Question 1

In general, advertising is more effective when it ________ than when it ________.

Accepted Answer

A)  tries to create new product preferences; reinforces our existing product preferences 
B)  reinforces our existing product preferences; tries to create new product preferences 
C)  relies upon word-of-mouth tactics; relies upon viral marketing tactics 
D)  relies upon viral marketing tactics; relies upon word-of-mouth strategies 
A)  tries to create new product preferences; reinforces our existing product preferences 
B)  reinforces our existing product preferences; tries to create new product preferences 
C)  relies upon word-of-mouth tactics; relies upon viral marketing tactics 
D)  relies upon viral marketing tactics; relies upon word-of-mouth strategies

Question 2

Explain the two-step flow model of influence.

Accepted Answer

The two-step flow model of inf

Question 3

Phillipe is a member of a small Harley-Davidson motorcycle club. Members meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike he buys for his girlfriend.

Accepted Answer

A)  referent power 
B)  normative 
C)  coercive power 
D)  legitimate power 
A)  referent power 
B)  normative 
C)  coercive power 
D)  legitimate power

Question 4

A surrogate consumer, by definition, makes a purchase on behalf of another consumer.

Accepted Answer

A) True 
 B)False

Question 5

What characteristics of opinion leaders make them valuable sources for product information?

Accepted Answer

All of the following reasons are cited i

Question 6

________ influence helps the consumer make decisions about specific brands or activities.

Accepted Answer

A)  Normative 
B)  Social cue 
C)  Selective 
D)  Coercive 
A)  Normative 
B)  Social cue 
C)  Selective 
D)  Coercive

Question 7

For an average citizen, a Supreme Court Justice is more likely to possess coercive power than legitimate power.

Accepted Answer

A) True 
 B)False

Question 8

Within groups, informal rules of behavior are called ________.

Accepted Answer

A)  beliefs 
B)  values 
C)  norms 
D)  interpersonal dynamics 
A)  beliefs 
B)  values 
C)  norms 
D)  interpersonal dynamics

Question 9

Special military groups like Navy Seals require conformity to an extreme level. This is created by establishing an extreme fear of deviance.

Accepted Answer

A) True 
 B)False

Question 10

________ describes the capacity to alter the actions of others.

Accepted Answer

A)  Social power 
B)  Social pressure 
C)  Social interaction 
D)  Social involvement 
A)  Social power 
B)  Social pressure 
C)  Social interaction 
D)  Social involvement

Question 11

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

Accepted Answer

A)  aspirational 
B)  tribal 
C)  membership 
D)  networked 
A)  aspirational 
B)  tribal 
C)  membership 
D)  networked

Question 12

The influence of others' opinions is at times more powerful than one's own perceptions.

Accepted Answer

A) True 
 B)False

Question 13

Power that is granted by virtue or a social agreement, such as the authority we give to police officers, is called ________.

Accepted Answer

A)  referent power 
B)  information power 
C)  legitimate power 
D)  expert power 
A)  referent power 
B)  information power 
C)  legitimate power 
D)  expert power

Question 14

A person or group with the means to provide positive reinforcement is said to have expert power.

Accepted Answer

A) True 
 B)False

Question 15

A membership reference group comprises idealized figures such as successful business people, athletes, or performers.

Accepted Answer

A) True 
 B)False

Question 16

Most cultures in the world encourage the same degree of conformity.

Accepted Answer

A) True 
 B)False

Question 17

________ refers to the strategy of getting visitors to a Web site to forward information on the site of their friends in order to make more consumers aware of a product.

Accepted Answer

A)  Foot-in-door marketing 
B)  Guerrilla marketing 
C)  Viral marketing 
D)  Demand-based marketing 
A)  Foot-in-door marketing 
B)  Guerrilla marketing 
C)  Viral marketing 
D)  Demand-based marketing

Question 18

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

Accepted Answer

A)  opinion group 
B)  demographic group 
C)  reference group 
D)  focus group 
A)  opinion group 
B)  demographic group 
C)  reference group 
D)  focus group

Question 19

What type of power does a class have as a whole to control the behavior of a professor? As you consider the answer, list each of the six types of powers outlined in the text and discuss each type of power as it might be related to this question.

