| A | B |
|---|
| experiential | According to THIS hierarchy, the consumer considers purchases based on an attitude of hedonic consumption |
| cognitive dissonance | theory of attitudes states that people are motivated to take action to resolve inconsistencies between attitudes and behaviors |
| social judgment | theory of attitudes assumes that people assimilate new information about attitude objects in light of what they already know and feel, using an initial attitude as a frame of reference to categorize new information |
| cognition | the first step in the standard learning hierarchy approach |
| affect, behavior, and cognition | "A, B, Cs" of the ABC model of attitudes stand for |
| self-perception | theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are |
| knowledge | THIS function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning |
| internalization | The highest level of involvement |
| attitude | a lasting, general evaluation of people (including oneself), objects, advertisements, or issues |
| low-involvement | THIS hierarchy assumes the consumer does not initially have a strong preference for one brand over another. |
| value-expressive | attitude function that is associated with a focus on particular social identities and lifestyles |
| persuasion | An active attempt to change attitudes |
| supportive arguments | Most messages merely present one or more positive attributes about a product or reasons to buy it. |
| peripheral | route to persuasion is taken when the receiver is not really motivated to think about the arguments made in a communication message |
| permission marketing | form of marketing is based on the premise that a marketer will be much more successful when he communicates with consumers who have already agreed to listen to him |
| credibility and attractiveness | Two particularly important source characteristics |
| Comparative advertising | a strategy in which a message compares two or more specifically named or recognizably presented brands and evaluates them in terms of one or more specific attributes |
| cell phones | M-commerce most likely takes place through THESE |
| learning and tedium | According to the two-factor theory, the net effect of being exposed repeatedly to the same message is a combination of |
| source | the element in which the message originates |
