Question 1

Michael's family,friends and teachers are an example of his ____ reference group.

Accepted Answer

A)  dissociative 
B)  aspirational 
C)  referential 
D)  primary 
E)  secondary 
A)  dissociative 
B)  aspirational 
C)  referential 
D)  primary 
E)  secondary

Question 2

News suddenly appeared in the Associated Press that a brand of soft drink has been tested and found to prolong your life.This information is likely to be seen as more ____ than if similar information appeared from a marketer-dominated source.

Accepted Answer

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

Question 3

Groups' influence on consumers is strong primarily because

Accepted Answer

A)  people have a hard time forming their own opinions. 
B)  groups are the basis for society. 
C)  the information source is very credible. 
D)  it is a visual rather than an auditory source of information. 
E)  there is harmful and helpful information available. 
A)  people have a hard time forming their own opinions. 
B)  groups are the basis for society. 
C)  the information source is very credible. 
D)  it is a visual rather than an auditory source of information. 
E)  there is harmful and helpful information available.

Question 4

All of the following are examples of ways in which parents influence the purchasing habits of children except

Accepted Answer

A)  letting children shop in malls on the weekend with their peers. 
B)  directly teaching their children how important it is to save money. 
C)  directly teaching their children how important it is to spend now. 
D)  letting their children observe them shop. 
E)  rewarding children when they are thrifty. 
A)  letting children shop in malls on the weekend with their peers. 
B)  directly teaching their children how important it is to save money. 
C)  directly teaching their children how important it is to spend now. 
D)  letting their children observe them shop. 
E)  rewarding children when they are thrifty.

Question 5

In an embedded market environment,the social relationship you have with a seller will most likely affect the way you react to his or her selling efforts.

Accepted Answer

A) True 
 B)False

Question 6

Can the media and the marketplace act as socializing agents? Explain.

Accepted Answer

Yes, the media and the marketplace can a

Question 7

Gatekeepers are those who

Accepted Answer

A)  control the flow of information. 
B)  are ombudspersons to whom customers can complain. 
C)  are critics. 
D)  have weak ties and thus serve as a bridge between groups. 
E)  are informers for other social groups. 
A)  control the flow of information. 
B)  are ombudspersons to whom customers can complain. 
C)  are critics. 
D)  have weak ties and thus serve as a bridge between groups. 
E)  are informers for other social groups.

Question 8

Normative influence affects ____,which is the likelihood that consumers will buy what others in their group buy.

Accepted Answer

A)  brand-choice congruence 
B)  consumer socialization 
C)  product choice probability 
D)  product category probability 
E)  consumer compliance 
A)  brand-choice congruence 
B)  consumer socialization 
C)  product choice probability 
D)  product category probability 
E)  consumer compliance

Question 9

With rising prosperity in Japan starting in the late 1960s,many of the middleclass emulated the American middle-class lifestyle in order to be like their American counterparts.This is an example of the influence of a(n)____ reference group.

Accepted Answer

A)  schematic 
B)  reflective 
C)  aspirational 
D)  dissociative 
E)  associative 
A)  schematic 
B)  reflective 
C)  aspirational 
D)  dissociative 
E)  associative

Question 10

Consumer and government groups have been vocal opponents of violence and sex in television,arguing that such programming has negative socializing effects on young people.This is an example of how consumer goods can

Accepted Answer

A)  have a positive effect on consumer socialization. 
B)  encourage excess consumption. 
C)  have a negative effect on consumer socialization. 
D)  encourage the saving of money. 
E)  increase attention to advertising. 
A)  have a positive effect on consumer socialization. 
B)  encourage excess consumption. 
C)  have a negative effect on consumer socialization. 
D)  encourage the saving of money. 
E)  increase attention to advertising.

Question 11

If marketers know their target consumers' aspirational reference groups,they can

Accepted Answer

A)  associate their product with that group. 
B)  advertise to the dissociative reference group. 
C)  distribute their products more widely. 
D)  lower the price of the products when establishing a brand image. 
E)  use coupons for price discrimination. 
A)  associate their product with that group. 
B)  advertise to the dissociative reference group. 
C)  distribute their products more widely. 
D)  lower the price of the products when establishing a brand image. 
E)  use coupons for price discrimination.

Question 12

The ____ technique suggests that compliance is enhanced by getting an individual to agree first to a small favor,then a larger one,and then an even larger one.

Accepted Answer

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

Question 13

Marc is a member of his university's football team.As such,he must adhere to strict rules of membership including attending all team practices and earning a passing grade in all his classes.Due to this structured membership,the team is a ____ reference group.

Accepted Answer

A)  dense 
B)  formal 
C)  homophilic 
D)  secondary 
E)  weak-tied 
A)  dense 
B)  formal 
C)  homophilic 
D)  secondary 
E)  weak-tied

Question 14

People become opinion leaders because they

Accepted Answer

A)  have no vested interest in whether consumers actually heed their opinions. 
B)  are dissatisfied with their present knowledge of a product category. 
C)  have an intrinsic interest in and enjoyment of products. 
D)  dislike the products. 
E)  have a need to be alone. 
A)  have no vested interest in whether consumers actually heed their opinions. 
B)  are dissatisfied with their present knowledge of a product category. 
C)  have an intrinsic interest in and enjoyment of products. 
D)  dislike the products. 
E)  have a need to be alone.

