Chapter ppt 08 student
Download as pptx, pdf0 likes385 views
The document discusses consumer attitude formation and change. It describes key models of attitudes, including the tricomponent model which views attitudes as having cognitive, affective, and conative components. It also discusses factors that influence attitude formation like personal experience, family influence, and media. Strategies for changing attitudes are presented, such as associating a product with an admired group, resolving conflicting attitudes, and altering beliefs about competitors' brands. Theories of attitude change and formation are explored, including cognitive dissonance theory and attribution theory.
1 of 18
Download to read offline
Ad
Recommended
Attitude presentation
Attitude presentationNidhi Varshney
油
This document discusses attitude formation. It defines attitudes as learned predispositions to behave favorably or unfavorably towards an object. Attitudes have characteristics like being formed through experience and consistency. Structural models of attitudes include the tricomponent model of cognition, affect, and conation and multiattribute models evaluating attributes. Formation is influenced by experience, others, and media. Behavior can precede attitude through cognitive dissonance and attribution theory.Attitude and change - Consumer Behavior
Attitude and change - Consumer Behavior Flies Network
油
The document discusses theories of consumer attitude formation and change. It describes attitudes as learned predispositions to behave favorably or unfavorably towards an object. It presents models of attitude structure, including the tricomponent model dividing attitudes into cognitive, affective, and conative components. Multi-attribute models examine how attitudes are composed of beliefs about an object's attributes. The theory of reasoned action includes subjective norms. Strategies for changing attitudes include associating products with groups, resolving conflicts, and altering attribute beliefs. Attribution theory examines how people explain events and how that affects attitudes.Attitude 111016140958-phpapp02
Attitude 111016140958-phpapp02Dr Nadia Olivero
油
The document discusses models of consumer attitude formation and change. It describes the tricomponent model of attitudes, which includes cognitive, affective, and conative components. It also discusses multiattribute attitude models that examine how beliefs about product attributes influence attitudes. Additional models covered are the attitude-toward-behavior model, theory of reasoned action, theory of trying to consume, and attitude-toward-the-ad model. The document also outlines strategies for changing consumer attitudes, such as associating products with admired groups or resolving conflicting attitudes. It describes theories like the elaboration likelihood model that help explain persuasion and attitude formation.Bb attitudes
Bb attitudesIvan Giovanni
油
This document discusses attitudes and how to influence them. It defines attitudes as enduring organizations of thoughts and feelings toward some aspect of the environment. Attitudes have cognitive, affective, and behavioral components and are learned. The document outlines strategies for changing attitudes by targeting these different components, and discusses how individual characteristics and communication tactics like source credibility, appeal type, and message structure can impact attitude change. It concludes with discussing how understanding attitudes can aid in marketing segmentation and new product development.Lecture power point slides
Lecture power point slidesDr. Avil Saldanha
油
The document discusses attitudes and how they function. It defines attitudes and explains their three components: cognitive, affective, and behavioral. It also discusses how attitudes can be measured, changed, and used in marketing strategies like segmentation, new product development, and ad effectiveness evaluation. Marketers can focus on changing the cognitive, affective, or behavioral components of attitudes using different strategies like marketing stimuli or situational factors.Attitude: A Marketing Perspective
Attitude: A Marketing PerspectiveCS PRADHAN
油
The document explores the role of consumer attitudes in marketing, highlighting their dual nature as both obstacles and advantages for marketers. It details various aspects of attitudes, such as their components (affect, behavior, cognition) and functions (utility, value-expressive, ego-defensive, knowledge), and discusses theories related to attitude formation and behavior prediction. Strategies for measuring and changing attitudes are also described, emphasizing the importance of understanding consumer beliefs and the impact of persuasive messaging.ATTITUDES AND ATTITUDE FORMATION IN CONSUMER BEHAVIOR combined
ATTITUDES AND ATTITUDE FORMATION IN CONSUMER BEHAVIOR combinedShaista Butt
油
The document discusses attitudes in consumer behavior. It defines attitude as an enduring predisposition to behave consistently in a favorable or unfavorable manner towards a given object. Attitudes arise from beliefs and lie dormant in the mind. They influence consumer behavior in decision making situations. Attitudes are formed through direct experience and exposure to information, media, and personal beliefs. They can change in response to social influences, personality traits, and mass media exposure. Marketers work to understand, analyze, and change attitudes to influence consumer purchasing behaviors.Schiffman cb10 ppt_08
Schiffman cb10 ppt_08ftsutton
油
This document summarizes key models of consumer attitude formation and change. It introduces the tricomponent attitude model which views attitudes as having cognitive, affective, and conative components. Multi-attribute attitude models examine attitudes in terms of beliefs about product attributes. The theory of reasoned action models how subjective norms and attitudes jointly shape behaviors. The theory of trying to consume accounts for uncertain outcomes in consumer decision-making.Q3 L02 Attitude Formation and Measurement
Q3 L02 Attitude Formation and MeasurementDickson College
油
Behavioural approaches believe attitudes are formed through direct experiences like mere exposure, classical conditioning, operant conditioning, and social learning. Attitudes can be measured explicitly through agreement with statements or implicitly through scales, word connotations, physiological responses, and analyses of language, priming effects, and reaction times. Various scales have been developed to measure attitudes, including Thurstone, Likert, Guttman, and Osgood's semantic differential.Consumer Attitude Formation and Changes 1784
Consumer Attitude Formation and Changes 1784Zubair Bhatti
油
Attitudes are learned predispositions to behave positively or negatively towards people, objects, services or ideas. They have three components - cognitive, affective and behavioral. Attitudes are formed through direct experience, social influences and personality traits. Marketers use various strategies to change attitudes, such as associating products with groups, resolving conflicting attitudes, and altering beliefs about attributes. Theories of attitude formation include cognitive dissonance theory and attribution theory, which provide different perspectives on how behavior can precede and influence attitude.Consumer Attitude Formation and change
Consumer Attitude Formation and changeNishant Agrawal
油
The document discusses consumer attitude formation and change, outlining various models such as the tricomponent model and multiattribute attitude models. It emphasizes how attitudes are learned and influenced, detailing strategies to change attitudes and the importance of factors like personal experience and advertising. Additionally, it touches on theories such as cognitive dissonance and attribution theory in understanding attitude formation related to consumer behavior.Consumer attitude
Consumer attitudeBalachandar Kaliappan
油
The document by Balachandar K discusses consumer attitudes as learned predispositions that influence behaviors toward objects or actions. It covers various models of attitude formation, including the tricomponent attitude model and the theory of reasoned action, highlighting components such as cognition, affect, and conation. Additionally, it explores how personal and environmental factors affect consumer behavior and the impact of advertisements on brand perception.Chapter 8 Consumer Attitude Formation And Change
Chapter 8 Consumer Attitude Formation And ChangeAvinash Kumar
油
The document discusses various models of attitude formation and change, including:
