The theory of reasoned action proposes that all forms of planned and reasoned behavior have two primary determinants: _____ and _____.
a. motivation; normative influences
b. attitudes; normative influences
c. attitudes; value-expressive influences
d. attitudes; informational influences
e. motivation; informational influences
Question 2Suppose that CatGenie learns that one of its competitors, NoMoreLitter, is about to introduce a new product. CatGenie quickly develops a special price-off deal to prevent the competitor from stealing market share. The objective of this deal is to _____ consumers and thereby _____ the sales of the competitor's new product.
a. push; neutralize
b. entice; neutralize
c. load; preempt
d. persuade; dissuade
e. overwhelm; neutralize
Question 3What type of persuasion takes advantage of a consumer's tendency to relate aspects of the message to his or her personal situation when the consumer is highly involved in the message?
a. emotion-based
b. message-based
c. opportunity-based
d. peripheral
e. dual
Question 4Researchers have determined that loading consumers, by offering deal-oriented promotions, does increase consumers' product usage, especially when _____.
a. usage-related thoughts about a product are vivid in a consumer's memory
b. the sales promotion has been used for a considerable amount of time
c. competitive products are not on deal
d. the promotion is for a durable good
e. the promotion includes a contest
Question 5Whether a person is familiar with message claims and has the literacy or knowledge to help comprehend them is known as _____.
a. motivation
b. opportunity
c. elaboration
d. ability
e. perception
Question 6Sales promotion can _____.
a. permanently stop an established brand's declining sales trend
b. change the basic nonacceptance of an undesired product
c. obtain trial purchases from consumers
d. give consumers a compelling long-term reason to continue purchasing a brand
e. compensate for a lack of advertising
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