Deck 11: Group Influence and Social Media

Question 1

In group decision-making contexts, the person who conducts information searches and controls the flow of information is known as the:

A) initiator.
B) informer.
C) opinion leader.
D) gatekeeper.

Answer 1

D

Question 2

Rodney wants to know which brand of insecticide to buy, so he asks for brand evaluations from various professionals, experts, people who work with insecticides, even independent testing agencies which have seals of approval. Which kind of reference group influence would result?

A) informational influence
B) utilitarian influence
C) value-expressive influence
D) social influence

Answer 2

A

Question 3

In group decision-making contexts, the person who actually makes the purchase is called the:

A) initiator.
B) user.
C) buyer.
D) influencer.

Answer 3

C

Question 4

The tendency for groups to take larger risks in decision making than the same individuals would take when acting alone is known as:

A) an intuitive leap.
B) the daredevil theory.
C) the risky shift.
D) Jekyll-Hyde decision making.

Question 5

If you were to buy a new Saturn and join their "Saturn Owners Club," regularly attending club outings, the other club members would be known as a(n):

A) associate.
B) reference group.
C) power group.
D) applied affiliative group.

Question 6

In group decision-making contexts, the person who actually consumes the product or service is called the:

A) initiator.
B) user.
C) buyer.
D) influencer.

Question 7

Allison carefully avoids doing what everyone else does. She goes out of her way to make sure that she does not dress the same way as others of her age. She spends a lot of time and effort to ensure that she will not be caught "in style." Her behaviour would be called:

A) bandwagon effect.
B) decision polarization.
C) independence.
D) anticonformity.

Question 8

Reactance is more related to ________ than to ________.

A) independence; anticonformity
B) anticonformity; independence
C) commitment; deviance
D) anticonformity; commitment

Question 9

What do social loafing and decision polarization have in common?

A) Group decisions become more extreme, so that individuals who are naturally lazy become even more so.
B) Some people do not pay their "fair share" and this causes groups to polarize into smaller groups.
C) Both effects show how individualism is maintained even within groups that exert considerable peer pressure.
D) Both are examples of how individuals and groups of people behave differently within larger groups than they would behave as individuals.

Question 10

Amy purchases certain brands of clothes because she is influenced by fellow members of her women's rugby team. This is an example of what type of influence reference group?

A) pragmatic influence
B) referential influence
C) informational influence
D) utilitarian influence

Question 11

When the family buys a new automobile, 18-year-old Alison impacts the decision by demanding Bluetooth connectivity and GPS. In this context she is a(n):

A) initiator.
B) user.
C) influencer.
D) gatekeeper.

Question 12

Dee's parents, although fairly well-off, always taught her the value of money, so Dee makes sure she puts money in a retirement account each month and pays her credit card bill on time. This type of influence is termed:

A) normative.
B) informational.
C) utilitarian.
D) value-expressive.

Question 13

Jane would hold home shopping parties. She always made sure to invite at least two people who would always like to be the first to buy in order to "get the ball rolling." Jane believed that this increased the probability that other partygoers would then begin buying her products. Jane was relying on the ________ to increase sales.

A) cultural pressure effect
B) Rostoff effect
C) bandwagon effect
D) polarization effect

Question 14

Bernard is a self-confessed computer geek, and he is proud to be good at computers, but not sports. He likely views ________ as a dissociative reference group.

A) other guys
B) jocks
C) other computer geeks
D) IT enthusiasts

Question 15

Groups often experience what is known as a risky shift. One of the chief reasons for this phenomenon is:

A) decision polarization.
B) diffusion of responsibility.
C) degeneration hypothesis.
D) regeneration hypothesis.

Question 16

Jasmine goes to a very large party and notices that a few people she knows are acting wildly out of character. This is an example of:

A) deindividuation.
B) social compliance.
C) identity transfer.
D) situational conformity.

Question 17

As a result of social loafing behaviour, Margaret is likely to do what at her school bake sale?

A) organize a group muffin bake event
B) not worry too much about contributing her normal share
C) take turns with another person to do the baking
D) ensure she makes an impressive array of treats

Question 18

In a much-discussed marketing failure, Coca-Cola launched "new Coke" on the basis of successful taste tests, only to encounter massive resistance when consumers discovered that their beloved Coca-Cola would no longer be available. Even though many consumers probably would have bought the new flavour on their own, they felt that the company had taken the right to choose away from them. This hostile public outcry is an example of:

A) door-in-the-face.
B) norms.
C) reactance.
D) decision polarization.

Question 19

Social loafing refers to:

A) people in groups lingering in social venues too long.
B) how people do not devote as much time or effort to a task when their contribution is part of a larger group undertaking.
C) failing to take into account the feelings of others in a group project who are not given much to do.
D) our preference for doing things socially with others similar to ourselves.