1. The tricomponent model which views attitudes as having cognitive, affective, and conative components.
2. Multiattribute models like the theory of reasoned action that examine how attitudes are formed based on beliefs about an object's attributes.
3. The theory of trying to consume which accounts for cases where action or outcome is uncertain.
4. The attitude-toward-the-ad model which proposes that feelings and judgments formed from exposure to ads affect brand attitudes.
Strategies for changing attitudes discussed include associating products with groups, resolving conflicts, altering belief components, and changing beliefs about competitors.Q3L01 - Attitude: definition and components
Q3L01 - Attitude: definition and componentsDickson College
油
An attitude is defined as an overall evaluation of an object based on cognitive, affective, and behavioral information. Attitudes have three components - cognition (beliefs), affect (feelings), and behavior. While related, the components do not always have the same evaluative implications. Attitudes function to provide knowledge about the world, serve instrumental goals, defend ego and self-image, and express personal values and group membership.Attitude ppt(mba hons.)
Attitude ppt(mba hons.)Amit Bishnoi
油
Attitudes are evaluative statements that indicate one's feelings toward people, objects, events, or situations either favorably or unfavorably. An attitude can be positive or negative. Positive attitudes are characterized by optimism while negative attitudes express disdain. Attitudes are formed through experiences, classical conditioning, observation of others, and more. They influence behavior and consist of affective, cognitive, and behavioral components. To change attitudes, one can provide new information, influence of peers, resolve inconsistencies, and use communication strategies. A study assessed student attitudes and found them to be generally low positive or low negative. Suggestions to improve attitudes include visualizing goals, setting expectations, dealing with problems effectively, and maintaining an optimistic outlookConsumer Behaviour - Attitude
Consumer Behaviour - Attituderainbowlink
油
The document discusses consumer attitude formation and change. It defines an attitude as a learned predisposition to behave favorably or unfavorably towards an object. There are three main components that make up attitudes: the cognitive component involving knowledge and perceptions, the affective component involving feelings, and the conative component involving the likelihood of taking action. Models of attitudes include the tricomponent model and multiattribute models examining how attitudes are formed based on evaluations of product attributes or beliefs. Strategies for changing attitudes include associating products with admired groups, resolving conflicting attitudes, and altering components of multiattribute models.Consumer Behaviour-Attitude
Consumer Behaviour-Attitudeprincesstong
油
The document discusses attitudes and their influence on consumer behavior. It defines attitudes and describes their nature, how they are formed through conditioning, modeling and cognitive learning. Two models of attitudes are described: the tri-component model involving affective, cognitive and behavioral components, and Fishbein's multi-attribute model. The functions and measurement of attitudes are covered along with methods to change attitudes by influencing feelings, beliefs, behaviors or social norms.Chapter 8 Consumer Behavior
Chapter 8 Consumer Behavior Rumsha Mahmood
油
The document discusses consumer attitude formation and change. It covers key models of attitudes including the tri-component model looking at cognition, affect, and conation. It also discusses multi-attribute models like the attitude toward object model and the theory of reasoned action model. The document explores how attitudes are initially formed through experiences and influences. It also addresses how attitudes can later be changed, and the relationship between attitudes and behaviors.CB Lecture 31.08.2022.pptx
CB Lecture 31.08.2022.pptxKamiBhutta
油
This document discusses consumer attitude formation and change. It provides learning objectives about understanding attitudes, their composition and models. It discusses how attitudes are initially formed from experiences and influenced by others. It also addresses various ways attitudes can change, such as through marketing strategies that alter attribute importance, add new attributes, or change beliefs about competitors' brands. Structural models of attitudes are presented, like the tricomponent model of cognitive, affective and conative components. Examples are given of how attitudes influence behavior and vice versa.CB Lecture 31.08.2022.pptx
CB Lecture 31.08.2022.pptxKamiBhutta
油
This document provides an overview of consumer attitude formation and change. It begins with learning objectives about understanding attitudes, models of attitudes, and how attitudes are formed and changed. It then covers key topics like the components of attitudes, structural models of attitudes including the tricomponent model, multiattribute models, and the theory of trying to consume. It also discusses attitude change strategies and the relationship between attitudes and behavior. Models and concepts are explained through examples and figures.ch8_301mkt.ppt
ch8_301mkt.ppttanmaygupta80898
油
This document discusses consumer attitude formation and change. It covers four key concepts: 1) Attitudes are learned predispositions towards objects; 2) Attitudes have consistency; 3) Attitudes occur within situations; 4) Attitudes must have a clearly defined object. The document then examines structural models of attitudes, including the tricomponent model of cognition, affect, and conation; multiattribute models looking at attributes/beliefs that form overall attitudes; and models addressing trying to consume and attitudes towards ads. Diagrams depict relationships between components in various models.business presentation about attitude in business
business presentation about attitude in businessMinaFam6
油
This chapter discusses the importance of consumer attitudes in shaping behavior, emphasizing their complexity and how they are formed through various processes. It explains attitude models, including the ABC model, and highlights factors influencing attitude change, such as source credibility and attractiveness. Additionally, the chapter explores the relationship between attitudes and behavioral intentions, emphasizing that predicting behavior based solely on attitudes is often unreliable.8 attitude.ppt
