Memory Consumer Attitude Formation and ChangeVersión en línea Chapter 6 Consumer Behavior por Mariana Pereyra Cognitive, Conative, Affective, Subjective norms The elaboration likelihood model (ELM) Theory of reasoned action Multiattribute attitude models Models that portray consumers’ attitudes as functions of their assessments of the objects’ prominent attributes. Tri-Component Attitude Model Cognitive, Conative, Affective The Ego-Deffensive Function Occurs when a consumer holds conflicting thoughts about a belief or an attitude object. An approach to changing attitudes by appealing to the reasons (or motivations) behind people’s attitudes. These rea sons are called “functions.” Cognitive dissonance Functional approach Proposes that attitudes can sometimes be changed by either one of two different routes to persuasion Maintains that people form attitudes in order to protect themselves from sensing doubt and to replace uncertainty with feelings of security and confidence.
Crear