Question 1

Professional organizations and social clubs are examples of secondary groups.

Accepted Answer

A) True 
 B)False

Question 2

_____ refers to media through which communication occurs and includes media such as the Internet, television, radio, and so on.

Accepted Answer

A)  Influential media 
B)  Interactive media 
C)  Social media 
D)  Static media 
E)  Networking media 
A)  Influential media 
B)  Interactive media 
C)  Social media 
D)  Static media 
E)  Networking media

Question 3

Value-expressive group influence can influence consumer behavior because _____.

Accepted Answer

A)  a consumer conforms to avoid punishment 
B)  a consumer conforms to receive a reward 
C)  it provides referent power to the consumer 
D)  it provides social status to a consumer 
E)  a consumer internalizes a group's values 
A)  a consumer conforms to avoid punishment 
B)  a consumer conforms to receive a reward 
C)  it provides referent power to the consumer 
D)  it provides social status to a consumer 
E)  a consumer internalizes a group's values

Question 4

A member must have a desire to maintain or establish membership into the group in order for the social power of the group to be effective.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following refers to the way in which new products are adopted and spread throughout a marketplace?

Accepted Answer

A)  diffusion process 
B)  spreading process 
C)  activation process 
D)  innovation process 
E)  acceptance process 
A)  diffusion process 
B)  spreading process 
C)  activation process 
D)  innovation process 
E)  acceptance process

Question 6

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 Janice was mortified at her mother's suggestion to wear her pink prom dress indicates that Janice is high on which individual difference variable with respect to group influence?

Accepted Answer

A)  susceptibility to interpersonal influence 
B)  separateness-connectedness 
C)  embarrassment 
D)  consumer socialization 
E)  social network influence 
A)  susceptibility to interpersonal influence 
B)  separateness-connectedness 
C)  embarrassment 
D)  consumer socialization 
E)  social network influence

Question 7

The individual difference variable, susceptibility to interpersonal influence, 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.

Accepted Answer

A) True 
 B)False

Question 8

Zack is a teenager at a party with his friends who are drinking, and he is feeling pressure from his friends to drink, too. What is Zack experiencing?

Accepted Answer

A)  peer pressure 
B)  expert power 
C)  peer persuasion 
D)  peer power 
E)  coercive persuasion 
A)  peer pressure 
B)  expert power 
C)  peer persuasion 
D)  peer power 
E)  coercive persuasion

Question 9

Utilitarian influence is sometimes referred to as _____ influence because consumers comply with group expectations to receive a reward or avoid a punishment.

Accepted Answer

A)  normative 
B)  informational 
C)  rational 
D)  sanctioned 
E)  ego-defensive 
A)  normative 
B)  informational 
C)  rational 
D)  sanctioned 
E)  ego-defensive

Question 10

Consumers who spread information about all types of products and services that are available in the marketplace are referred to as _____.

Accepted Answer

A)  surrogate consumers 
B)  opinion leaders 
C)  market mavens 
D)  universal shoppers 
E)  integrators 
A)  surrogate consumers 
B)  opinion leaders 
C)  market mavens 
D)  universal shoppers 
E)  integrators

Question 11

The spreading activation process refers to the way in which new products are adopted and spread throughout a marketplace.

Accepted Answer

A) True 
 B)False

Question 12

Two types of word-of-mouth influences are organic and contrived.

Accepted Answer

A) True 
 B)False

Question 13

Which type of social power occurs when a group has the power to sanction members for failing to follow expectations or rules?

Accepted Answer

A)  referent power 
B)  expert power 
C)  reward power 
D)  coercive power 
E)  legitimate power 
A)  referent power 
B)  expert power 
C)  reward power 
D)  coercive power 
E)  legitimate power

Question 14

The household life cycle (HLC) represents a segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services.

Accepted Answer

A) True 
 B)False

Question 15

A dissociative group is a group _____.

Accepted Answer

A)  in which a consumer belongs 
B)  in which a consumer desires to become a member 
C)  to which a consumer does not want to belong 
D)  in which interaction within the group is infrequent 
E)  to which the consumer has both positive and negative affect toward 
A)  in which a consumer belongs 
B)  in which a consumer desires to become a member 
C)  to which a consumer does not want to belong 
D)  in which interaction within the group is infrequent 
E)  to which the consumer has both positive and negative affect toward

Question 16

Compensating consumers to talk about, or promote, products without disclosing that they are working for the company is an unethical marketing practice called _____.

Accepted Answer

A)  infiltrating 
B)  opinion leadership 
C)  surrogate consumer 
D)  shilling 
E)  diffusion 
A)  infiltrating 
B)  opinion leadership 
C)  surrogate consumer 
D)  shilling 
E)  diffusion

Question 17

The process through which young consumers develop attitudes and learn skills that help them function in the marketplace is called consumer evolution.