8 attitude.pptChaNdniKaYastha1
油
The document discusses consumer attitudes and models of attitude formation. It defines an attitude as a learned tendency to evaluate things in a positive or negative way. The tri-component model views attitudes as composed of cognitive, affective, and behavioral components. Other models discussed include the multi-attribute model, which examines how beliefs about product attributes influence overall attitude, and the theory of reasoned action model, which integrates attitudes and social norms. The document also outlines various strategies for changing existing attitudes, such as changing beliefs, affect, behavior, or underlying motivations.Attitude - structural models
Attitude - structural modelsPankaj Kumar
油
The document discusses models of attitudes and strategies for attitude change. It describes several models of attitudes, including the tricomponent model with cognitive, affective, and conative components. Multi-attribute models examine how attitudes are composed of beliefs about various product attributes. The theory of reasoned action proposes attitudes influence intentions and behaviors. Strategies for changing attitudes include associating products with admired groups, altering beliefs about competitors, and changing the basic motivational function of attitudes.Consumer attitude
Consumer attitudeAjay Samyal
油
1. An attitude is a learned predisposition to respond consistently in a favorable or unfavorable manner towards an object. It has cognitive, affective, and behavioral components.
2. Attitudes serve four key functions - knowledge, adaptive, ego-defensive, and self-expressive. They help provide structure and predict behavior.
3. Attitude formation theories include the tricomponent model and multi-attribute model. Attitudes are influenced by beliefs, experiences, social groups, and marketing.
4. Marketers can change attitudes by altering components of models, associating products with groups, resolving conflicts, and changing beliefs about competitors. The elaboration likelihood model describes central and peripheral routes toSchiff cb ce_07
Schiff cb ce_07mahar waqas
油
1) Attitudes are learned predispositions to respond favorably or unfavorably towards an object and have cognitive, affective, and behavioral components.
2) The tri-component model views attitudes as consisting of cognitive beliefs, affective feelings, and behavioral intentions towards an object.
3) Marketers can influence attitudes by appealing to their functional motivations, associating products with desirable groups, and altering the components of attitudes such as beliefs or overall evaluations of brands.Schiff cb ce_07
Schiff cb ce_07Ravindra Prakash Shukla
油
The document discusses consumer attitude formation and change. It covers topics like the tri-component model of attitudes (cognitive, affective, behavioral components), multi-attribute attitude models, cognitive dissonance theory, attribution theory, and how marketers can influence attitudes. For example, marketers can appeal to the motivational functions of attitudes, associate products with groups or events, and alter the components of attitudes like evaluations, beliefs, and overall brand evaluation.Consumer behaviour fourth edition chapter 7
Consumer behaviour fourth edition chapter 7fadyayman14
油
The document discusses attitudes in consumer behavior, emphasizing their lasting nature and influence on decision-making. It outlines various functions of attitudes, formation processes, and the components of attitude models, such as the Fishbein model. Additionally, it addresses the prediction of behavior based on attitudes and the significance of tracking attitudes over time to understand consumer trends.Attitude
AttitudeMohd Faizan
油
This document discusses consumer attitude formation and change. It defines attitudes as learned predispositions to respond favorably or unfavorably to objects. Attitudes have cognitive, affective, and behavioral components and are formed through classical conditioning, operant conditioning, and cognitive learning. Models of attitude formation include the tri-component model and multi-attribute models. Cognitive dissonance theory and attribution theory explain how behavior can precede attitude formation. Marketers can influence attitudes by appealing to their motivational functions, associating products with groups or events, resolving conflicts, and altering attitude components.solomon_cb09_ppt_07 (me).ppt.pdf
solomon_cb09_ppt_07 (me).ppt.pdfMinaFam6
油
This document discusses key concepts related to attitudes and persuasion in consumer behavior. It begins by defining attitudes and explaining their power and complexity. It describes several ways that attitudes are formed, including classical and instrumental conditioning as well as complex cognitive processes. The chapter then discusses theories for how attitudes are structured and maintained, including consistency theories like cognitive dissonance theory. It also covers multi-attribute attitude models for predicting consumer attitudes based on beliefs about product attributes. The chapter concludes by examining how marketers can attempt to change consumer attitudes through persuasive communications, focusing on source credibility and attractiveness as well as message-related factors.More Related Content
Viewers also liked (9)
Q3 L02 Attitude Formation and Measurement
Q3 L02 Attitude Formation and MeasurementDickson College
油
Behavioural approaches believe attitudes are formed through direct experiences like mere exposure, classical conditioning, operant conditioning, and social learning. Attitudes can be measured explicitly through agreement with statements or implicitly through scales, word connotations, physiological responses, and analyses of language, priming effects, and reaction times. Various scales have been developed to measure attitudes, including Thurstone, Likert, Guttman, and Osgood's semantic differential.Consumer Attitude Formation and Changes 1784
Consumer Attitude Formation and Changes 1784Zubair Bhatti
油
Attitudes are learned predispositions to behave positively or negatively towards people, objects, services or ideas. They have three components - cognitive, affective and behavioral. Attitudes are formed through direct experience, social influences and personality traits. Marketers use various strategies to change attitudes, such as associating products with groups, resolving conflicting attitudes, and altering beliefs about attributes. Theories of attitude formation include cognitive dissonance theory and attribution theory, which provide different perspectives on how behavior can precede and influence attitude.Consumer Attitude Formation and change
