Exam 10: Group and Interpersonal Influence

Children are playing a much larger role in influencing household purchases than ever before.

Stacy signed her daughters up for Brownie Girl Scouts because she wants them to learn how to be good citizens. The Girl Scouts are an example of a(n) _____ that can influence girls' behaviors.

The primary family consists of a mother, a father, and a set of siblings.

WEDDING SCENARIO Janice is so excited because her boyfriend just asked her to marry him, and, of course, she said yes. Now comes the big task of planning the wedding. Her parents are paying for the wedding, so Janice needs to abide by their wishes even though she might like to have a more extravagant reception than they are willing to pay for. Plus, she will be getting married in the Catholic church, and the priest said her and her fiance have to attend pre-marriage counseling sessions over six weeks. They are not really thrilled about doing that, but they know they can't get married in their church if they don't. Her parents are very frugal, and her mother even suggested that she wear her old prom dress instead of buying a new wedding gown. After all, she only wore the prom dress once. Janice was mortified when her mother suggested this, saying, "But mother, the dress is pink! What would people think if I wore a pink wedding dress? Wedding gowns are supposed to be white!" So they settled on letting her pick her own gown, but her father had the last say on which one he would allow her to purchase. The wedding day came and went without a hitch, and Janice is now a busy homemaker setting up their household. She was a little nervous about this at first, but her mother had taught her proper food handling and how to cook, so her husband was quite pleased with her domestic skills. -Refer to Wedding Scenario. The fact that the priest will not allow them to be married in the Catholic church if they do not attend pre-marriage counseling illustrates that the priest has which type of power over Janice and her fiance?

Carl purchased a 32-inch flat-screen high-definition television when they first came out and paid $10,000. He knew the price would drop over time, but he wanted to be one of the first consumers to have the new television. Carl is best described as a(n) _____ with respect to this product.

All of the following are categories of social power EXCEPT _____.

Name and describe the different types of reference groups that influence consumers. For each type, describe a group that influences your behavior.

Legitimate power is often based on authority.

Derrick does not want to be part of the environmentalist movement and wants nothing to do with the groups associated with it. To Derrick, groups like the Sierra Club, which is an environmentalist group, represent which type of group?

The ability of a group or individual to influence a consumer due to the group's or individual's knowledge of, or experience with, a specific subject matter is called _____ power.

Marketing of a product using unconventional means is called _____.

All of the following are qualities of group membership EXCEPT _____.

Name and describe the five important roles in the household purchase process and discuss the roles members of your family played in a major purchase decision (e.g., purchase of a car, home, television, and so on).

Although group influence plays an important role in influencing consumer behavior, not all consumers conform to group expectations equally. Describe two individual difference variables that play an important role in the extent to which consumers conform to expectations of others or how one behaves in the presence of others.

Which type of group has no membership or application requirements but still might influence a consumer's behavior?

Carla was thinking about buying a new car, so she asked a co-worker, Barbara, about her new Honda CRV. She wanted to know more about the car and was wondering if paying the extra money for the navigation system was worth it. Barbara told her how much she liked her CRV and all the benefits of having the system and said it was definitely worth the cost. Carla bought a CRV with the navigation system after talking to Barbara. Which type of reference group influence had an impact on Carla's purchase?

Which type of family consists of a mother, a father, and a set of siblings?

A relevant group is a group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations, aspirations, and behavior.

Which of the following consists of consumers who must take care of both their own children and their aging parents?

Patrick graduated from college this year and moved back home with his parents to save money and pay off his college debts. What are individuals like Patrick called?