Deck 8: Group and Interpersonal Influence

Question 1

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

Answer 1

False

Question 2

Word-of-mouth (WOM) is affected in large part by the perceived value that consumers receive from products and services.

Answer 2

True

Question 3

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

Answer 3

False

Question 4

Gaining acceptance into a group provides value for consumers directly by satisfying their need for belonging.

Question 5

In the context of social power, members must have the desire to establish membership in the group in order for the power base to be effective.

Question 6

Social networks are websites that facilitate online social networking.

Question 7

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

Question 8

Jane is a tomboy and aspires to become a mechanic. She wants nothing to do with her friends' fashion club. In the given scenario, Jane considers this club to be an aspirational group.

Question 9

All consumers tend to adopt new products at similar rates.

Question 10

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

Question 11

Studies reveal that consumers who are particularly susceptible to interpersonal influence are more likely to value conspicuous items.

Question 12

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

Question 13

The key difference between an opinion leader and a market maven is that the opinion leader's influence is not category specific.

Question 14

Reference group influence for product selection tends to be weak for public luxuries.

Question 15

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

Question 16

In the context of household purchase roles, the early adopter is the person who actually uses the product under consideration.

Question 17

The nuclear family consists of three or more generations of family members, including grandparents, parents, children, and grandchildren.

Question 18

Authority refers to the ability of a person or group to enforce the obedience of others.

Question 19

The consumer doppelganger effect is illustrated when mothers mimic their daughters' identities through clothing and fashion choice.

Question 20

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 the need to buy it.

Question 21

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 22

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

Question 23

_____ uses online technologies to facilitate word-of-mouth by having consumers spread marketing messages through their online connections.

A) Niche marketing
B) Stealth marketing
C) Viral marketing
D) Dissociative marketing

Question 24

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

Question 25

In the context of adopter categories, late majority consumers and laggards tend to be more cautious about buying new products than members of other groups, and they wait to buy the latest innovations.

Question 26

Ruth keeps account of her family's expenses. She keeps track of the entire family's needs and discusses with other family members about what products need to be bought. She realizes that the family requires a bigger refrigerator and discusses this with her parents. She collects information about refrigerators from various brands so that her parents can make an informed decision. In the given scenario, Ruth plays the role of the _____ in the household purchase process.

A) innovator
B) influencer
C) gatekeeper
D) purchaser

Question 27

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

Question 28

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

Question 29

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

Question 30

When applying for admission to various colleges, Meg considers Corter State University her first choice. She does this because her parents hold this institution in high regard. The given scenario illustrates the influence of a(n) _____.

A) informal group
B) secondary group
C) dissociative group
D) primary group

Question 31

Legitimate power is associated with credibility.

Question 32

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

Question 33

Beth has been searching for the right sunscreen lotion for her skin type. She tries a few brands, but none of them suit her sensitive skin. When Beth finally finds the right sunscreen, she makes it a point to tell all her close friends about how good the product is. The given scenario is an example of _____.

A) dissociated self-schema
B) amplified word-of-mouth
C) organic word-of-mouth
D) separated self-schema

Question 34

Andy aspires to play for his college football team. He attends the team's trials and works hard to maintain his fitness and stamina. In this case, being a part of the team appeals to Andy's _____.

A) separated self-schema
B) self-esteem
C) ideal self
D) actual self

Question 35

Early adopter consumers tend to be somewhat older than members of other groups and have lower levels of education and spending power.

Question 36

Families that have a traditional sex role orientation (SRO) believe that it is the responsibility of the women of the household to make large purchase decisions.

Question 37

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

Question 38

Rex always wears clothes from luxury brands to work, but he is not concerned about the brands of clothes he wears at home. Rex is most likely to have a low score on the susceptibility to interpersonal influence scale.

Question 39

In the context of household purchase roles, the decision maker is the person who makes the final decision regarding product purchase or nonpurchase.

Question 40

Social networking has primarily become a desktop computer activity.

Question 41

The _____ of groups refers to the ways in which consumers internalize a group's beliefs or the extent to which consumers join groups to convey their own closely held beliefs.

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

Question 42

Derrick, an active member of Animal Lovers Club, is against the killing of animals for food. He does not want to be part of either a meat-lovers' club or any group with a history of cruelty toward animals. In the given scenario, meat-lovers' clubs are an example of a(n) _____.