Consumer Attitude Formation and changeNishant Agrawal
油
The document discusses consumer attitude formation and change, outlining various models such as the tricomponent model and multiattribute attitude models. It emphasizes how attitudes are learned and influenced, detailing strategies to change attitudes and the importance of factors like personal experience and advertising. Additionally, it touches on theories such as cognitive dissonance and attribution theory in understanding attitude formation related to consumer behavior.Consumer attitude
Consumer attitudeBalachandar Kaliappan
油
The document by Balachandar K discusses consumer attitudes as learned predispositions that influence behaviors toward objects or actions. It covers various models of attitude formation, including the tricomponent attitude model and the theory of reasoned action, highlighting components such as cognition, affect, and conation. Additionally, it explores how personal and environmental factors affect consumer behavior and the impact of advertisements on brand perception.Chapter 8 Consumer Attitude Formation And Change
Chapter 8 Consumer Attitude Formation And ChangeAvinash Kumar
油
The document discusses various models of attitude formation and change, including:
1. The tricomponent model which views attitudes as having cognitive, affective, and conative components.
2. Multiattribute models like the theory of reasoned action that examine how attitudes are formed based on beliefs about an object's attributes.
3. The theory of trying to consume which accounts for cases where action or outcome is uncertain.
4. The attitude-toward-the-ad model which proposes that feelings and judgments formed from exposure to ads affect brand attitudes.
Strategies for changing attitudes discussed include associating products with groups, resolving conflicts, altering belief components, and changing beliefs about competitors.Q3L01 - Attitude: definition and components
Q3L01 - Attitude: definition and componentsDickson College
油
An attitude is defined as an overall evaluation of an object based on cognitive, affective, and behavioral information. Attitudes have three components - cognition (beliefs), affect (feelings), and behavior. While related, the components do not always have the same evaluative implications. Attitudes function to provide knowledge about the world, serve instrumental goals, defend ego and self-image, and express personal values and group membership.Attitude ppt(mba hons.)
Attitude ppt(mba hons.)Amit Bishnoi
油
Attitudes are evaluative statements that indicate one's feelings toward people, objects, events, or situations either favorably or unfavorably. An attitude can be positive or negative. Positive attitudes are characterized by optimism while negative attitudes express disdain. Attitudes are formed through experiences, classical conditioning, observation of others, and more. They influence behavior and consist of affective, cognitive, and behavioral components. To change attitudes, one can provide new information, influence of peers, resolve inconsistencies, and use communication strategies. A study assessed student attitudes and found them to be generally low positive or low negative. Suggestions to improve attitudes include visualizing goals, setting expectations, dealing with problems effectively, and maintaining an optimistic outlookConsumer Behaviour - Attitude
Consumer Behaviour - Attituderainbowlink
油
The document discusses consumer attitude formation and change. It defines an attitude as a learned predisposition to behave favorably or unfavorably towards an object. There are three main components that make up attitudes: the cognitive component involving knowledge and perceptions, the affective component involving feelings, and the conative component involving the likelihood of taking action. Models of attitudes include the tricomponent model and multiattribute models examining how attitudes are formed based on evaluations of product attributes or beliefs. Strategies for changing attitudes include associating products with admired groups, resolving conflicting attitudes, and altering components of multiattribute models.Consumer Behaviour-Attitude
Consumer Behaviour-Attitudeprincesstong
油
The document discusses attitudes and their influence on consumer behavior. It defines attitudes and describes their nature, how they are formed through conditioning, modeling and cognitive learning. Two models of attitudes are described: the tri-component model involving affective, cognitive and behavioral components, and Fishbein's multi-attribute model. The functions and measurement of attitudes are covered along with methods to change attitudes by influencing feelings, beliefs, behaviors or social norms.Similar to Chapter ppt 08 student (20)
Chapter 8 Consumer Behavior
Chapter 8 Consumer Behavior Rumsha Mahmood
油
The document discusses consumer attitude formation and change. It covers key models of attitudes including the tri-component model looking at cognition, affect, and conation. It also discusses multi-attribute models like the attitude toward object model and the theory of reasoned action model. The document explores how attitudes are initially formed through experiences and influences. It also addresses how attitudes can later be changed, and the relationship between attitudes and behaviors.CB Lecture 31.08.2022.pptx
CB Lecture 31.08.2022.pptxKamiBhutta
油
This document discusses consumer attitude formation and change. It provides learning objectives about understanding attitudes, their composition and models. It discusses how attitudes are initially formed from experiences and influenced by others. It also addresses various ways attitudes can change, such as through marketing strategies that alter attribute importance, add new attributes, or change beliefs about competitors' brands. Structural models of attitudes are presented, like the tricomponent model of cognitive, affective and conative components. Examples are given of how attitudes influence behavior and vice versa.CB Lecture 31.08.2022.pptx
CB Lecture 31.08.2022.pptxKamiBhutta
油
This document provides an overview of consumer attitude formation and change. It begins with learning objectives about understanding attitudes, models of attitudes, and how attitudes are formed and changed. It then covers key topics like the components of attitudes, structural models of attitudes including the tricomponent model, multiattribute models, and the theory of trying to consume. It also discusses attitude change strategies and the relationship between attitudes and behavior. Models and concepts are explained through examples and figures.ch8_301mkt.ppt
