belief as to the extent to which a satisfactory level of attribute i is offered by brand j
they are not generally equally important. The importance weight of the formula allows adjustment of the importance of each attribute individually.
Simplified Version
Beliefs that the behavior leads to certain outcomes Evaluation of the outcomes Beliefs that specific referents think I should or should not perform the behavior Motivation to comply with the specific referents
Subjective Norm
Attitude-toward-the-Ad Model
Very specific to understanding the impact of
advertising on consumer attitudes about a particular product or brand. Exposure to advertising directly affects beliefs about the ad and brand, and feelings about the ad. Exposure to advertising indirectly affects attitude toward the brand and attitude toward the ad.
Changing Attitude
Changing Attitudes...
Changing attitudes directly though behavior Cognitive Dissonance Theories Balance Theory
Balance Theory
Consumers strive for consistency between
interconnected attitudes.
Marketers can influence attitudes by creating
imbalance within the target of persuasion. Motivates consumer to change one or more of the interconnected attitudes to restore balance.
information. If high involvement: Narrow attitude of acceptance Wide attitude of rejection Assimilation effect Contrast effect If low involvement: Wide attitude of acceptance Wide attitude of noncommitment
Attribution Theory
Consumers make inferences about behaviors,
assign causality--blame or credit--to events on the basis of their or others behaviors. In the process of assigning causality, form attitudes. Marketing implications: Offer high quality products Advertising should emphasize quality. Moderate-sized incentives.
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