Question 20

An individual feels that the people who purchase a particular brand are admired or respected by others. This is an example of what type of influence reference group?

A) referential influence
B) informational influence
C) utilitarian influence
D) value-expressive influence

Question 21

There is a kind of power derived from simply knowing something that others would like to know. For example, because of their ability to compile facts and report on latest trends, thus influencing the fate of companies or individuals, editors of trade publications are an example of those with:

A) marketing power.
B) expert power.
C) information power.
D) referent power.

Question 22

Members of a group are attracted to each other and value their group membership. Keeping membership exclusive tends to increase which of the following influences?

A) cohesiveness
B) membership intensity
C) affiliation bonding
D) self-other congruence

Question 23

The "Rachael Ray Sucks" online community is best described as an example of a(n):

A) hate community.
B) negative reference group.
C) virtual marketplace.
D) antibrand community.

Question 24

Within groups, informal rules of behaviour are called:

A) beliefs.
B) values.
C) norms.
D) social agreements.

Question 25

When we come to like persons or things simply as a result of seeing them more often, this is known as the:

A) proximity hypothesis.
B) frequency paradox theory.
C) similarity-difference comparison model.
D) mere exposure effect.

Question 26

Claude, a stock analyst, has a reputation for good picks. He appears on BNN (Business News Network) on a weekly basis. Many people make sure they take note of his every word. This is an example of which type of power base?

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

Question 27

Propinquity is a factor that is related to the power of a reference group. How will it influence the relative power between a membership group and a dissociative group?

A) Propinquity should make membership groups much stronger than dissociative groups.
B) Propinquity should make membership groups and dissociative groups equal in potential power.
C) Propinquity should make membership groups weaker than dissociative groups, because the motivation to distance oneself is increased with closeness.
D) Propinquity should make dissociative groups more powerful than membership groups because propinquity has no effect on membership groups.

Question 28

When Carol, an avid golfer, purchased a set of expensive Callaway golf clubs, the relative reference group influence for her purchase was:

A) weak for product and strong for brand.
B) weak for product and weak for brand.
C) strong for product and strong for brand.
D) strong for product and weak for brand.

Question 29

Which type of reference group is most likely to influence us in our day-to-day lives as consumers?

A) our employer
B) TV stations
C) our labour union
D) our friends

Question 30

We may not wish to be identified with a particular group, so we take great care not to dress nor act like members of that group. The group from which a consumer actively tries to distance himself is called a:

A) rejection reference group.
B) negative externality.
C) paradox reference group.
D) dissociative reference group.

Question 31

In its advertising, MasterCard (MC) shifted the emphasis from glamorous affluent professionals to "ordinary" people with everyday uses for the card, e.g., a young man buying furniture for his first apartment. This strategy reflected:

A) MC not wanting to be associated with the extravagant consumption patterns of the 1980s.
B) people with less money resented their showing affluence.
C) people are swayed by knowing how people who are similar to them conduct their lives.
D) MC could not compete effectively against American Express with the affluent image.

Question 32

Kim was hired as a new reporter for the local TV news station. She soon learned that what she wore on the air was a very public matter, and that the ________ she wore became more important than ________.

A) products; brands
B) necessities; luxuries
C) luxuries; necessities
D) brands; products

Question 33

Advice given by a Saturn Owner's Club member to another member about Saturn's new SUV would be an example of ________ influence.

A) normative
B) comparative
C) associative
D) peripheral

Question 34

Your employer represents a power base that can provide positive reinforcement in the form of promotions or salary increases. Your employer has what kind of power?

A) information
B) legitimate
C) expert
D) reward

Question 35

Some reference groups are composed of idealized figures such as outstanding athletes, entertainers, or even successful businesspeople. While the consumer may have no direct contact with such figures, their influence can be powerful because consumers may be guided to the types of products used by people they admire. Such reference groups are called:

A) ideological compound reference groups.
B) aspirational reference groups.
C) associative cluster reference groups.
D) approach-avoidance reference groups.

Question 36

Michele was out shopping with her friends for a dress to annual spring ball. The girls decided that they were all going to go sleeveless and wear long gloves. Michele found a dress she adored but it had long flowing sleeves. Her friends told her if she bought that dress she would have to sit at a different table that night. Michele did not buy the dress. This is an example of what type of power?

A) coercive
B) information
C) legitimate
D) media

Question 37

The capacity to alter the actions of others is referred to as:

A) coercive power.
B) social power.
C) second-order power.
D) third-order power.

Question 38

Many people, before buying an automobile, will look at car ratings and other information found in buying guides and online sites. These sources have what type of power over purchasers?

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

Question 39

Entertainer Madonna made a distinctive fashion statement when she wore lingerie as outer wear. Some consumers voluntarily imitated these outfits and began buying bustiers to identify with the Madonna image. What kind of power base did Madonna have?

