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Consumer Attitude Formation and Change Part 2 - Coggle Diagram
Consumer Attitude Formation and Change Part 2
Changing the Motivational Functions of Attitudes
Function Approach
The Utilitarian Function
The Ego-Defensive Function
The Value-Expressive Function
The Knowledge Function
Associating Brands with Worthy Objects or Causes
The Elaboration Likelihood Model
Two Different Routes to Persuasion
Central Route
High-involvement Purchases
Peripheral Route
Low-involvement Purchases
Cognitive Dissonance and Resolving Conflicting Attitudes
Cognitive Dissonance
when consumer holds conflicting thoughts about a belief or an attitude object
Several ways to reduce their pos-purchase
Rationalize decision
Seek advertisement to support their choices
Try to "sell" friends on the positive features of the purchase made
Look to satisfied owners of reassurance
Resolving Conflicting Attitudes
Resolve Actual Cognitive Conflict
Resolve Potential Cognitive Conflict
Assigning Causality and Attribution Theory
Self-Perception Attributions
Internal attributions
External Attributions
Foot-in-the-Door Technique
Attributions Toward Others
Attributions Toward Objects
Analyzing Self-Attributions