Question 1

Gatekeepers are individuals who:

Accepted Answer

A)  control the flow of information. 
B)  complain about defective products. 
C)  criticize poor marketing techniques. 
D)  have strong ties and thus serve as a bridge between groups. 
E)  are informers for other social groups. 
A)  control the flow of information. 
B)  complain about defective products. 
C)  criticize poor marketing techniques. 
D)  have strong ties and thus serve as a bridge between groups. 
E)  are informers for other social groups.

Question 2

Discuss the ways in which markets can target a network of individuals.

Accepted Answer

Markets can target a network of individu

Question 3

Bertha was a well-behaved child when she was young, but as soon as she entered high school, she started skipping class, wearing strange clothes, and watching offensive television shows with a group of new friends. Her behavior had become just like that of her new friends. Bertha's behavior is likely due to _____.

Accepted Answer

A)  brand loyalty 
B)  valence 
C)  formality 
D)  normative influence 
E)  aspirational group influence 
A)  brand loyalty 
B)  valence 
C)  formality 
D)  normative influence 
E)  aspirational group influence

Question 4

TV programs, movies and videos, music, video games, the Internet, and ads can serve as socializing agents.

Accepted Answer

A) True 
 B)False

Question 5

Kimberley has two older sisters, Stephanie and Grace. Kimberley imitates her sisters' behaviors, such as the way they dress, the way they walk, and the way they talk. Stephanie and Grace are a(n) _____ to Kimberley.

Accepted Answer

A)  associative reference group 
B)  sociological set 
C)  consideration set 
D)  dissociative reference group 
E)  consumer network 
A)  associative reference group 
B)  sociological set 
C)  consideration set 
D)  dissociative reference group 
E)  consumer network

Question 6

Describe three compliance techniques that marketers can use with customers.

Accepted Answer

Marketers often employ various complianc

Question 7

_____ is the process by which individuals acquire the skills, knowledge, values, and attitudes that are relevant for functioning in a given domain.

Accepted Answer

A)  Rationalization 
B)  Consumption 
C)  Socialization 
D)  Persuasion 
E)  Consumption. 
A)  Rationalization 
B)  Consumption 
C)  Socialization 
D)  Persuasion 
E)  Consumption.

Question 8

The _____ is designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.

Accepted Answer

A)  even-a-penny-will-helptechnique 
B)  door-in-the-face technique 
C)  foot-in-the-door technique 
D)  head-out-the-window technique 
E)  foot-in-the-mud technique 
A)  even-a-penny-will-helptechnique 
B)  door-in-the-face technique 
C)  foot-in-the-door technique 
D)  head-out-the-window technique 
E)  foot-in-the-mud technique

Question 9

Scale Viewer, a nutritional food manufacturer, offers various products that assist weight loss. Consumers who successfully lose weight using its products are featured on an inspirational video displayed in the company website. In the video, the consumers talk about their experiences with Scale Viewer's products. This is an example of a marketer:

Accepted Answer

A)  using opinion leaders as a source of social influence. 
B)  using coercive power through dissociative groups. 
C)  using brand names as cues for consumer decisions. 
D)  making decisions on behalf of consumers. 
E)  creating norms for group behavior. 
A)  using opinion leaders as a source of social influence. 
B)  using coercive power through dissociative groups. 
C)  using brand names as cues for consumer decisions. 
D)  making decisions on behalf of consumers. 
E)  creating norms for group behavior.

Question 10

The influence delivered verbally from one person to another person or group of people is called _____.

Accepted Answer

A)  share of voice 
B)  word of mouth 
C)  personalization 
D)  scenario planning 
E)  return on event 
A)  share of voice 
B)  word of mouth 
C)  personalization 
D)  scenario planning 
E)  return on event

Question 11

The _____ is designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one.

Accepted Answer

A)  even-a-penny-will-helptechnique 
B)  door-in-the-face technique 
C)  foot-in-the-door technique 
D)  head-out-the-window technique 
E)  foot-in-the-mud technique 
A)  even-a-penny-will-helptechnique 
B)  door-in-the-face technique 
C)  foot-in-the-door technique 
D)  head-out-the-window technique 
E)  foot-in-the-mud technique

Question 12

Groups that demonstrate a high degree of similarity among members are said to have a high degree of homophily.

Accepted Answer

A) True 
 B)False

Question 13

Describe some strategies that can be used to combat rumors.

Accepted Answer

There are several strategies that can be

Question 14

While reading the morning newspaper, Rebecca noticed an article that stated that a brand of soft drink causes cancer. She immediately called her friends and family and told them not to consume any products from that brand. Rebecca likely did this because she thought that this information was _____.

Accepted Answer

A)  credible 
B)  visual 
C)  formal 
D)  well organized 
E)  complex 
A)  credible 
B)  visual 
C)  formal 
D)  well organized 
E)  complex

Question 15

When Stephanie was young, her parents bought her clothes from the brands they preferred. As she grew up, she started shopping with her friends instead of her parents. This led to a change in her brand preferences. This is best thought of as an example of:

Accepted Answer

A)  habitual consumption. 
B)  operant learning. 
C)  classical learning. 
D)  consumer socialization. 
E)  impulse purchasing. 
A)  habitual consumption. 
B)  operant learning. 
C)  classical learning. 
D)  consumer socialization. 
E)  impulse purchasing.

Question 16

Associative reference groups are groups that:

Accepted Answer

A)  we give expert opinions to. 
B)  we have no influence over. 
C)  we admire and wish to be like. 
D)  we do not wish to emulate. 
E)  we actually belong to. 
A)  we give expert opinions to. 
B)  we have no influence over. 
C)  we admire and wish to be like. 
D)  we do not wish to emulate. 
E)  we actually belong to.