Accepted Answer

• Referent power-is the influence that a

Question 20

The importance of weak ties in a social system is demonstrated by their ________.

Accepted Answer

A)  bridging function 
B)  social contagion 
C)  momentum effect 
D)  diffusion responsibility 
A)  bridging function 
B)  social contagion 
C)  momentum effect 
D)  diffusion responsibility

In general, advertising is more effective when it than when it .

Explain the two-step flow model of influence.

Phillipe is a member of a small Harley-Davidson motorcycle club. Members meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike he buys for his girlfriend.

A surrogate consumer, by definition, makes a purchase on behalf of another consumer.

What characteristics of opinion leaders make them valuable sources for product information?

________ influence helps the consumer make decisions about specific brands or activities.

For an average citizen, a Supreme Court Justice is more likely to possess coercive power than legitimate power.

Within groups, informal rules of behavior are called ________.

Special military groups like Navy Seals require conformity to an extreme level. This is created by establishing an extreme fear of deviance.

________ describes the capacity to alter the actions of others.

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

The influence of others' opinions is at times more powerful than one's own perceptions.

Power that is granted by virtue or a social agreement, such as the authority we give to police officers, is called ________.

A person or group with the means to provide positive reinforcement is said to have expert power.

A membership reference group comprises idealized figures such as successful business people, athletes, or performers.

Most cultures in the world encourage the same degree of conformity.

________ refers to the strategy of getting visitors to a Web site to forward information on the site of their friends in order to make more consumers aware of a product.

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

What type of power does a class have as a whole to control the behavior of a professor? As you consider the answer, list each of the six types of powers outlined in the text and discuss each type of power as it might be related to this question.

The importance of weak ties in a social system is demonstrated by their ________.

Buying, Having, and Being: an Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

Motivation and Affect

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Attitudes and Persuasive Communication

Decision Making

Buying, Using, and Disposing

Income and Social Class

Subcultures

Culture

Filters

Exam 11: Groups and Social Media

In general, advertising is more effective when it ________ than when it ________.

Explain the two-step flow model of influence.

Phillipe is a member of a small Harley-Davidson motorcycle club. Members meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike he buys for his girlfriend.

A surrogate consumer, by definition, makes a purchase on behalf of another consumer.

What characteristics of opinion leaders make them valuable sources for product information?

________ influence helps the consumer make decisions about specific brands or activities.

For an average citizen, a Supreme Court Justice is more likely to possess coercive power than legitimate power.

Within groups, informal rules of behavior are called ________.

Special military groups like Navy Seals require conformity to an extreme level. This is created by establishing an extreme fear of deviance.

________ describes the capacity to alter the actions of others.

A group composed of people that the consumer actually knows is called a(n) ________ reference group.

The influence of others' opinions is at times more powerful than one's own perceptions.

Power that is granted by virtue or a social agreement, such as the authority we give to police officers, is called ________.

A person or group with the means to provide positive reinforcement is said to have expert power.

A membership reference group comprises idealized figures such as successful business people, athletes, or performers.

Most cultures in the world encourage the same degree of conformity.

________ refers to the strategy of getting visitors to a Web site to forward information on the site of their friends in order to make more consumers aware of a product.

A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior.

What type of power does a class have as a whole to control the behavior of a professor? As you consider the answer, list each of the six types of powers outlined in the text and discuss each type of power as it might be related to this question.

The importance of weak ties in a social system is demonstrated by their ________.

Buying, Having, and Being: an Introduction to Consumer Behavior

Consumer and Social Well-Being

Perception

Learning Memory

Motivation and Affect

The Self: Mind, Gender, and Body

Personality, Lifestyles, and Values

Attitudes and Persuasive Communication

Decision Making

Buying, Using, and Disposing

Income and Social Class

Subcultures

Culture

Filters

In general, advertising is more effective when it than when it .