Exam 10: Group and Interpersonal Influence

Reference networks are networks of consumers connecting with one another based on common interests, associations, or goals.

Pressure one feels to behavior in accordance with group expectations is called _____.

Aspiration occurs when an individual yields to the attitudes and behaviors of other consumers.

Harold and his wife were going through a messy divorce, and Harold's lawyer told him he should not drink any alcohol until after the divorce was final. Harold did what his lawyer said and did not drink at all. What type of power did Harold's lawyer possess?

Groups with status power result in consumers often imitating the behaviors and attitudes of groups as a means of identifying with the group.

Which of the following is a guerilla marketing tactic in which consumers do not realize that they are being targeted by a marketing message?

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 process through which Janice learned to cook and how to handle and store food properly is called _____.

Dolly is middle-aged with four teenagers at home. She also takes care of her ailing father, who lives nearby. What are individuals like Dolly called?

Tom cleaned his room because his mother told him he had to. By what mechanism did Tom's mother get him to clean his room?

Define the concept of word-of-mouth (WOM) and give an example of each of the two types of WOM influences.

Groups of consumers who develop relationships based on shared interests or product usage are referred to as _____.

A market maven is a consumer who spreads information about all types of products and services that are available in the marketplace.

Which individual difference variable assesses the individual's need to enhance his or her image in terms of others by acquiring and using products, conforming to the expectations of others, and learning about products by observing others?

Barbara sees herself as being an integral part of her church. She is the choir director and head of the youth activities. Which type of self-schema does Barbara likely have?

Connor is preparing to take the Certified Public Accounts (CPA) exam. He has spent five years in college and now wants to be accepted into this group of professional accountants. For Connor, CPA's represent which type of group?

Buzz marketing includes marketing efforts that focus on generating excitement that is spread from consumer to consumer.

Social power refers to the ability of an individual or a group to alter the actions of others.

A focal group is a group that includes members who have frequent, direct contact with one another.

Which type of reference group influence refers to the ways in which consumers use the behaviors and attitudes of reference groups as information into making their own decisions?

The person in the household who recognizes a need and provides information about a potential purchase to others is assuming the role of the decision maker in the household purchase process.