Chapter 5 & 6 Questions

Chapter 5Attitudes Based on High Effort
TRUE/FALSE
1. Personality is a relatively global and enduring evaluation of an object, issue, person, or action.
ANS: F
PTS: 1
REF: p. 127
NAT: AACSB: Analytic
2. Attitudes are genetic and do not persist over time.

ANS: F
PTS: 1
REF: p. 127
3. Favorability refers to how easily and how readily an attitude can be retrieved from memory.
ANS: F
PTS: 1
REF: p. 127
4. Attitudes can be described as ambivalent if consumers are completely neutral about an object.
ANS: F
PTS: 1
REF: p. 129
5. Research indicates that ad messages with information about product function can provoke thinking
about the product and stimulate positive product attitudes.
ANS: T
PTS: 1
REF: p. 129
NAT: AACSB: Communication
6. Marketers do NOT want consumers to view ads and have support arguments as thoughts.
ANS: F
PTS: 1
REF: p. 132
7. Consumers who generate counterarguments and source derogations will have strong favorable
attitudes toward an offering.
ANS: F
PTS: 1
REF: p. 132
8. A consumer involved in a television program comes up with less support arguments and more
counterarguments.
ANS: F
PTS: 1
REF: p. 132
9. Sources tend to be more trustworthy when they have the following three characteristics: (1) familiarity,
(2) status, and (3) attractiveness.
ANS: F
PTS: 1
REF: p. 136
10. Low-credibility sources can be effective in some ads.

ANS: T
PTS: 1
REF: p. 136
11. Three factors that affect the credibility of a message are: (1) quality of its argument, (2) whether it is a
one-sided or two-sided message, and (3) whether it is believable.
ANS: F
PTS: 1
REF: p. 136
12. Two-sided messages containing both positive and negative information about an offering are not
effective.
ANS: F
PTS: 1
REF: p. 138
13. An indirect comparative message is the most common type of message in an ad.
ANS: T
PTS: 1
REF: p. 139
14. Direct comparative messages increase the credibility of the offering.

ANS: F
PTS: 1
REF: p. 139
15. Research indicates that fear appeals are an effective form of advertising.
ANS: F
PTS: 1
REF: p. 142
16. The hedonic dimension is when a consumer likes an ad and the ad creates positive feelings or
emotions.
ANS: T
PTS: 1
REF: p. 146
17. According to the TORA model, normative factors are NOT likely to affect the attitude-behavior
relationship.
ANS: F
PTS: 1
REF: p. 148
MULTIPLE CHOICE
18. A(n) ____ is an overall evaluation that expresses how much we like or dislike an object, issue, person,
or action.
a. personality
b. belief
c. cognition
d. attitude
e. view
ANS: D
PTS: 1
REF: p. 127
19. The children and grandchildren of baby boomers have developed a more favorable evaluation of the
military, leading them to be more willing to serve in the military. This evaluation could also be referred
to as a(n)
a. affect
b. counter judgment.
c. cognitive dissonance particle.
d. attitude
e. view.
ANS: D
PTS: 1
REF: p. 127
20. Favorability refers to ____ an attitude object.

a. the ease of processing
b. the accessibility of
c. how much we like or dislike

d. the beneficiality of
e. the market share of
ANS: C
PTS: 1
REF: p. 127
21. Accessibility measures the degree to which an attitude can

a. be made understandable to others.
b. be made available to others.
c. be easily categorized.
d. affect another's schemas.
e. be easily and readily retrieved from memory.
ANS: E
PTS: 1
REF: p. 127
22. Filene's attitude toward using dental floss was hard to change. Despite teachers' and doctors' advice,
she always believed that using dental floss was unnecessary. On the other hand, she changed her highsugar diet as soon as the doctor told her to do so. These two attitudes vary in their
a. resistance to change.
b. persuasiveness.
c. confidence.
d. depth.
e. accessibility of information.
ANS: A
PTS: 1
REF: p. 127
23. No matter what the evidence showed, Robert would not change his attitudes toward his favorite brand
of toilet paper. This is an example of attitude
a. function.
b. resistance to change.
c. accessibility.
d. favorability.
e. motivation.
ANS: B
PTS: 1
REF: p. 127
24. Lily did not like liver because its appearance made her feel bad. Her bad attitude toward liver was
based on
a. involvement.
b. emotions.
c. cognitions or beliefs.
d. preattitudes.
e. motivation.
ANS: B
PTS: 1
REF: p. 128
25. Two dimensions along which attitude formation and change can vary are whether they are based on
affect or cognition and the
a. level of motivation.
b. hierarchical structure.
c. level of ability.
d. opportunity for structure.
e. consistency.
ANS: C
PTS: 1
REF: p. 129
26. Effort refers to