Accepted Answer

A) True 
 B)False

Question 18

A nonconformity group is a group that has no membership or application requirements, and codes of conduct may be nonexistent.

Accepted Answer

A) True 
 B)False

Question 19

A group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations is known as a(n) _____.

Accepted Answer

A)  hierarchical group 
B)  cultural group 
C)  reference group 
D)  assimilation group 
E)  membership group 
A)  hierarchical group 
B)  cultural group 
C)  reference group 
D)  assimilation group 
E)  membership group

Question 20

Which type of family consists of three or more generations of family members?

Accepted Answer

A)  generational family 
B)  secondary family 
C)  nuclear family 
D)  extended family 
E)  blended family 
A)  generational family 
B)  secondary family 
C)  nuclear family 
D)  extended family 
E)  blended family

Professional organizations and social clubs are examples of secondary groups.

_____ refers to media through which communication occurs and includes media such as the Internet, television, radio, and so on.

Value-expressive group influence can influence consumer behavior because _____.

A member must have a desire to maintain or establish membership into the group in order for the social power of the group to be effective.

Which of the following refers to the way in which new products are adopted and spread throughout a marketplace?

The individual difference variable, susceptibility to interpersonal influence, 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.

Zack is a teenager at a party with his friends who are drinking, and he is feeling pressure from his friends to drink, too. What is Zack experiencing?

Utilitarian influence is sometimes referred to as _____ influence because consumers comply with group expectations to receive a reward or avoid a punishment.

Consumers who spread information about all types of products and services that are available in the marketplace are referred to as _____.

The spreading activation process refers to the way in which new products are adopted and spread throughout a marketplace.

Two types of word-of-mouth influences are organic and contrived.

Which type of social power occurs when a group has the power to sanction members for failing to follow expectations or rules?

The household life cycle (HLC) represents a segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services.

A dissociative group is a group _____.

Compensating consumers to talk about, or promote, products without disclosing that they are working for the company is an unethical marketing practice called _____.

The process through which young consumers develop attitudes and learn skills that help them function in the marketplace is called consumer evolution.

A nonconformity group is a group that has no membership or application requirements, and codes of conduct may be nonexistent.

A group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations is known as a(n) _____.

Which type of family consists of three or more generations of family members?

What Is CB and Why Should I Care

Value and the Consumer Behavior Value Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Attitudes and Attitude Change

Consumer Culture

Microcultures

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making Ii: Alternative Evaluation and Choice

Consumption to Satisfaction

Consumer Relationships

Consumer and Marketing Misbehavior

Filters

Exam 10: Group and Interpersonal Influence

Professional organizations and social clubs are examples of secondary groups.

_____ refers to media through which communication occurs and includes media such as the Internet, television, radio, and so on.

Value-expressive group influence can influence consumer behavior because _____.

A member must have a desire to maintain or establish membership into the group in order for the social power of the group to be effective.

Which of the following refers to the way in which new products are adopted and spread throughout a marketplace?

The individual difference variable, susceptibility to interpersonal influence, 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.

Zack is a teenager at a party with his friends who are drinking, and he is feeling pressure from his friends to drink, too. What is Zack experiencing?

Utilitarian influence is sometimes referred to as _____ influence because consumers comply with group expectations to receive a reward or avoid a punishment.

Consumers who spread information about all types of products and services that are available in the marketplace are referred to as _____.

The spreading activation process refers to the way in which new products are adopted and spread throughout a marketplace.

Two types of word-of-mouth influences are organic and contrived.

Which type of social power occurs when a group has the power to sanction members for failing to follow expectations or rules?

The household life cycle (HLC) represents a segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services.

A dissociative group is a group _____.

Compensating consumers to talk about, or promote, products without disclosing that they are working for the company is an unethical marketing practice called _____.

The process through which young consumers develop attitudes and learn skills that help them function in the marketplace is called consumer evolution.

A nonconformity group is a group that has no membership or application requirements, and codes of conduct may be nonexistent.

A group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations is known as a(n) _____.

Which type of family consists of three or more generations of family members?

What Is CB and Why Should I Care

Value and the Consumer Behavior Value Framework

Consumer Learning Starts Here: Perception

Comprehension, Memory, and Cognitive Learning

Motivation and Emotion: Driving Consumer Behavior

Personality, Lifestyles, and the Self-Concept

Attitudes and Attitude Change

Consumer Culture

Microcultures

Consumers in Situations

Decision Making I: Need Recognition and Search

Decision Making Ii: Alternative Evaluation and Choice

Consumption to Satisfaction

Consumer Relationships

Consumer and Marketing Misbehavior

Filters