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SIKAP KONSUMEN
Dr. Ir. Lilik Noor Yuliati, MFSA
Departemen IKK, FEMA IPB
Pokok Bahasan
1. Model sikap
2. Cara pengukuran sikap
TIU
Affective component
(feelings)
Behavioral component
(response tendencies)
1. The ABC Model of Attitudes
Strongly Strongly
Agree Agree Disagree Disagree
Behavioral Component
(Measuring Actions or Intended Actions)
The last soft drink I consumed was a ___________________.
I usually drink________________soft drinks.
What is the likelihood you will buy Diet Coke the Definitely will buy
the next time you purchase a soft drink? Probably will buy
Might buy
Probably will not buy
Definitely will not buy
1. The ABC Model of Attitudes
Behavioral Component
(Measuring Actions or Intended Actions)
The last soft drink I consumed was a ___________________.
I usually drink________________soft drinks.
What is the likelihood you will buy Diet Coke the Definitely will buy
the next time you purchase a soft drink? Probably will buy
Might buy
Probably will not buy
Definitely will not buy
2. Model Sikap Multiatribut
A = Xi
b
i=1
Ab adalah sikap terhadap brand “b.”
A0 = bi ei
i=1
A0 : sikap terhadap objek (produk, merek, dll)
bi : tingkat kepercayaan bahwa objek memiliki
atribu ke i
ei : evaluasi mengenai atribu ke I
Ab = W i | I i - X i b|
i =1
Ab : sikap terhadap merek B
W : pentingnya atribut I
Ii : performansi “ideal” pada atribut I
Xi : kepercayaan tentang performansi aktual
merek pada atribut I
k : jumlah atribut yang menonjol
2. Model Sikap Multiatribut
Diet Coke
1 2 3 4 5 6 7
Low price —— —— —I— —X— —— —— —— High price
Sweet taste —— —I— —— —— —— —X— —— Bitter taste
High status —— —— —I— —— —X —— —— Low status
Low calories —IX —— —— —— —— —— —— High calories
Atribut Importance
Price 10
Taste 30
Status 20
Calories 40
100
A = (10)(I3-4I)+(30)(I2-6I)+(20)(I3-5I)+(40)(I1-1I)=
= (10x1)+(30x4)+(20x2)+(40x0) = 170
3. Attitude Toward Behavior
A(act) = bi ei
i=1
Beliefs About
Consequences
of Engaging in
the Behavior(bi) Attitude Toward
the Behavior
Evaluative Aspects (Aact)
of Beliefs About
Consequences (ai) Intentions to
Overt Behavior
Perform the
Normative Beliefs (B)
Behavior (I)
About What Others
Expect (bj)
Subjective Norm
(SN)
Motivation to
Comply with
Normative Beliefs
(mj)
Schematic diagram of Fishbein and Ajzen’s (1975) Attitude-Behavior Model
Theory of Reasoned Action - TRA
Behavior
Education normative
components
Attitudes toward targets Belief that specific
Attitude toward people referents think I
Attitude toward institution should or should
not perform
the behavior Subjective
Personality traits norm
Introversion
Motivation to
Neuroticism
comply with
Authoritarianism
the specific
Dominance
referents
4. The Reasoned Action Model (TRA)
BI = w1 (A(act) ) + w2 (SN)
BI : Behavior Intention
A(act) : sikap terhadap perilaku tertentu (produk,
merek, dll)
SN : Norma sosial
w1 &w2 : bobot empiris yang ditentukan oleh
statistik regresi
4. The Reasoned Action Model (TRA)
Norma Subyektif
n
SN = bi mi
i=1
SN : norma subyektif individu terhadap perilaku tertentu
bi : keyakinan normatif individu bahwa referensi
personal/organisasi menginginkan subyek sikap
untuk melakukan atau tidak melakukan perilaku
mi : motivasi individu untuk menuruti anjuran referensi
personal/kelompok
Expectation of
failure
“Apabila saya berhasil lulus tepat waktu, maka keluarga saya merasa
bangga”
Sangat tidak setuju 1 2 3 4 5 6 7 Sangat setuju
b. Mencari ei (komponen evaluasi)
“Merasa bangga dg diri sendiri adalah …”
Sangat tdk memuaskan 1 2 3 4 5 6 7 Sangat memuaskan