A) formal group
B) aspirational group
C) primary group
D) dissociative group

Question 43

Marve is a socialite who is known for her expertise on handbags. Some upcoming designers use Marve's expertise on handbags to promote their new handbag collection in her social circle. They give her handbags to carry to parties and other social events. Marve also uses social networking sites to write about the bags. She thus creates excitement about them among her friends. The given scenario exemplifies _____.

A) shilling
B) infiltrating
C) buzz marketing
D) app marketing

Question 44

Abigail joins Unite for Animals, a nonprofit organization that works for the welfare and ethical treatment of animals. She joins the organization because she strongly believes in the group's cause of helping animals. She even chooses to become a vegetarian because of her belief in the group's vision for animal welfare. Which of the following types of group influence does Unite for Animals exert on Abigail?

A) Dissociative influence
B) Utilitarian influence
C) Informational influence
D) Value-expressive influence

Question 45

Richard is a famous tennis player. He dreams of winning all four major worldwide tennis tournaments so that he can be one of the few players who have achieved this record. This group of record holders is an example of a(n) _____.

A) primary group
B) aspirational group
C) formal group
D) informal group

Question 46

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

A) surrogate consumers
B) market leaders
C) market mavens
D) conscientious consumers

Question 47

Patrick graduated from college with a bachelor's degree in business administration. He decides to stay with his parents in order to save money and pay off his student loan. In the given scenario, Patrick is an example of a _____.

A) gatekeeper
B) laggard
C) boomerang kid
D) decision maker

Question 48

The _____ consists of three or more generations of family members.

A) extended family
B) utilitarian household
C) nuclear family
D) family household

Question 49

Harriet recently moved to a posh neighborhood. She buys an expensive car and starts wearing designer clothes so that she fits in with the residents of the neighborhood. The given scenario illustrates the individual difference variable of _____.

A) social presence and embarrassment
B) separateness-connectedness
C) attention to social comparison information
D) susceptibility to interpersonal influence

Question 50

Aspirational group membership often appeals to a consumer's _____.

A) actual self
B) social self
C) possible self
D) ideal self

Question 51

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

A) dissociative group
B) primary group
C) secondary group
D) aspirational group

Question 52

Families that consist of previously married spouses and their children are known as _____.

A) nuclear families
B) extended families
C) blended families
D) matrifocal families

Question 53

Jen makes handmade soaps and sells them at farmers' markets every Sunday. She wants her business to grow, so her husband decides to help her. They start a website to showcase the soaps. Jen's husband also praises her products using a fake identity on various online forums. In the given scenario, Jen's husband is using the tactic of _____.

A) stealth marketing
B) shilling
C) infiltrating
D) ambush marketing

Question 54

Stan is a member of the Council of Consumer Research, but when he attends conferences, he does not identify with the members of the council. Even though his research is received favorably, he often feels detached and perceives himself as different from the other members. The given scenario illustrates _____.

A) connected self-schema
B) separated self-schema
C) value-expressive influence
D) informational influence

Question 55

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

A) peer pressure
B) coercive power
C) authority
D) influence

Question 56

Sarah is a member of a book club. The members of the club meet every Saturday for book reading sessions. All the members, except Sarah, drink coffee while they read. During one such session, Sarah is offered a cup of coffee by a member. Instead of refusing it, she accepts the coffee and enjoys it. Which of the following is most likely responsible for Sarah's change in behavior?

A) Utilitarian influence
B) Informational influence
C) Situational influence
D) Value-expressive influence

Question 57

In the context of social power, for _____ to work, it is necessary that the desirability of the benefit being offered is high.

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

Question 58

_____ occurs naturally when consumers truly enjoy a product or service and they want to share their experiences with others.

A) Outgroup influence
B) Organic word-of-mouth
C) Separated self-schema
D) Amplified word-of-mouth

Question 59

Which of the following reference group influences is related to referent power?

A) Utilitarian influence
B) Value-expressive influence
C) Informational influence
D) Dissociative group influence

Question 60

Stacy signed up her daughters for Brownie Girl Scouts a few months back. Since then, she has noticed a positive change in her daughters' attitudes. Her daughters have become much more disciplined and responsible. Stacy feels that this change has been brought about by the Brownie Girl Scouts group. In this case, the attitude change in Stacy's daughters can be attributed to _____.

A) group influence
B) dissociative groups
C) negative peer pressure
D) individual influence

Question 61

Carbund is a professional medical fraternity. Individuals have to meet certain criteria to become a member of the group. The national association outlines the activities that the members are expected to perform. Given the information, Carbund is an example of a(n) _____.

