Deck 8: Group and Interpersonal Influence

Question 1

A reference group is a group of individuals who have an impact on the consumer's evaluations,aspirations,and behavior.

Answer 1

True

Question 2

The family unit is an example of a secondary reference group.

Answer 2

False
The family unit is an example of a primary reference group.

Question 3

John dreams of gaining permanent membership in the Society for Scientists so that he will never be dissociated from any of the Society's activities.This is an example of a dissociative group.

Answer 3

False
This is an example of an aspirational group.An aspirational group is a group in which a consumer desires to become a member.

Question 4

With peer pressure,there is usually some type of sanction that is threatened if the consumer does not go along with the group.

Question 5

A consumer's desire to be a member of an aspirational group is motivated by the need to assert the consumer's actual self.

Question 6

Consumers avoid emulating members of aspirational groups as it tends to decrease their chances of membership into such groups.

Question 7

The International Bartenders Association is an example of a primary reference group.

Question 8

Members must have a desire to establish membership into a group in order for the power base to be effective.

Question 9

Gaining acceptance into a group provides value for a consumer directly by satisfying his or her needs for belonging.

Question 10

Jane is a tomboy and aspires to become a mechanic.She wants nothing to do with her friends' Fashion Club.Jane considers this club to be an aspirational group.

Question 11

Group influence refers to the ways in which group members influence attitudes,opinions,and behaviors of others within the group.

Question 12

The motivation of the group members to perform the desired behavior is overtly strong even if the reward for it isn't valued by the group members.

Question 13

Peer pressure experiences are restricted to the childhood and adolescent phases of a consumer's life.

Question 14

Primary reference groups generally have the least influence on their members compared to other groups.

Question 15

The Society for Astronauts,a club with strict membership guidelines and official initiation ceremony,is an example of an informal group.

Question 16

Natalie regularly goes for treks with her college friends.This group of trekkers is an example of a formal group.

Question 17

Brandfests are extravagant events that bring together a variety of brands under one roof to discuss marketing strategies.

Question 18

Social power refers to the ability of an individual to rebel against the collective rule of a group or society at large.

Question 19

Legitimate power is associated with authority.

Question 20

In general,personal connections originating in brand communities lead to negative outcomes for consumers and companies.

Question 21

The extent to which the product is considered to be a necessity or a luxury affects the level of reference group influence.

Question 22

A product life cycle is a description of the life of a product from the time an early adopter buys it to the time when a laggard perceives a need to buy it.

Question 23

Utilitarian influence of groups is limited to the younger age group or demographic profile.

Question 24

Social Buying refers to consumer buying behavior that takes place on social networking sites.

Question 25

Consumers scoring high on the attention to social comparison information (ATSCI)trait are generally not concerned about how other people react to their behavior.

Question 26

Anti-brand communities are communities in which members spread negative information about companies and products to other users.

Question 27

Social couponing refers to a type of buying where consumers receive a coupon by joining a special social networking website.

Question 28

Opinion leaders are also known as market mavens.

Question 29

Late majority consumers and laggards,tend to be more cautious about buying new products.

Question 30

Rex always wears high-end brands to work but he is not concerned about the brands he wears at home.Rex is most likely to have a low score on the susceptibility to interpersonal influence scale.

Question 31

Consumers are less likely to spread word-of-mouth when a product is particularly relevant to their own self-concept and when they are highly involved with the product category.

Question 32

The informational influence of a group is particularly strong if the group is seen as being credible.

Question 33

Positive word-of-mouth generally has a more widespread influence than negative word-of-mouth.

Question 34

Social networks are networks of consumers that are formed based on common interests,associations,or goals.

Question 35

In general,consumers tend to believe advertisements and explicit marketing messages from companies more than they believe other consumers.

Question 36

All consumers tend to adopt new products at similar rates.

Question 37

Advertising themes in a collectivist culture tend to emphasize separate themes.

Question 38

Early adopter consumers are generally young and well-educated.

Question 39

Consumer doppelganger effect is illustrated when mothers tend to mimic their daughters' identities through clothing and fashion choice.

