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  3. The appeal of advertising to buying motives can have both negative and positive effects. Consumers may be convinced to buy a pro

The appeal of advertising to buying motives can have both negative and positive effects. Consumers may be convinced to buy a pro

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问题     The appeal of advertising to buying motives can have both negative and positive effects. Consumers may be convinced to buy a product of poor quality or high price because of an advertisement. For example, some advertisers have appealed to people’s desire for better fuel economy for their cars by advertising automotive products that improve gasoline mileage. Some of the products work. Others are worthless and a waste of consumers’ money.
    Sometimes advertising is intentionally misleading. A few years ago, a brand of bread was offered to dieters (节食者) with the message that there were fewer calories (热量单位，卡路里) in every slice. It turned out that the bread was not dietetic (适合节食的), but just regular bread. There were fewer calories because it was sliced very thin, but there were the same number of calories in every loaf.
    On the positive side, emotional appeals may respond to a consumer’s real concerns, considering fire insurance. Fire insurance may be sold by appealing to fear of loss. But fear of loss is the real reason for fire insurance. The security of knowing that property is protected by insurance makes the purchase of fire insurance a worthwhile investment for most people. If consumers consider the quality of the insurance plans as well as the message in the ads, they will benefit from the advertising.
    Each consumer must evaluate her or his own situation. Are the benefits of the product important enough to justify buying it? Advertising is intended to appeal to consumers, but it does not force them to buy the product. Consumers still control the final buying decision.
Advertising can persuade the consumer to buy worthless products by______.
选项 A、stressing their high quality
B、convincing him of their low price
C、maintaining a balance between quality and price
D、appealing to his buying motives
答案D
解析 题干意为“广告能通过…使人们买些没有用的产品”。由第一段可以看出广告能说服人们买不值得买的产品就是因为它能投其所好，刺激消费者的购买动机。故选D。
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