Question 17

There are a lot of biker gangs in Michael's neighborhood. These gangs do not follow community rules, drive their motorbikes at reckless speeds, and draw graffiti on the wall. Michael's family and friends have warned him to stay away from these gangs as they can be a bad influence on him. To Michael and the people in his neighborhood, the biker gangs are an example of a(n) _____.

Accepted Answer

A)  dissociative reference group 
B)  aspirational reference group 
C)  associative reference group 
D)  primary reference group 
E)  secondary reference group 
A)  dissociative reference group 
B)  aspirational reference group 
C)  associative reference group 
D)  primary reference group 
E)  secondary reference group

Question 18

Whitney, a teenager, loves Frenemies, a television series. She wants to have a life just like the characters on the show. She admires all the actors on the show because of their sense of style and the activities they endorse. In this scenario, Whitney sees the cast of Frenemies as a(n):

Accepted Answer

A)  consideration set. 
B)  aspirational reference group. 
C)  associative reference group. 
D)  brand community. 
E)  dissociative reference group. 
A)  consideration set. 
B)  aspirational reference group. 
C)  associative reference group. 
D)  brand community. 
E)  dissociative reference group.

Question 19

_____ is the information by and implicit or explicit pressures from individuals, groups, and the mass media that affects how a person behaves.

Accepted Answer

A)  Anthropomorphism 
B)  Social influence 
C)  Caricature 
D)  Pareidolia 
E)  Frequency illusion 
A)  Anthropomorphism 
B)  Social influence 
C)  Caricature 
D)  Pareidolia 
E)  Frequency illusion

Question 20

Brand-choice congruence is:

Accepted Answer

A)  the purchase of the same brand as members of a group. 
B)  the process by which we learn to become consumers. 
C)  the extent to which a group has the capacity to deliver rewards and sanctions. 
D)  a specialized group of consumers with a structured set of relationships involving a particular brand. 
E)  a market in which the social relationships among buyers and sellers change the way the market operates. 
A)  the purchase of the same brand as members of a group. 
B)  the process by which we learn to become consumers. 
C)  the extent to which a group has the capacity to deliver rewards and sanctions. 
D)  a specialized group of consumers with a structured set of relationships involving a particular brand. 
E)  a market in which the social relationships among buyers and sellers change the way the market operates.

Gatekeepers are individuals who:

Discuss the ways in which markets can target a network of individuals.

TV programs, movies and videos, music, video games, the Internet, and ads can serve as socializing agents.

Kimberley has two older sisters, Stephanie and Grace. Kimberley imitates her sisters' behaviors, such as the way they dress, the way they walk, and the way they talk. Stephanie and Grace are a(n) _____ to Kimberley.

Describe three compliance techniques that marketers can use with customers.

_____ is the process by which individuals acquire the skills, knowledge, values, and attitudes that are relevant for functioning in a given domain.

The _____ is designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.

The influence delivered verbally from one person to another person or group of people is called _____.

The _____ is designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one.

Groups that demonstrate a high degree of similarity among members are said to have a high degree of homophily.

Describe some strategies that can be used to combat rumors.

While reading the morning newspaper, Rebecca noticed an article that stated that a brand of soft drink causes cancer. She immediately called her friends and family and told them not to consume any products from that brand. Rebecca likely did this because she thought that this information was _____.

When Stephanie was young, her parents bought her clothes from the brands they preferred. As she grew up, she started shopping with her friends instead of her parents. This led to a change in her brand preferences. This is best thought of as an example of:

Associative reference groups are groups that:

Whitney, a teenager, loves Frenemies, a television series. She wants to have a life just like the characters on the show. She admires all the actors on the show because of their sense of style and the activities they endorse. In this scenario, Whitney sees the cast of Frenemies as a(n):

_____ is the information by and implicit or explicit pressures from individuals, groups, and the mass media that affects how a person behaves.

Brand-choice congruence is:

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

Gatekeepers are individuals who:

Discuss the ways in which markets can target a network of individuals.

TV programs, movies and videos, music, video games, the Internet, and ads can serve as socializing agents.

Kimberley has two older sisters, Stephanie and Grace. Kimberley imitates her sisters' behaviors, such as the way they dress, the way they walk, and the way they talk. Stephanie and Grace are a(n) _____ to Kimberley.

Describe three compliance techniques that marketers can use with customers.

_____ is the process by which individuals acquire the skills, knowledge, values, and attitudes that are relevant for functioning in a given domain.

The _____ is designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.

The influence delivered verbally from one person to another person or group of people is called _____.

The _____ is designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one.

Groups that demonstrate a high degree of similarity among members are said to have a high degree of homophily.

Describe some strategies that can be used to combat rumors.

While reading the morning newspaper, Rebecca noticed an article that stated that a brand of soft drink causes cancer. She immediately called her friends and family and told them not to consume any products from that brand. Rebecca likely did this because she thought that this information was _____.

When Stephanie was young, her parents bought her clothes from the brands they preferred. As she grew up, she started shopping with her friends instead of her parents. This led to a change in her brand preferences. This is best thought of as an example of:

Associative reference groups are groups that:

Whitney, a teenager, loves Frenemies, a television series. She wants to have a life just like the characters on the show. She admires all the actors on the show because of their sense of style and the activities they endorse. In this scenario, Whitney sees the cast of Frenemies as a(n):

_____ is the information by and implicit or explicit pressures from individuals, groups, and the mass media that affects how a person behaves.

Brand-choice congruence is:

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