Question 40

Reference group influence on product selection tends to be weak for "public" products.

Question 41

In collectivist cultures,more focus is placed on the nuclear family.

Question 42

The ways in which group members have an impact on the attitudes,opinions,and behaviors of others within the group is known as group _____.

A) diffusion
B) stratification
C) stigmatization
D) couponing
E) influence

Question 43

The traditional household life cycle segments families into groups based on the number of dependent children and their consumption capacities.

Question 44

Stacy had signed up her daughters for Brownie Girl Scouts few months back.Since then,she had noticed a positive attitudinal change in them.They are now much more disciplined and responsible.According to Stacy,this change has been brought about by the Girl Scouts group.The change in Stacy's daughters can be attributed to _____.

A) group influence
B) social couponing
C) group polarization
D) social stratification
E) social loafing

Question 45

A brand community is an example of a(n)_____.

A) primary group
B) secondary group
C) task group
D) action group
E) outgroup

Question 46

When Sylvia completed high school and started applying to various colleges,she kept Michigan State University at the top of her priority list as her parents wanted her to attend college there.This scenario illustrates the influence of a(n)_____ on Sylvia's choice.

A) focus group
B) tertiary group
C) outgroup
D) primary group
E) secondary group

Question 47

Pi Sigma Epsilon (PSE)is a professional marketing fraternity that has an official initiation ceremony for all its new members.The national association has a Chapter Efficiency Index outlining the activities the chapter members are expected to do.PSE is an example of a(n)_____ group.

A) primary
B) task
C) transitory
D) focus
E) formal

Question 48

The gatekeeper is the person who controls information flow into the household.

Question 49

The measure of the strength of connection between members in a group is known as social _____.

A) tie
B) flow
C) graph
D) exchange
E) contract

Question 50

Boomerang kids assert the traditional HLC.

Question 51

Members of The Harley Owners Group come together for members-only rides and other events.This is an example of a(n)_____ community.

A) ethnic
B) brand
C) contractual
D) geographic
E) professional

Question 52

A group that includes members who have frequent,direct contact with one another is known as a(n)_____.

A) focus group
B) primary group
C) secondary group
D) task group
E) outgroup

Question 53

A(n)_____ group refers to a group that has no membership or application requirements,and codes of conduct may be nonexistent.

A) informal
B) professional
C) legitimate
D) structured
E) dissociative

Question 54

Kelly goes for a walk every morning in the park near her apartment.She is acquainted with the other people who also walk in the park at the same time.She greets them whenever they meet and sometimes goes for an impromptu breakfast with them.This group is an example of a(n)_____ group.

A) professional
B) coercive
C) informal
D) utilitarian
E) dissociative

Question 55

Boomerang kids refer to consumers who switch brand loyalties frequently.

Question 56

Census data revelations indicate that the largest portion of American consumers now live in nonfamilies.

Question 57

Consumer socialization is the process through which young consumers develop attitudes and learn skills that help them function in the marketplace.

Question 58

The sandwich generation refers to consumers who experience brand fatigue resulting from excessive exposure to marketing messages.

Question 59

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

Question 60

Families with a traditional sex role orientation believe in a democratic approach to making purchase decisions.

Question 61

Traffic Followers,a group promoting road safety,has a strict code of sanctioning members found flouting traffic rules.In some cases,nonconformity can result in expulsion from the group.This is an example of a group exercising _____ power over its members.

A) referent
B) expert
C) reward
D) coercive
E) abusive

Question 62

Derrick has always been an animal lover.He neither wants to be part of any meat-lovers club nor wants any form of association with groups that have a history of cruelty toward animals.In this scenario,Derrick associates such clubs as _____ groups.

A) tangential
B) aspirational
C) primary
D) dissociative
E) reference

Question 63

The pressure an individual feels to behave in accordance with group expectations is known as _____ pressure.