a. the strength of taxonomic structures formed by schema categorization.
b. the intricacy of emotional tags attached to cognitions.
c. connation.
d. how much thinking consumers do in forming or changing attitudes.
e. the strength of affective structures formed by schema categorization.
ANS: D
PTS: 1
REF: p. 129
27. Because Jerry is an enthusiastic video gamer, he pays close attention to every ad about a new video
game system. ____ is the best way to describe his attitude formation and change in this area.
a. High-strength schema formation
b. Elaborative schema formation
c. Central-route processing
d. Involvement belief formation
e. Peripheral-route processing
ANS: C
PTS: 1
REF: p. 129
28. Central-route processing describes

a. attitude formation and change processes when consumer processing effort is high.
b. the superficial analysis and processing of a message.
c. a more direct processing of a message that encodes information directly from the source
rather than indirectly from secondary sources.
d. attitude change when MAO is low.
e. how message processing is not elaborated, but is simply remembered in a direct or central
way from the source.
ANS: A
PTS: 1
REF: p. 131
29. Central-route processing is best described as

a. the processing of information directly from the source, or centrally, rather than indirectly
from secondary sources.
b. processing in which consumers' attitudes are based on a careful and effortful analysis of the
central issues of a message.
c. message processing that is not elaborated, but is simply remembered in a direct or central
way from the source.
d. message processing that is not based on important issues, but on those that have achieved a
temporary importance or "centrality" to an individual's life.
e. the associations that are central to the schema in consumers' knowledge structures.
ANS: B
PTS: 1
REF: p. 131
30. Peripheral-route processing is used to describe attitude formation and change processes when
consumer
a. elaboration is likely to be high.
b. effort is likely to be low
c. effort is likely to be high.
d. involvement is high.
e. motivation is high.
ANS: B
PTS: 1
REF: p. 131
31. Under peripheral-route processing, consumers' attitudes are based on

a. secondary sources.
b.
c.
d.
e.
high consumer effort and thus are not encoded directly from the message.
images that are taken not from direct sight but from our peripheral vision.
superficial cues within the message.
our senses of smell and taste, not sight.
ANS: D
PTS: 1
REF: p. 131
32. Mousetrap Ltd. found that their target market really cared and had strong opinions and emotions about
their market offering. In this case, management could influence attitudes either cognitively or
a. motivationally.
b. through peripheral routes.
c. by memory.
d. through involvement.
e. affectively.
ANS: E
PTS: 1
REF: p. 131
33. Sam identifies himself as a Detroit Tigers fan and as such he has positive attitudes about brands that
are endorsed by Detroit players. This is an example of
a. direct experience influencing attitudes.
b. reasoning by analogy influencing attitudes.
c. value-driven attitudes.
d. social-identity based attitude influence.
e. cognitive responses to sports.
ANS: D
PTS: 1
REF: p. 132
34. The basic idea behind ____ is that consumers' reactions to a message affect their attitudes.
a. the cognitive response model
b. Weber's theory
c. Weber's law
d. consumer response theory
e. the affective cognition theory
ANS: A
PTS: 1
REF: p. 132
35. After his success in winning more medals for swimming at the London Olympics, Michael Phelps is
considered a very credible source for swimwear brands such as Speedo. He is a credible source
because of
a. attractiveness.
b. likeability.
c. expertise.
d. friendliness.
e. gullibility.
ANS: C
PTS: 1
REF: p. 136
36. Every time Brad sees an ad for broccoli that claims it will make consumers popular, he thinks to
himself, "Nonsense. Nothing will make me popular. That movie star is just paid to say that." This is an
example of
a. beliefs.
b. cognitive responses.
c. affective tags.
d. motivational stimuli.
e. affective stimuli.
ANS: B
PTS: 1
REF: p. 132
37. Researchers have developed categories to describe the types of cognitive responses consumers have to
communications. These are
a. cognitive and affective responses.
b. cognition, affect, and behavior.
c. counterarguments, support arguments, and source derogation.
d. conation, affect, and cognition.
e. central arguments, peripheral arguments, and nonarguments.
ANS: C
PTS: 1
REF: p. 132
38. Thoughts such as "that is impossible" or "that is not what US Weekly said" describe
a. disagreeable affect.
b. counterarguments.
c. peripheral arguments.
d. central arguments.
e. source derogations.
ANS: B
PTS: 1
REF: p. 132
39. Thoughts such as "This sounds great" or "I really need something like this" are best thought of as
examples of
a. agreeable affect.
b. central arguments.
c. peripheral arguments.
d. source derogations.
e. support arguments.
ANS: E
PTS: 1
REF: p. 132
40. Source derogations are thoughts that