ch8_301mkt.ppttanmaygupta80898
油
This document discusses consumer attitude formation and change. It covers four key concepts: 1) Attitudes are learned predispositions towards objects; 2) Attitudes have consistency; 3) Attitudes occur within situations; 4) Attitudes must have a clearly defined object. The document then examines structural models of attitudes, including the tricomponent model of cognition, affect, and conation; multiattribute models looking at attributes/beliefs that form overall attitudes; and models addressing trying to consume and attitudes towards ads. Diagrams depict relationships between components in various models.business presentation about attitude in business
business presentation about attitude in businessMinaFam6
油
This chapter discusses the importance of consumer attitudes in shaping behavior, emphasizing their complexity and how they are formed through various processes. It explains attitude models, including the ABC model, and highlights factors influencing attitude change, such as source credibility and attractiveness. Additionally, the chapter explores the relationship between attitudes and behavioral intentions, emphasizing that predicting behavior based solely on attitudes is often unreliable.8 attitude.ppt
8 attitude.pptChaNdniKaYastha1
油
The document discusses consumer attitudes and models of attitude formation. It defines an attitude as a learned tendency to evaluate things in a positive or negative way. The tri-component model views attitudes as composed of cognitive, affective, and behavioral components. Other models discussed include the multi-attribute model, which examines how beliefs about product attributes influence overall attitude, and the theory of reasoned action model, which integrates attitudes and social norms. The document also outlines various strategies for changing existing attitudes, such as changing beliefs, affect, behavior, or underlying motivations.Attitude - structural models
Attitude - structural modelsPankaj Kumar
油
The document discusses models of attitudes and strategies for attitude change. It describes several models of attitudes, including the tricomponent model with cognitive, affective, and conative components. Multi-attribute models examine how attitudes are composed of beliefs about various product attributes. The theory of reasoned action proposes attitudes influence intentions and behaviors. Strategies for changing attitudes include associating products with admired groups, altering beliefs about competitors, and changing the basic motivational function of attitudes.Consumer attitude
Consumer attitudeAjay Samyal
油
1. An attitude is a learned predisposition to respond consistently in a favorable or unfavorable manner towards an object. It has cognitive, affective, and behavioral components.
2. Attitudes serve four key functions - knowledge, adaptive, ego-defensive, and self-expressive. They help provide structure and predict behavior.
3. Attitude formation theories include the tricomponent model and multi-attribute model. Attitudes are influenced by beliefs, experiences, social groups, and marketing.
4. Marketers can change attitudes by altering components of models, associating products with groups, resolving conflicts, and changing beliefs about competitors. The elaboration likelihood model describes central and peripheral routes toSchiff cb ce_07
Schiff cb ce_07mahar waqas
油
1) Attitudes are learned predispositions to respond favorably or unfavorably towards an object and have cognitive, affective, and behavioral components.
2) The tri-component model views attitudes as consisting of cognitive beliefs, affective feelings, and behavioral intentions towards an object.
3) Marketers can influence attitudes by appealing to their functional motivations, associating products with desirable groups, and altering the components of attitudes such as beliefs or overall evaluations of brands.Schiff cb ce_07
Schiff cb ce_07Ravindra Prakash Shukla
油
The document discusses consumer attitude formation and change. It covers topics like the tri-component model of attitudes (cognitive, affective, behavioral components), multi-attribute attitude models, cognitive dissonance theory, attribution theory, and how marketers can influence attitudes. For example, marketers can appeal to the motivational functions of attitudes, associate products with groups or events, and alter the components of attitudes like evaluations, beliefs, and overall brand evaluation.Consumer behaviour fourth edition chapter 7
Consumer behaviour fourth edition chapter 7fadyayman14
油
The document discusses attitudes in consumer behavior, emphasizing their lasting nature and influence on decision-making. It outlines various functions of attitudes, formation processes, and the components of attitude models, such as the Fishbein model. Additionally, it addresses the prediction of behavior based on attitudes and the significance of tracking attitudes over time to understand consumer trends.Attitude
AttitudeMohd Faizan
油
This document discusses consumer attitude formation and change. It defines attitudes as learned predispositions to respond favorably or unfavorably to objects. Attitudes have cognitive, affective, and behavioral components and are formed through classical conditioning, operant conditioning, and cognitive learning. Models of attitude formation include the tri-component model and multi-attribute models. Cognitive dissonance theory and attribution theory explain how behavior can precede attitude formation. Marketers can influence attitudes by appealing to their motivational functions, associating products with groups or events, resolving conflicts, and altering attitude components.solomon_cb09_ppt_07 (me).ppt.pdf
solomon_cb09_ppt_07 (me).ppt.pdfMinaFam6
油
This document discusses key concepts related to attitudes and persuasion in consumer behavior. It begins by defining attitudes and explaining their power and complexity. It describes several ways that attitudes are formed, including classical and instrumental conditioning as well as complex cognitive processes. The chapter then discusses theories for how attitudes are structured and maintained, including consistency theories like cognitive dissonance theory. It also covers multi-attribute attitude models for predicting consumer attitudes based on beliefs about product attributes. The chapter concludes by examining how marketers can attempt to change consumer attitudes through persuasive communications, focusing on source credibility and attractiveness as well as message-related factors.CONSUMER ATTITUDE FORMATION AND CHANGE.pptx