A) intrinsic
B) persuasive
C) consensual
D) nominal
E) peer

Question 64

Age Care,a non-profit organization that focuses on caring for the elderly,encourages its members to do as many good deeds as possible.At the end of each year,one individual will be voted as the "Age Care Member of the Year," and will win a free holiday for two.Which of the following types of group influence most likely motivates members of Age Care to do good deeds?

A) Informational influence
B) Utilitarian influence
C) Value-expressive influence
D) Coercive influence
E) Affective influence

Question 65

Harold is the president of a local tennis club.Under Harold's insistence,the club members have to devote a requisite amount of time to practice as well as stick to a strict uniform code.Any form of nonconformity with rules is met with punishment.Which of the following types of social power does Harold exercise over the members of the club?

A) Referent power
B) Legitimate power
C) Expert power
D) Reward power
E) Evasive power

Question 66

Which of the following types of social power motivates consumers to imitate the behaviors and attitudes of the group as a means of identifying with the group?

A) Referent power
B) Legitimate power
C) Coercive power
D) Reward power
E) Expert power

Question 67

A group to which a consumer does not want to belong is called a(n)_____ group.

A) primary
B) tangential
C) dissociative
D) aspirational
E) reference

Question 68

Which of the following types of social power is based on a group's power to sanction group members for breaking rules or failing to follow expectations?

A) Reward power
B) Expert power
C) Coercive power
D) Referent power
E) Associative power

Question 69

Andy has always wanted to be a part of the college football team for as long as he can remember.He attends all the trials and works hard to maintain his athletic fitness.Being a part of the team appeals to Andy's _____ self.

A) actual
B) extended
C) ideal
D) social
E) real

Question 70

Which of the following occurs when an individual yields to the attitudes and behaviors of other consumers?

A) Conformity
B) Reliability
C) Credibility
D) Validity
E) Accountability

Question 71

Which of the following types of social power gives an individual authority to sanction members or revoke membership of those who do not conform to group rules?

A) Referent power
B) Expert power
C) Value-expressive power
D) Persuasive power
E) Legitimate power

Question 72

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 known as _____ power.

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

Question 73

Every year The Sprinters' Club,a group for athletes,declares one of its members as the "most outstanding athlete of the year." The title is based solely on performance,and all members vie for it.The power of the club to bestow this title to one of its members is an example of _____ power.

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

Question 74

The American Heart Association (AHA)is an organization that promotes cardiac care.It organizes various awareness programs for the public on ways to prevent cardiac ailments.Which of the following types of social power does AHA have in the domain of cardiac care?

A) Referent power
B) Legitimate power
C) Expert power
D) Reward power
E) Coercive power

Question 75

Richard,a tennis player,has dreams of winning all four Grand Slam titles so that he can be a member of the exclusive club of players with a Career Grand Slam.This is an example of a(n)_____ group.

A) primary
B) aspirational
C) associative
D) dissociative
E) informal

Question 76

Which of the following types of reference group influence occurs when consumers conform to group expectations to receive a reward or avoid punishment?

A) Hedonic influence
B) Utilitarian influence
C) Informational influence
D) Value-expressive influence
E) Affective influence

Question 77

Aspirational group membership often appeals to the consumer's _____ self.

A) actual
B) social
C) extended
D) real
E) ideal

Question 78

A group in which a consumer desires to become a member is called a(n)_____ group.

A) abstained
B) tangential
C) aspirational
D) dissociative
E) evading

Question 79

Sarah is a member of a book club.The members meet every Saturday for book reading sessions.All the members except Sarah,drink Coke as they read.During one such session,Sarah was offered a bottle of Coke by a member.Instead of refusing,she gladly accepted it and enjoyed the drink.Which type of reference group influence is most likely to account for Sarah's consumption of coke?

A) Normative influence
B) Informational influence
C) Coercive influence
D) Value-expressive influence
E) Utilitarian influence

Question 80

The Seminal Ballet Dancers is a group consisting of aspiring dancers.New members often mirror the attitudes and behavior of other members as doing so makes them fit in with the group.Which of the following types of social power is being illustrated in this scenario?

A) Referent power
B) Legitimate power
C) Expert power
D) Reward power
E) Coercive power