a. discount or attack the source of the message.
b. argue forcefully against the message.
c. argue forcefully against the media by which the message is delivered.
d. are processed peripherally.
e. are support arguments that are self-contradicting.
ANS: A
PTS: 1
REF: p. 132
41. Thoughts such as ____ are best thought of as examples of source derogations.
a. "This guy is lying"
b. "This product won't work"
c. "This product will work"
d. "I agree"
e. "I disagree"
ANS: A
PTS: 1
REF: p. 132
42. For cognitive responses, counter arguments and ____ will result in negative attitudes.
a. heuristic affect
b. source derogations
c. peripheral affect
d. systemic affect
e. unstable cognitions
ANS: B
PTS: 1
REF: p. 132
43. When a message presents weak arguments, consumers generate more ____ and fewer ____.
a. central arguments / source derogations
b. central arguments / central functionalities
c. counter arguments / support arguments
d. support arguments / source derogations
e. belief discrepancy / source derogations
ANS: C
PTS: 1
REF: p. 132
44. ____ create more counterarguments because consumers want to maintain their existing belief
structures and do so by arguing against the message.
a. Source derogations
b. Support arguments
c. Belief discrepancies
d. Peripheral arguments
e. Central arguments
ANS: C
PTS: 1
REF: p. 132
45. A message supporting handgun control will generate a lot of counterarguments among National Rifle
Association (NRA) members. This is an example of a ____ that creates counterarguments.
a. source derogation
b. support argument
c. belief discrepancy
d. peripheral argument
e. central argument
ANS: C
PTS: 1
REF: p. 132-133
46. Nathan wanted to remain in a positive mood even though he disagreed with the content of the
commercial, so he
a. increased support arguments.
b. increased source derogations.
c. increased central arguments.
d. increased peripheral processing.
e. decreased counterarguments.
ANS: E
PTS: 1
REF: p. 132
47. ____ has been widely applied in the consumer behavior field to explain how attitudes form and
change.
a. The expectancy-value model
b. Weber's theory
c. Weber's law
d. The lexicographical model
e. The affective cognition theory
ANS: A
PTS: 1
REF: p. 133
48. According to ____, attitudes are based on beliefs and the evaluation of these beliefs.
a. Weber's theory
b. the expectancy-value model
c. the theory of reasoned action
d. the cognitive response model

e. the affective cognition theory
ANS: B
PTS: 1
REF: p. 133
REF: p. 133
49. TORA stands for

a. Theory of Rational Attitudes.
b. Theory of Responsive Affect.
c. Theory of Reasoned Action.
d. Theorem of Researched Attributes.
e. Theorem of Radical Actions.
ANS: C
PTS: 1
50. The principle that the more specific the attitude is to the behavior of interest, such as buying a new car,
the more likely the attitude will be related to the behavior incorporated in the TORA model, is known
as
a. behavioral consistency.
b. attitudinal consistency.
c. affective-cognitive linkage.
d. attitude specificity.
e. behavioral attitude theory.
ANS: D
PTS: 1
REF: p. 133-134
51. Belief about the consequences of an act and ____ influence attitude toward the act for the TORA
model.
a. evaluation of these consequences
b. affect about the behavioral intentions
c. cognition about the behavioral intentions
d. social influence
e. actual behaviors rather than behavioral intentions
ANS: A
PTS: 1
REF: p. 133-134
52. Consumer attitudes are partially based on their beliefs about an object. These beliefs are also called
a. cognitions.
b. emotions.
c. affects.
d. categorizations.
e. counterarguments.
ANS: A
PTS: 1
REF: p. 136
53. The theory of reasoned action is classified as a(n) ____ model.

