MKTG 753 CH 8 HW Spring 2024

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University of New Hampshire *

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753

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Marketing

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Apr 25, 2024

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MKTG 753 Chapter 8 Homework Due: Thursday, February 8, beginning of class Please submit your homework via CANVAS but have it available for you to view during class. I will call on 3 to 4 people at the beginning of class to provide their answers, and we will discuss as a class. Questions: THEORY OF REASONED ACTION (THE EXPECTANCY-VALUE MODEL) You are the marketing manager of “Corner Wahoo Pizzeria,” or CWP, that produces deep-dish Chicago Style Pizza. You have recently noticed a significant drop in the number of people eating at CWP. You want to find out if this drop in clientele is related to current consumer attitudes and use this information to draw up a marketing plan to combat it. The Expectancy-Value model (Fishbein and Ajzen 1975) suggests consumers’ attitude towards an object (or action), o , can be represented as: Attitude o = b i e i where b i is the strength of the belief that object o possesses attribute i , and e i is the evaluation of this belief. After a lot of thought you come up with four attributes that are important to your consumers: taste, calories, fat content, and price. You commission a study to build an expectancy-value model of consumers’ attitudes. The study questions, and the typical response for each question, are listed below: 1. How likely is it that a CWP pizza tastes good? Very Unlikely -3 -2 -1 0 1 2 3 Very Likely 2. How likely is it that a CWP pizza has low calories? Very Unlikely -3 -2 -1 0 1 2 3 Very Likely 3. How likely is it that a CWP pizza has high fat content? Very Unlikely -3 -2 -1 0 1 2 3 Very Likely 4. How likely is it that a CWP pizza is low priced? Very Unlikely -3 -2 -1 0 1 2 3 Very Likely 5. If a pizza tastes good, that is… Very Bad -3 -2 -1 0 1 2 3 Very Good 1
6. If a pizza has low calories, that is … Very Bad -3 -2 -1 0 1 2 3 Very Good 7. If a pizza has high fat content, that is … Very Bad -3 -2 -1 0 1 2 3 Very Good 8. If a pizza is low priced, that is … Very Bad -3 -2 -1 0 1 2 3 Very Good Question 1 Use the typical responses above to calculate consumers’ current attitude towards CWP Pizza. Attitude o = b i e i Attribute Strength (bi) Evaluation (ei) Bi * ei Taste 3 1 3 Calories -2 3 -6 Fat 2 -2 -4 Price 3 3 9 Attitude = 2 Further study of the Theory of Reasoned Action (TORA) reveals that attitude toward the product is only one of two components that affect behavior, the other one being subjective norms (SN o ). Subjective Norm o = NB k MC k where NB k is the normative belief of person k , and MC k is the motivation to comply with person k . You then study a group of target consumers, who are split into three categories: opinion leaders (OLs), group members (GMs), and trend followers (TFs). The questions posed, and the typical response for each question, are listed below: 9. What do the [opinion leaders] think about eating at CWP? Not eat at CWP -3 -2 -1 0 1 2 3 Eat at CWP 10. What do the [group members] think about eating at CWP? Not eat at CWP -3 -2 -1 0 1 2 3 Eat at CWP 11. What do the [trend followers] think about eating at CWP? Not eat at CWP -3 -2 -1 0 1 2 3 Eat at CWP 12. How much do you care about what the [opinion leaders] think? 2
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