CONSUMER ATTITUDE FORMATION AND CHANGE.pptxjerryhusnah
油
The document discusses consumer attitudes, defining them as learned predispositions toward behaviors regarding marketing-related concepts. It highlights the components of attitudes, including cognitive, affective, and conative aspects, and factors influencing attitude formation such as personal experiences and social influences. Additionally, the text addresses strategies for altering consumer attitudes and the implications of cognitive dissonance and attribution theory in consumer behavior.Consumer Attitudes and Beliefs
Consumer Attitudes and BeliefsAbhipsha Mishra
油
This document discusses consumer attitudes and beliefs. It defines attitudes and lists their key characteristics, including that they have an object, are learned, and have behavioral, evaluative, and affective components. It also discusses the functions of attitudes and how they are learned through classical and operant conditioning as well as cognitive processes. Several models of attitudes are described, including the tri-component model involving cognitive, affective, and behavioral aspects. The document also covers cognitive dissonance theory and attribution theory as they relate to understanding attitudes. Finally, it discusses how marketing strategies can appeal to and influence consumer attitudes.Attitudes
AttitudesAyush Garg
油
The document explores consumer attitudes, emphasizing their formation, change, and structures, including the tricomponent model and various multiattribute attitude models. It discusses how attitudes are influenced by cognitive, affective, and conative components, and outlines models such as the theory of reasoned action and attempting to consume. Furthermore, it addresses strategies for attitude change, cognitive dissonance, and the role of personality and environmental factors in shaping consumer behavior.Chapter8consumer attitude-formation-and-change-091011084913-phpapp01
Chapter8consumer attitude-formation-and-change-091011084913-phpapp01Dr. Ravneet Kaur
油
This document provides an outline and overview of key concepts from Chapter 8 of the textbook "Consumer Behavior" regarding consumer attitude formation and change. The chapter discusses what attitudes are, models of attitudes including the tricomponent model and multiattribute model, how attitudes are formed, and strategies for changing attitudes. It also addresses how behavior can sometimes precede or follow attitude formation. Concepts are explained through definitions, figures, examples, and discussion questions. The copyright information indicates the content is from the textbook published in 2007.Attitude
AttitudeRITESH KUMAR SINGH
油
The document discusses attitudes as learned predispositions affecting consumer behavior, detailing their characteristics, functions, and how they are formed. It highlights models like the tri-component model and multi-attribute attitude models, which explore the interplay between emotions, beliefs, and behaviors. Additionally, it covers cognitive dissonance and self-perception theories, as well as strategies for marketers to influence consumer attitudes.solomon_cb12_inppt_08.ppsx
solomon_cb12_inppt_08.ppsxAshleyTaylor357005
油
This document outlines learning objectives from a chapter on attitudes and persuasive communications. It discusses key concepts like the nature of attitudes, how they are formed, and models for predicting attitudes. Several theories are presented that help explain how consistency, social influence, and communication factors can work to change attitudes. Marketers must understand the complex factors that shape attitudes and how message sources, characteristics, and audience characteristics all contribute to persuasive effectiveness. The goal is to help marketers design more strategic persuasive communications.Consumer attitude
Consumer attitudeRajni Singh
油
The document discusses consumer attitudes, including their formation, types, and potential for change. It outlines key models like the tricomponent model, multi-attribute models, and attitude-toward-the-ad model, emphasizing how attitudes influence consumer behavior and decision-making. The document also explores various strategies for changing consumer attitudes, focusing on motivational functions and the impact of marketing on these attitudes.Ad
More from Chelsea Starks (20)
Chapter ppt 15 - copy
Chapter ppt 15 - copyChelsea Starks
油
The document discusses consumer decision making and various models used to understand it. It describes three levels of consumer decision making from extensive problem solving to routinized response behavior. It also discusses four views - economic, passive, cognitive, and emotional. Various stages of the consumer decision process are outlined including need recognition, prepurchase search, evaluation of alternatives, and postpurchase evaluation. Relationship marketing aims to create strong customer relationships.Chapter ppt 12 - copy-1
Chapter ppt 12 - copy-1Chelsea Starks
油
This document discusses various subcultures and how they relate to consumer behavior. It defines subculture as a distinct group within a larger society and explores examples like nationality (discussing Hispanics), religious, regional, racial, age-based (generations, older consumers), gender-based and working women subcultures. Each subculture exhibits trends in consumer preferences, brand loyalty, media usage and spending habits. The document stresses the importance for marketers to understand how multiple, overlapping subcultural identities influence consumer behavior.Chapter ppt 11 - copy
Chapter ppt 11 - copyChelsea Starks
油
The document discusses how culture influences consumer behavior, defining culture as the sum of learned beliefs, values, and customs that regulate behavior in a society. It examines how culture is learned through enculturation and acculturation, and shared through language, symbols, rituals, and various social institutions. The document also explores how marketers can understand and appeal to cultural influences by analyzing content, observing consumer behaviors, and measuring cultural values.Chapter ppt 09 - copy-1
Chapter ppt 09 - copy-1Chelsea Starks
油
The document discusses key concepts in communication models, including the source, receiver, message, and channel. It covers topics like source credibility, reference groups, opinion leaders, word-of-mouth marketing, and the shift from traditional to nontraditional media. It also addresses designing persuasive communications through message framing, order effects, advertising appeals, and determining effectiveness. The overall content focuses on understanding the basic communication model and factors that influence consumer behavior.Ch15