a. qualitative
b. logic
c. expectancy-value
d. behavioral
e. classical conditioning
ANS: C
PTS: 1
REF: p. 131
54. David was very involved with watching the World Series, therefore when an ad for the Toyota Camry
aired during the game, that likely ____ to the ad.
a. generated fewer cognitive responses
b.
c.
d.
e.
generated more counterarguments and fewer support arguments

generated more support arguments and counterarguments
generated more source derogations
generated more support arguments and fewer counterarguments.
ANS: E
PTS: 1
REF: p. 132
55. The Theory of Planned Behavior extends the TORA model by examining consumers'
a. self images.
b. cognitive responses.
c. perceived behavioral control.
d. affective responses.
e. resistance to change.
ANS: C
PTS: 1
REF: p. 131
56. After his success in winning more medals at the London Olympics, Michael Phelps is considered a
very credible source for swimwear brands such as Speedo. He is credible because of his
a. attractiveness.
b. likeability.
c. expertise.
d. friendliness.
e. gullibility.
ANS: C
PTS: 1
REF: p. 136
57. Former Vice President and Presidential candidate Bob Dole appeared in a series of ads for Viagra
implying that he suffered from erectile dysfunction (ED). These ads were perceived to be very credible
because Bob Dole
a. has a medical degree and thus is an expert source.
b. is a politician and thus is considered trustworthy.
c. has a pleasant smile.
d. is seen as going against his own self interest by implying he has ED.
e. is from Kansas and is therefore truthful.
ANS: E
PTS: 1
REF: p. 136
58. ____ may have an important impact on behavioral intentions because there are likely to be people
whose opinions and beliefs will affect what we do.
a. Cognitions
b. Motivation
c. Subjective norms
d. Attitudes toward the act
e. Schemas
ANS: C
PTS: 1
REF: p. 133
59. ____ sometimes have a greater effect on behavioral intentions than subjective norms, depending on
circumstances.
a. Cognitions
b. Motivations
c. Peripheral processes
d. Attitudes toward an act
e. Schemas
ANS: D
PTS: 1
REF: p. 133
60. The TORA model suggests four strategies for changing attitudes and behavioral intentions, which
include all of the following except
a. changing beliefs.
b. changing support arguments.
c. changing evaluations.
d. adding a new belief.
e. targeting normative beliefs.
ANS: B
PTS: 1
REF: p. 133
61. In order to lure tourists, an industrial suburb has started to show pictures of its beautiful parks,
lakefronts, and a newly rebuilt commercial district. This is an example of changing beliefs by
a. lessening negative beliefs.
b. lessening the affect for the object.
c. strengthening positive beliefs.
d. increasing the total number of beliefs about the object.
e. making the subjective norms more positive.
ANS: C
PTS: 1
REF: p. 135
62. For many years, Volkswagen has maintained fairly consistent styling for its vehicles, especially its
vans. This led to the campaign slogan "Still ugly after all these years," which attempts to increase the
importance of a tradition in a humorous way. This is best thought of as an example of an attitudechange strategy to
a. make attitudes toward the object more important than subjective norms.
b. change beliefs.
c. add a new belief.
d. change evaluations.
e. target normative beliefs.
ANS: D
PTS: 1
REF: p. 135
63. The Canon Xapshot camera, which records pictures on a computer disk, introduces several new beliefs
including "seeing your pictures instantly on your TV" and "the ability to erase unwanted photos." This
is best thought of as an example of using an attitude-change strategy to
a. make attitudes toward the object more important than subjective norms.
b. change beliefs.
c. target normative beliefs.
d. change evaluations.
e. add a new belief.
ANS: E
PTS: 1
REF: p. 135
64. Marketers can help change consumer attitudes in this major strategy:
a. changing beliefs
b. appealing to group beliefs
c. appealing to the evaluative component
d. adding new beliefs
e. changing the speed at which individuals process information
ANS: A
PTS: 1
REF: p. 131
65. In forming attitudes using high effort, all of the following could be thought of as credible sources,
except a message from a(n)
a.
b.
c.
d.
e.
individual with an "honest face."