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

Question 40

Colin is part of a brand community for Jeep. He is about to travel to a popular event involving other Jeep enthusiasts who come from all over North America. The event, which is sponsored by Jeep, is known as a:

A) brand get-together.
B) brand experience.
C) brandfest.
D) brand grouping.

Question 41

The cosmetic retailer Clinique has their staff wear lab coats to keep with the positioning of their products being "allergy tested." They are depicting ________ power.

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

Question 42

The difference between independence and anticonformity is a small one. It is that those who are independent will go out of their way to not buy whatever is trendy at the moment.

Question 43

Group size can matter in how consumption can be influenced.

Question 44

We compare ourselves to others to help stabilize our self-evaluations and to feel comfortable with how well our choices "fit in" with the choices and preferences that others have. This theory is termed:

A) social comparison.
B) input-output.
C) external orientation.
D) comparative behaviour.

Question 45

Consumers tend to like persons or things simply as a result of seeing them more often.

Question 46

Cherrie buys her lingerie from Frederick's of Hollywood because her favourite entertainer recommends it. Therefore, Cherrie is acting on the basis of reward power.

Question 47

Small informal groups exert minimal influence on individual consumers.

Question 48

The likelihood that someone will join your reference group is enhanced if the person does not have propinquity to you.

Question 49

Reference groups include only family members whom we have grown up with and trust.

Question 50

Reference groups influence people in three ways: unitarian, value-expressive, and informational.

Question 51

Japanese businesses tend to value group conformity over individual needs. This represents what factor that can be used to change behaviour?

A) group unanimity, size, and expertise
B) fear of defiance
C) susceptibility to interpersonal influence
D) cultural pressures

Question 52

In group decision-making contexts, the person who conducts the information search and controls the flow of information available to the group is called the influencer.

Question 53

The ________ effect depicts, within limits, the approval from others toward someone who exhibits nonconforming behaviour.

A) uniquity
B) normative
C) deviance
D) red sneakers

Question 54

Consumers' desire to identify with desirable others is the primary motivator for many of our purchases.

Question 55

According to the principle of least interest, a person will gain power in a group as she decreases her commitment to the group.

Question 56

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

Question 57

Under what conditions of social comparison might we compare the rightness of our judgments or actions with those of people who are obviously dissimilar to ourselves?

A) when the people are new to the community
B) when the item or behaviour being judged is popular
C) when we have little time to think through how we feel
D) when we are reasonably certain of our own judgments or actions

Question 58

Jason was at an exciting ball game and found himself standing on his seat shouting insults at the referee. He couldn't even remember standing up. This is an example of the risky shift created by group dynamics.

Question 59

Fear that a group will punish behaviour that differs from that of the group is not a factor that increases conformity.

Question 60

Because of social loafing, public property is not usually as well maintained by individual citizens as their own private property.

Question 61

Why do consumers pattern their behaviour after that of others? What types of social influence affect the likelihood of conformity?

Question 62

What effect might propinquity have on Bella's relationship with her next-door neighbour as opposed to a person in the next street?

Question 63

Describe the phenomenon of deindividuation.

Question 64

What is the difference between independence and anticonformity?

Question 65

What is group cohesiveness? What influence does group size have on group cohesiveness?

Question 66

Sally has recently finished studying and taken up a new job in an office. She feels pressure from her co-workers to dress more formally now. What type pressure is she under?

Question 67

List six types of power outlined in the text and discuss each as it relates affecting behaviour.

Question 68

In group decision-making contexts, what are the five potential individual roles involved in the purchasing decision?

Question 69

What is an aspirational reference group? Give an example.

Question 70

What are reference groups? Why might it be important for marketers to know consumers' reference groups? Is there value for marketers to create one if none exists for their product(s)?

Question 71

Some organizations that employ more than 1000 employees find that "social loafing" can really impede progress for the firm. In terms of these organizations, what is social loafing and how might a firm combat it?

Question 72

Is Edgar more likely to make a risky decision as an individual or as a member of a group? Why?

Question 73

What is a reference group?

Question 74

John passes a mural on a house every day on the way to work. A friend asks if he likes it and he says that he does. What effect might mere exposure have on his preference?

Question 75

What are group effects on individual behaviour? Why do people act differently when in a group than when alone?

Question 76

Name two main advantages of home shopping parties from a sales perspective.

Question 77

Briefly outline the three types of reference group influence.

Question 78

Compare and contrast formal and informal reference groups. Which do marketers tend to prefer to target?

Question 79

Why might John want to distance himself from a group of computer geeks at his school to the extent that he avoids buying the same clothing as they do?

Question 80

Marie would like some information regarding what brand of cosmetics to purchase. Is she more likely to ask it from a close friend or a colleague she knows has worked previously as a make-up artist? Why?