Ch15Chelsea Starks
油
The document discusses Maslow's hierarchy of human needs and the concept of self-actualization. It explains that self-actualization refers to fulfilling one's potential and that growth needs provide energy to become what one is capable of, while deficiency needs relate to physiological and safety needs. The document also outlines six behaviors that encourage self-actualization, such as making growth choices and being open to experience. Finally, it discusses how positive psychology can foster personal growth and well-being by building personal strengths.Ch16
Ch16Chelsea Starks
油
This chapter provides a framework for understanding and applying motivational principles. It discusses explaining motivation by understanding reasons for behavior and motivational states. It also discusses motivating self through developing inner resources and environmental conditions, as well as motivating others by considering who is motivating the person and whether the social context supports personal causation. The chapter analyzes four case studies to diagnose motivational problems, identify motivation sources, and apply knowledge of motivation to solve problems. It concludes with 16 pearls of wisdom gained from scientific study of motivation and emotion.Ch14
Ch14Chelsea Starks
油
This document discusses Freud's dual-instinct theory of Eros and Thanatos, or the life and death instincts. It also covers three contemporary views of the unconscious - the Freudian, adaptive, and implicit unconscious. Key psychodynamic concepts are explained such as the id, ego, ego defense mechanisms, ego effectance, and object relations theory. Criticisms of the psychodynamic approach are also mentioned.Ch13
Ch13Chelsea Starks
油
This document discusses individual differences in personality characteristics that influence motivation and emotions. It covers topics like happiness and its relationship to extraversion and neuroticism. It also discusses arousal and how optimal levels of arousal influence performance. Additionally, it examines traits like sensation seeking, affect intensity, perceived control, and desire for control. In each section, it explores how these traits manifest in behaviors and influence things like goal-setting, risk-taking, emotional responses, and performance.Ch12
Ch12Chelsea Starks
油
1. The document discusses three central aspects of emotion: biological, cognitive, and social-cultural.
2. Biologically, emotions are influenced by the autonomic nervous system, endocrine system, neural circuits, facial feedback, and rate of neural firing. Cognitively, emotions involve appraisals, knowledge, attributions, and socialization history.
3. Socially and culturally, emotions are shaped by how other people and cultures instruct us about the causes of emotions, how emotions should be expressed, and when emotions should be controlled.Ch11
Ch11Chelsea Starks
油
1) The document discusses five key questions about the nature of emotions: what an emotion is, what causes emotions, how many emotions there are, what functions emotions serve, and the difference between emotions and moods.
2) An emotion is described as a short-lived feeling-arousal-purposive-expressive phenomenon that helps us adapt to opportunities and challenges through important life events. Emotions have cognitive, biological, motivational, and social-expressive components.
3) There are believed to be six basic emotions - fear, anger, disgust, sadness, joy, and interest - that motivate different types of adaptive behaviors in response to different stimuli or life events.Ch10
Ch10Chelsea Starks
油
This document discusses the self and its motivations. It covers five sources of self-esteem: secure relationships, positive appraisals from others, social comparisons, competencies valued by society, and social identities. Self-schemas are sets of beliefs used to conceptualize the self. Well-developed self-schemas allow for processing self-information easily and predicting own behavior. Possible selves motivate the present self to become an ideal self. Cognitive dissonance is a state of tension from inconsistent cognitions that motivates rationalization. Identity theory explains behaviors that confirm identities. Self-concordance refers to pursuing goals aligned with one's core self. Self-regulation involves monitoring goal progress.Ch09
Ch09Chelsea Starks
油
1. Personal control beliefs involve two types of expectations: efficacy expectations which refer to one's belief that they can perform a behavior, and outcome expectations which refer to one's belief that a behavior will lead to a certain outcome.
2. Sources of self-efficacy include personal mastery experiences, vicarious experiences, verbal persuasion, and physiological states, and high self-efficacy leads to greater effort, persistence, and performance.
3. Empowerment involves possessing knowledge, skills, and beliefs to exert control over one's life, and mastery modeling programs can be used to develop these by having experts model skills and provide feedback.Ch08
Ch08Chelsea Starks
油
This document discusses goal setting and goal striving. It covers:
1. Models of goal pursuit including the TOTE model and discrepancy theory. Goals motivate by creating a discrepancy between the present and ideal states.
2. Factors that influence goal setting effectiveness including making goals specific and difficult to increase effort and persistence, and using feedback to guide progress.
3. Potential issues with goal setting like stress, failure, short-term thinking, and undermining intrinsic motivation if not implemented properly.
4. Implementation intentions as an effective planning strategy to initiate goal-directed actions at anticipated future moments. Setting specific "if-then" plans helps attain goals.Ch07
Ch07Chelsea Starks
油
This document discusses social needs, including the needs for achievement, affiliation, intimacy, and power.
1. It describes the incentives that activate each social need, such as doing something well to show competence for achievement or having impact on others for power.
2. For achievement, it discusses Atkinson's model of achievement motivation and how factors like the motive to succeed and avoid failure influence behavior. It also discusses how adopting mastery goals over performance goals can benefit learning.
3. For affiliation and intimacy, it provides a profile of high intimacy motivation including thoughts of relationships and interaction styles.
