Question 1

Discuss the role of experts in creating informational influence.

Accepted Answer

Experts play a crucial role in creating

Question 2

Explain the characteristics of reference groups.

Accepted Answer

Reference groups are social groups that

Question 3

Compare advertising with word-of-mouth information as a source of influence.

Accepted Answer

Advertising and word-of-mouth informatio

Question 4

Mediavoid, a think tank, conducted a study on adolescents between the ages 14 and 18 and found that those who watch violent television shows and movies are more likely to buy cigarettes, indulge in drug use, and consume alcoholic drinks. This is an example of how the media can:

Accepted Answer

A)  reducetie-strength between a brand and its consumers. 
B)  influence the buying behavior of consumers. 
C)  negatively affect consumer socialization. 
D)  encourage consumers to form stronger social ties. 
E)  increase attention to advertising. 
A)  reducetie-strength between a brand and its consumers. 
B)  influence the buying behavior of consumers. 
C)  negatively affect consumer socialization. 
D)  encourage consumers to form stronger social ties. 
E)  increase attention to advertising.

Question 5

In the context of sources of influence, which of the following is true of nonmarketing sources?

Accepted Answer

A)  They are delivered by salespeople, service representatives, and customer service agents. 
B)  They are regarded as highly credible sources of influence. 
C)  They are known to have a personal stake in consumers' purchase decisions. 
D)  They are the verbally communicated sources of information about offerings. 
E)  They are regarded as the least credible sources of influence. 
A)  They are delivered by salespeople, service representatives, and customer service agents. 
B)  They are regarded as highly credible sources of influence. 
C)  They are known to have a personal stake in consumers' purchase decisions. 
D)  They are the verbally communicated sources of information about offerings. 
E)  They are regarded as the least credible sources of influence.

Question 6

Jeff-Davis is a premium motorcycle brand. Jeff-Davis sponsors many motorcycle expeditions and rallies, and many motorcycle enthusiasts attend these events. In this case, Jeff-Davis is creating a brand community.

Accepted Answer

A) True 
 B)False

Question 7

_____ is doing what the group or social influencer asks.

Accepted Answer

A)  Valence 
B)  Discord 
C)  Embodiment 
D)  Compliance 
E)  Reactance 
A)  Valence 
B)  Discord 
C)  Embodiment 
D)  Compliance 
E)  Reactance

Question 8

An Internet chat group is an example of a primary reference group.

Accepted Answer

A) True 
 B)False

Question 9

Discuss the different ways of engineering favorable word of mouth.

Accepted Answer

There are several ways to engineer favor

Question 10

Way Wares is a health, beauty, and home care company. It targets individual customers as selling agents and rely on their friendships, social media contacts, and internal social groups for direct-selling efforts. This is best thought of as an example of marketers using weak ties to:

Accepted Answer

A)  identify new networks. 
B)  foster interpersonal relationships among its customers. 
C)  increase the influence of opinion leaders. 
D)  build up distribution with large companies. 
E)  sell within secondary reference groups. 
A)  identify new networks. 
B)  foster interpersonal relationships among its customers. 
C)  increase the influence of opinion leaders. 
D)  build up distribution with large companies. 
E)  sell within secondary reference groups.

Question 11

A(n) _____ is a market in which the social relationships among buyers and sellers change the way the market operates.

Accepted Answer

A)  exchangemarket 
B)  embedded market 
C)  discrete market 
D)  relationship market 
E)  associated market 
A)  exchangemarket 
B)  embedded market 
C)  discrete market 
D)  relationship market 
E)  associated market

Question 12

Compare the effects of primary and secondary reference groups on behavior.

Accepted Answer

Primary reference groups have a more dir

Question 13

_____ describes whether information is positive or negative.

Accepted Answer

A)  Cohesiveness 
B)  Conformity 
C)  Congruence 
D)  Valence 
E)  Reactance 
A)  Cohesiveness 
B)  Conformity 
C)  Congruence 
D)  Valence 
E)  Reactance

Question 14

Jason, a new salesperson at a shoe store, followed the customers around the store. He kept talking to them about all the products in the store even after a significant number of customers asked him to leave them alone. Ultimately, most of the customers left and went to the adjacent shoe store. The customers' reaction in this case is an example of:

Accepted Answer

A)  compliance. 
B)  congruity. 
C)  reactance. 
D)  conformity. 
E)  valence. 
A)  compliance. 
B)  congruity. 
C)  reactance. 
D)  conformity. 
E)  valence.

Question 15

BuyandBefriend.com, an online retailer, allows its customers to post reviews of the books, music, and other products it sells. Customers can add each other as friends, share wish list items, and recommend products to each other. In this case, BuyandBefriend.com is using a _____ to promote its products.

Accepted Answer

A)  brand leader 
B)  market maven 
C)  brand community 
D)  brand ambassador 
E)  consumer court 
A)  brand leader 
B)  market maven 
C)  brand community 
D)  brand ambassador 
E)  consumer court

Question 16

Discuss reference group influence on homophilous reference groups.