basketball player endorsing a leather sofa.
doctor for an over-the-counter drug.
CEO of a company.
police officer for a home protection method.
ANS: B
PTS: 1
REF: p. 136
66. If consumers hold an existing attitude with confidence, credible sources will
a. have greater impact.
b. affect emotions but not cognitions.
c. have less impact.
d. affect cognitions but not emotions.
e. have a boomerang effect.
ANS: C
PTS: 1
REF: p. 140
67. The phrase "Where's the beef?" kept ringing in Joshua's head, but he could not remember where he had
heard it. This is an example of the
a. decay effect.
b. memory lapse phenomenon.
c. rapid decay phenomenon.
d. sleeper effect.
e. connective phenomenon.
ANS: D
PTS: 1
REF: p. 137
68. A few years ago, Volvo tried to prove the safety of its cars by driving large vehicles over a (albeit steelreinforced) Volvo and explaining that the car could withstand a large force. This is an example of a
company using ____ to change attitudes.
a. peripheral processing
b. schemas
c. associations
d. counterarguments
e. strong arguments
ANS: E
PTS: 1
REF: p. 138
69. A two-sided message is one that contains

a. both positive and negative information.
b. information from two different sources.
c. a comparison between the offering and unnamed competitors.
d. two peripheral arguments.
e. a double meaning.
ANS: A
PTS: 1
REF: p. 138
70. Two-sided messages may affect attitudes primarily because they

a. decrease belief strength.
b. reduce counterarguments.
c. directly affect evaluations.
d. contain issues that are central to the object.
e. indirectly affect evaluations.
ANS: B
PTS: 1
REF: p. 138
71. Indirect comparison messages are those that contain

a. both positive and negative information.
b. information from two different sources.
c. a comparison between the offering and unnamed competitors.
d. two peripheral arguments.
e. a double meaning.
ANS: C
PTS: 1
REF: p. 139
72. With ____, advertisers explicitly name a competitor or set of competitors and attack them on the basis
of an attribute or benefit.
a. two-sided messages
b. one-sided messages
c. indirect comparison messages
d. direct comparisons
e. source derogations
ANS: D
PTS: 1
REF: p. 139
73. It is best to use comparative messages when consumers

a. have a low, rather than high, need for cognition.
b. can encode information into long-term memory.
c. can encode information into short-term memory.
d. are using central route processing.
e. are using peripheral route processing.
ANS: D
PTS: 1
REF: p. 131
74. ____ is when a stimulus has strong emotional relevance to the consumer.
a. Cognitive involvement
b. Cognitive awareness
c. Emotional awareness
d. Affective involvement
e. Relevant involvement
ANS: D
PTS: 1
REF: p. 141
75. Melissa was emotionally involved in the television advertisement for Delta Airlines. It brought back all
sorts of good images and feelings from her childhood experience with her family. Melissa is
experiencing what is (are) best known as ____ to the ad.
a. affective responses
b. primary responses
c. secondary responses
d. peripheral processing
e. cognitive responses
ANS: A
PTS: 1
REF: p. 141
76. Research has suggested that when consumers are using central route processing, attractive sources tend
to evoke favorable attitudes if they are appropriate for the offering category. This effect has been called
the
a. elaboration likelihood effect.
b. match-up hypothesis.
c. elaboration dimension.
d. attractiveness effect.
e. source effect.
ANS: B
PTS: 1
REF: p. 143
77. Casey thought that the salesman was charming; he reminded her of her father. She bought a digital
camera based on his recommendations. This is an example of
a. high-pressure sales tactics.
b. positioning of a customer familiarity.
c. strategic modeling.
d. customer paring of information cognitively.
e. source attractiveness influencing customer attitudes.
ANS: E
PTS: 1
REF: p. 136
78. A commercial for a cleaning product showed a refrigerator with old food stains and a guest of the
owner about to open the refrigerator. This commercial might elicit customers to buy the product that
will help clean their refrigerator. The message is using ____ to influence customer attitudes.
a. strategic positioning of the product
b. correct product placement
c. fear appeals
d. cognitive planning
e. urgent appeals
ANS: C
PTS: 1
REF: p. 142
79. There is some evidence that if we see an advertisement we like, our overall ____ will influence our
brand attitudes and behavior.
a. brand image
b. brand awareness of the ad
c. attitude toward the ad
d. elaboration likelihood
e. awareness of the ad
ANS: C
PTS: 1
REF: p. 146
80. According to the ____, a marketing communication such as an ad discouraging consumers from
drinking and driving, that depicts a fatal consequence of the behavior may be ineffective at changing
consumers' attitudes or behavior.
a. Cognitive Response Theory
b. Theory of Reasoned Action
c. Theory of Planned Behavior
d. Terror Management Theory
e. Elaboration Likelihood Model
ANS: D
PTS: 1
REF: p. 145
81. Attitudes are more likely to predict behavior when the level of involvement is high, and consumers
think extensively about the information that gives rise to their attitudes. In which case would this be
most likely be true?
a. selecting a private school for children
b. choosing a brand of pancake mix
c. purchasing tickets to a movie
d. purchasing a book
e. choosing a brand of toilet tissue
ANS: A
PTS: 1
REF: p. 145
ESSAY
82. What are the characteristics of attitudes?
ANS:
Answer not provided.
PTS: 1
REF: p. 127
83. Explain the relationship between cognition and affect in consumers' attitudes.
ANS:
PTS: 1
REF: p. 129
84. Compare and contrast the central and peripheral-route processes of attitude change.
ANS:
PTS: 1
REF: p. 131-132
85. How are cognitions or beliefs related to attitudes?