4. It briefly mentions that certain conditions can involve and satisfy social needs as well as discussing leadership as a variantCh06
Ch06Chelsea Starks
油
1. The document discusses Self-Determination Theory and the three basic psychological needs of autonomy, competence, and relatedness.
2. Autonomy refers to behaving with a sense of volition and having choice. Competence involves feeling capable and effective. Relatedness involves having close relationships.
3. The theory posits that environments that support these three needs will enhance intrinsic motivation, well-being, and overall performance versus environments that are controlling.Ch05
Ch05Chelsea Starks
油
This document discusses intrinsic and extrinsic motivations. It defines intrinsic motivation as the inherent desire to engage in interests and develop abilities, while extrinsic motivation involves doing something to receive an external reward or incentive. Extrinsic motivations exist on a continuum from external to integrated regulation. Rewards can undermine intrinsic motivation by being perceived as controlling. Building interest in a task through relevance, novelty, and choice can promote more autonomous extrinsic motivation. The document provides frameworks for cognitive evaluation theory and self-determination theory.Ch04(1)
Ch04(1)Chelsea Starks
油
The document discusses physiological needs and how they motivate behavior. It defines a need as any condition essential for life, growth and well-being. Physiological needs include thirst, hunger, and sex. When needs are satisfied, well-being is maintained, but when neglected or frustrated, damage occurs. The document then goes into detail about the physiological and psychological processes underlying each need and factors that influence them.Ch03(1)
Ch03(1)Chelsea Starks
油
The document discusses the motivated and emotional brain. It describes three key parts of the brain:
1. The motivated brain, which determines whether you want to do a task. The hypothalamus is involved in creating hunger through ghrelin release when deprived of food.
2. The emotional brain, which determines your mood while doing a task. Good events activate dopamine release stimulating positive affect.
3. Three principles: the thinking brain determines the task, the motivated brain whether you want to do it, and the emotional brain your mood while doing it. Key brain structures involved in motivation and emotion are described.Ch02(1)
Ch02(1)Chelsea Starks
油
The document outlines the history of motivation theories from philosophical origins to contemporary theories. It discusses the rise and decline of grand theories like Will, Instinct, and Drive, which sought to explain all motivated behavior. It then describes the rise of mini-theories that focus on more limited aspects of motivation and the move to a multi-level understanding, recognizing influences from neurological, cognitive, social, cultural and other levels.Ch01(1) 1
Ch01(1) 1Chelsea Starks
油
1) Motivation involves the processes that give behavior its energy and direction. It can be strong, intense, and persistent as behavior aims toward goals.
2) Motivational science involves representing reality through theory and deriving hypotheses to test with data. Good theory functions to illustrate reality and be useful.
3) Motivation has four main sources - needs, cognition, emotions, and external events - that give behavior strength and purpose. These interact in a hierarchy with internal motives dominating over external ones.Ad
Chapter ppt 08 student
- 1. Consumer Attitude Formation and Change CHAPTER EIGHT
- 2. Attitude A learned predisposition to behave in a consistently favorable or unfavorable manner with respect to a given object. 2Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 3. What Are Attitudes? The attitude object Attitudes are a learned predisposition Attitudes have consistency Attitudes occur within a situation Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall 3Chapter Eight 際際滷
- 4. Structural Models of Attitudes Tricomponent Attitude Model Multiattribute Attitude Model The Trying-to-Consume Model Attitude-Toward-the-Ad Model Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall 4Chapter Eight 際際滷
- 5. Cognition A Simple Representation of the Tricomponent Attitude Model - Figure 8.3 5Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 6. The Tricomponent Model Cognitive Affective Conative The knowledge and perceptions that are acquired by a combination of direct experience with the attitude object and related information from various sources Components 6Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 7. The Tricomponent Model Cognitive Affective Conative A consumers emotions or feelings about a particular product or brand Components 7Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 8. The Tricomponent Model Cognitive Affective Conative The likelihood or tendency that an individual will undertake a specific action or behave in a particular way with regard to the attitude object Components 8Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 9. Issues in Attitude Formation How attitudes are learned Conditioning and experience Knowledge and beliefs 9Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 10. Issues in Attitude Formation Sources of influence on attitude formation Personal experience Influence of family Direct marketing and mass media Personality factors 10Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 11. Strategies of Attitude Change Changing the Basic Motivational Function Associating the Product with an Admired Group or Event Resolving Two Conflicting Attitudes Altering Components of the Multiattribute Model Changing Beliefs about Competitors Brands 11Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 12. Changing the Basic Motivational Function Utilitarian Ego- defensive Value- expressive Knowledge 12Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 13. Discussion Questions What products that you purchase associate themselves with an Admired Group or Event? 13Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 14. Attitude Change Altering Components of the Multiattribute Model Changing relative evaluation of attributes Changing brand beliefs Adding an attribute Changing the overall brand rating Changing Beliefs about Competitors Brands 14Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 15. Behavior Can Precede or Follow Attitude Formation Cognitive Dissonance Theory Holds that discomfort or dissonance occurs when a consumer holds conflicting thoughts about a belief or an attitude object. Attribution Theory A theory concerned with how people assign causality to events and form or alter their attitudes as an outcome of assessing their own or other peoples behavior. 15Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 16. Issues in Attribution Theory Self-Perception Theory Attributions toward Others Attributions toward Things How We Test Our Attributions Distinctiveness Consistency over time Consistency over modality Consensus 16Copyright 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter Eight 際際滷
- 18. Case 8-2: Its a Whirlpool from Germany Do you think American consumers would view the Whirlpool washing machine differently if they knew it was manufactured in Germany? How might a consumer use the attitude- toward-object model to evaluate specific brand/models of washing machines 18