Accepted Answer

Reference group influence on homophilous

Question 17

The members of the Kent family get together every Saturday to play board games. In this case, the members of the family are considered to be a dense group.

Accepted Answer

A) True 
 B)False

Question 18

Discuss the effect of online forums, review sites, websites, and e-mail on word of mouth.

Accepted Answer

The effect of online forums, review site

Question 19

It is possible for culture to affect informational influence.

Accepted Answer

A) True 
 B)False

Question 20

Reference groups influence product category choice for _____.

Accepted Answer

A)  durablegoods 
B)  symbolic goods 
C)  necessity goods 
D)  luxury items 
E)  complimentary items 
A)  durablegoods 
B)  symbolic goods 
C)  necessity goods 
D)  luxury items 
E)  complimentary items

Discuss the role of experts in creating informational influence.

Explain the characteristics of reference groups.

Compare advertising with word-of-mouth information as a source of influence.

Mediavoid, a think tank, conducted a study on adolescents between the ages 14 and 18 and found that those who watch violent television shows and movies are more likely to buy cigarettes, indulge in drug use, and consume alcoholic drinks. This is an example of how the media can:

In the context of sources of influence, which of the following is true of nonmarketing sources?

Jeff-Davis is a premium motorcycle brand. Jeff-Davis sponsors many motorcycle expeditions and rallies, and many motorcycle enthusiasts attend these events. In this case, Jeff-Davis is creating a brand community.

_____ is doing what the group or social influencer asks.

An Internet chat group is an example of a primary reference group.

Discuss the different ways of engineering favorable word of mouth.

Way Wares is a health, beauty, and home care company. It targets individual customers as selling agents and rely on their friendships, social media contacts, and internal social groups for direct-selling efforts. This is best thought of as an example of marketers using weak ties to:

A(n) _____ is a market in which the social relationships among buyers and sellers change the way the market operates.

Compare the effects of primary and secondary reference groups on behavior.

_____ describes whether information is positive or negative.

Discuss reference group influence on homophilous reference groups.

The members of the Kent family get together every Saturday to play board games. In this case, the members of the family are considered to be a dense group.

Discuss the effect of online forums, review sites, websites, and e-mail on word of mouth.

It is possible for culture to affect informational influence.

Reference groups influence product category choice for _____.

Understanding Consumer Behavior

Motivation, Ability, and Opportunity

From Exposure to Comprehension

Memory and Knowledge

Attitudes Based on High Effort

Attitudes Based on Low Effort

Problem Recognition and Information Search

Judgment and Decision Making Based on High Effort

Judgment and Decision Making Based on Low Effort

Post-Decision Processes

Consumer Diversity

Household and Social Class Influences

Psychographics: Values, Personality, and Lifestyles

Innovations: Adoption, Resistance, and Diffusion

Symbolic Consumer Behavior

Marketing, Ethics, and Social Responsibility in Today's Consumer Society

Filters

Exam 11: Social Influences on Consumer Behavior

Discuss the role of experts in creating informational influence.

Explain the characteristics of reference groups.

Compare advertising with word-of-mouth information as a source of influence.

Mediavoid, a think tank, conducted a study on adolescents between the ages 14 and 18 and found that those who watch violent television shows and movies are more likely to buy cigarettes, indulge in drug use, and consume alcoholic drinks. This is an example of how the media can:

In the context of sources of influence, which of the following is true of nonmarketing sources?

Jeff-Davis is a premium motorcycle brand. Jeff-Davis sponsors many motorcycle expeditions and rallies, and many motorcycle enthusiasts attend these events. In this case, Jeff-Davis is creating a brand community.

_____ is doing what the group or social influencer asks.

An Internet chat group is an example of a primary reference group.

Discuss the different ways of engineering favorable word of mouth.

Way Wares is a health, beauty, and home care company. It targets individual customers as selling agents and rely on their friendships, social media contacts, and internal social groups for direct-selling efforts. This is best thought of as an example of marketers using weak ties to:

A(n) _____ is a market in which the social relationships among buyers and sellers change the way the market operates.

Compare the effects of primary and secondary reference groups on behavior.

_____ describes whether information is positive or negative.

Discuss reference group influence on homophilous reference groups.

The members of the Kent family get together every Saturday to play board games. In this case, the members of the family are considered to be a dense group.

Discuss the effect of online forums, review sites, websites, and e-mail on word of mouth.

It is possible for culture to affect informational influence.

Reference groups influence product category choice for _____.

Understanding Consumer Behavior

Motivation, Ability, and Opportunity

From Exposure to Comprehension

Memory and Knowledge

Attitudes Based on High Effort

Attitudes Based on Low Effort

Problem Recognition and Information Search

Judgment and Decision Making Based on High Effort

Judgment and Decision Making Based on Low Effort

Post-Decision Processes

Consumer Diversity

Household and Social Class Influences

Psychographics: Values, Personality, and Lifestyles

Innovations: Adoption, Resistance, and Diffusion

Symbolic Consumer Behavior

Marketing, Ethics, and Social Responsibility in Today's Consumer Society

Filters