ANS:
PTS: 1
REF: p. 129
86. In what ways does MAO impact attitude formation and change?
ANS:
PTS: 1
REF: p. 129
87. What is the cognitive response model and why might it be important to marketers?
ANS:
PTS: 1
REF: p. 132
88. Suppose an NRA (National Rifle Association) member sees an ad for gun control. Use the cognitive
response model to analyze what might occur.
ANS:
PTS: 1
REF: p. 132
89. How does an expectancy-value model work?

ANS:
PTS: 1
REF: p. 133
90. What are the components of the theory of reasoned action?

ANS:
PTS: 1
REF: p. 133
91. Outline an example of attitude formation using the TORA model, from salient beliefs to behavioral
intentions.
ANS:
PTS: 1
REF: p. 133
92. The TORA model suggests five major strategies for attitude change. Describe these strategies.
ANS:
PTS: 1
REF: p. 135
93. How can we influence cognitively based attitudes?

ANS:
PTS: 1
REF: p. 135
94. When is a credible source most effective for attitude change? Give an example.
ANS:
PTS: 1
REF: p. 136
95. Describe the factors that can enhance the effectiveness of a message.
ANS:
PTS: 1
REF: p. 136
96. Why are two-sided messages effective?

ANS:
PTS: 1
REF: p. 138
97. When are indirect comparative messages more effective than direct comparative messages?
ANS:
PTS: 1
REF: p. 139
98. How can the message influence affectively based attitudes?

ANS:
PTS: 1
REF: p. 143
99. Research has identified three major sources that can lead to a positive attitude toward an ad. What are
these sources?
ANS:
PTS: 1
REF: p. 143
100. When do attitudes predict behavior?

ANS:
PTS: 1
REF: p. 133

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Chapter 5Attitudes Based on High Effort

NAT: AACSB: Analytic

2. Attitudes are genetic and do not persist over time.

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

10. Low-credibility sources can be effective in some ads.

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

14. Direct comparative messages increase the credibility of the offering.

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Analytic

NAT: AACSB: Analytic

20. Favorability refers to ____ an attitude object.

NAT: AACSB: Analytic

c. how much we like or dislike

NAT: AACSB: Analytic

21. Accessibility measures the degree to which an attitude can

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Analytic

26. Effort refers to

NAT: AACSB: Analytic

NAT: AACSB: Analytic

28. Central-route processing describes

NAT: AACSB: Analytic

29. Central-route processing is best described as

NAT: AACSB: Analytic

NAT: AACSB: Analytic

31. Under peripheral-route processing, consumers' attitudes are based on

NAT: AACSB: Analytic

NAT: AACSB: Analytic

NAT: AACSB: Communication

NAT: AACSB: Analytic

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

40. Source derogations are thoughts that

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Communication

NAT: AACSB: Analytic

d. the cognitive response model

NAT: AACSB: Analytic

NAT: AACSB: Analytic

49. TORA stands for