Question 15

____ is doing what the group or social influence asks.

Accepted Answer

A)  Reformation 
B)  Compliance 
C)  Congruity 
D)  Reactance 
E)  Norming 
A)  Reformation 
B)  Compliance 
C)  Congruity 
D)  Reactance 
E)  Norming

Question 16

When groups are homophilous,reference group influence

Accepted Answer

A)  varies since the group is quite heterogeneous. 
B)  is quite weak. 
C)  is quite strong. 
D)  only acts through the leadership. 
E)  will only become strong through indirect contact. 
A)  varies since the group is quite heterogeneous. 
B)  is quite weak. 
C)  is quite strong. 
D)  only acts through the leadership. 
E)  will only become strong through indirect contact.

Question 17

Negative information may prompt consumers to attribute problems to the offering itself,not to the consumer who uses it.

Accepted Answer

A) True 
 B)False

Question 18

A(n)____ is a specialized group of consumers with a structured set of social relationships centered around a particular brand.

Accepted Answer

A)  ad group 
B)  marketer reference group 
C)  brand community 
D)  brand extension 
E)  advertising reference group 
A)  ad group 
B)  marketer reference group 
C)  brand community 
D)  brand extension 
E)  advertising reference group

Question 19

When members perceive a group as ____,they have stronger intentions to conform.

Accepted Answer

A)  heterogeneous 
B)  homogenous 
C)  homophilous 
D)  very attractive 
E)  not at all dense 
A)  heterogeneous 
B)  homogenous 
C)  homophilous 
D)  very attractive 
E)  not at all dense

Question 20

What function do opinion leaders serve in the marketplace?

Accepted Answer

Opinion leaders serve several important

Michael's family,friends and teachers are an example of his ____ reference group.

News suddenly appeared in the Associated Press that a brand of soft drink has been tested and found to prolong your life.This information is likely to be seen as more ____ than if similar information appeared from a marketer-dominated source.

Groups' influence on consumers is strong primarily because

All of the following are examples of ways in which parents influence the purchasing habits of children except

In an embedded market environment,the social relationship you have with a seller will most likely affect the way you react to his or her selling efforts.

Can the media and the marketplace act as socializing agents? Explain.

Gatekeepers are those who

Normative influence affects ____,which is the likelihood that consumers will buy what others in their group buy.

With rising prosperity in Japan starting in the late 1960s,many of the middleclass emulated the American middle-class lifestyle in order to be like their American counterparts.This is an example of the influence of a(n)____ reference group.

Consumer and government groups have been vocal opponents of violence and sex in television,arguing that such programming has negative socializing effects on young people.This is an example of how consumer goods can

If marketers know their target consumers' aspirational reference groups,they can

The ____ technique suggests that compliance is enhanced by getting an individual to agree first to a small favor,then a larger one,and then an even larger one.

Marc is a member of his university's football team.As such,he must adhere to strict rules of membership including attending all team practices and earning a passing grade in all his classes.Due to this structured membership,the team is a ____ reference group.

People become opinion leaders because they

____ is doing what the group or social influence asks.

When groups are homophilous,reference group influence

Negative information may prompt consumers to attribute problems to the offering itself,not to the consumer who uses it.

A(n)____ is a specialized group of consumers with a structured set of social relationships centered around a particular brand.

When members perceive a group as ____,they have stronger intentions to conform.

What function do opinion leaders serve in the marketplace?

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

Michael's family,friends and teachers are an example of his ____ reference group.

News suddenly appeared in the Associated Press that a brand of soft drink has been tested and found to prolong your life.This information is likely to be seen as more ____ than if similar information appeared from a marketer-dominated source.

Groups' influence on consumers is strong primarily because

All of the following are examples of ways in which parents influence the purchasing habits of children except

In an embedded market environment,the social relationship you have with a seller will most likely affect the way you react to his or her selling efforts.

Can the media and the marketplace act as socializing agents? Explain.

Gatekeepers are those who

Normative influence affects ____,which is the likelihood that consumers will buy what others in their group buy.

With rising prosperity in Japan starting in the late 1960s,many of the middleclass emulated the American middle-class lifestyle in order to be like their American counterparts.This is an example of the influence of a(n)____ reference group.

Consumer and government groups have been vocal opponents of violence and sex in television,arguing that such programming has negative socializing effects on young people.This is an example of how consumer goods can

If marketers know their target consumers' aspirational reference groups,they can

The ____ technique suggests that compliance is enhanced by getting an individual to agree first to a small favor,then a larger one,and then an even larger one.

Marc is a member of his university's football team.As such,he must adhere to strict rules of membership including attending all team practices and earning a passing grade in all his classes.Due to this structured membership,the team is a ____ reference group.

People become opinion leaders because they

____ is doing what the group or social influence asks.

When groups are homophilous,reference group influence

Negative information may prompt consumers to attribute problems to the offering itself,not to the consumer who uses it.

A(n)____ is a specialized group of consumers with a structured set of social relationships centered around a particular brand.

When members perceive a group as ____,they have stronger intentions to conform.

What function do opinion leaders serve in the marketplace?

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