A) outgroup
B) formal group
C) dissociative group
D) informal group

Question 62

Jeremy is a ten-year-old boy. His parents drop him to school every day. They now feel that he is old enough to go to school by himself and decide to buy him a bicycle. His parents take him to various bicycle stores to choose a bicycle for him. In the context of household purchase roles, Jeremy is the _____.

A) influencer
B) user
C) purchaser
D) laggard

Question 63

The individual difference variable of _____ assesses an individual's need to enhance the image others hold of him or her by acquiring and using products, conforming to the expectations of others, and learning about products by observing others.

A) susceptibility to interpersonal influence
B) separateness-connectedness
C) social presence and embarrassment
D) attention to social comparison information

Question 64

Fred is a 45-year-old man. He has an analog television without a satellite connection. His savings are low. Therefore, he does not wish to switch to a digital television until the old one breaks down. Which of the following adopter categories best describes Fred?

A) Innovators
B) Early adopters
C) Laggards
D) The early majority

Question 65

Jane does not like to buy expensive clothes. However, when she is out shopping with her colleagues who regularly splurge on luxury brands, she ends up buying expensive clothes to impress them. The given scenario illustrates the individual difference variable of _____.

A) separated self-schema
B) low connected self-schema
C) attention to social comparison information
D) low susceptibility to interpersonal influence

Question 66

The Bellane Heart Association is an organization that promotes cardiac care. It organizes various awareness programs for the public. Well-known and reputed cardiologists provide information on how to prevent heart diseases during these programs. Which of the following does the Bellane Heart Association have in the domain of cardiac care?

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

Question 67

Young adults, aged 18 to 34, who graduate from college and move back home with their parents are referred to as _____.

A) early adopters
B) the early majority
C) the sandwich generation
D) boomerang kids

Question 68

Every morning, Kelly goes for a walk in a park near her apartment. She is acquainted with some of the regular walkers in the park. She greets them whenever they meet and sometimes goes for breakfast with them to a nearby diner. This group is an example of a(n) _____.

A) primary group
B) aspirational group
C) informal group
D) dissociative group

Question 69

Cuidado, a nonprofit organization that focuses on caring for the elderly, encourages its members to do as much as possible for the welfare of old people. At the end of each year, one individual is voted as the "Care Member of the Year." The member also receives a free holiday package for two. Which of the following types of group influence most likely motivates the members of Cuidado to care for the elderly?

A) Informational influence
B) Utilitarian influence
C) Value-expressive influence
D) Situational influence

Question 70

_____ refers to ways in which a cluster of members have an impact on the attitudes, opinions, and behaviors of others within that cluster.

A) Group influence
B) Socialization
C) Cognitive interference
D) Conformity

Question 71

The person in the household who recognizes a need and provides information about a potential purchase to others is known as the _____.

A) influencer
B) gatekeeper
C) purchaser
D) innovator

Question 72

_____ is a measure of the strength of connection between members in a group.

A) A social tie
B) Conformity
C) Informational influence
D) A social unit

Question 73

Barbara is an active member of her church. She is the choir director and the youth program director. Barbara loves both roles and relates with almost all the other members. She is also the spokesperson of the church's social welfare group. The given scenario illustrates _____.

A) connected self-schema
B) social presence and embarrassment
C) susceptibility to interpersonal influence
D) separated self-schema

Question 74

New Beginnings, a firm specializing in mother and childcare products, gives free samples of its latest products to new mothers. It also encourages mothers to share their feedback on the samples on a company blog created for this purpose. The company's goal is to stimulate positive word-of-mouth about its products. The given scenario is an example of _____.

A) separated self-schema
B) dissociative influence
C) organic word-of-mouth
D) amplified word-of-mouth

Question 75

The marketing tactic that involves compensating consumers to talk about or promote products without disclosing that they are working for the company is referred to as _____.

A) viral marketing
B) shilling
C) stealth marketing
D) infiltrating

Question 76

Felicity is a 15-year-old girl. She lives in a big house with her parents and her two younger siblings. Her aunt, her paternal grandparents, and her great-grandmother also live with her family. Family chores are divided among the members of the family so that everybody can contribute to the household. The given scenario exemplifies a(n) _____.

A) extended family
B) matrifocal family
C) nuclear family
D) blended family

Question 77

_____ includes marketing efforts that focus on generating excitement that is spread among market segments.

A) Buzz marketing
B) Dissociative marketing
C) Social media marketing
D) Stealth marketing

Question 78

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

A) primary group
B) formal group
C) dissociative group
D) peer group

Question 79

Harold is the president of a local tennis club. The club's rules dictate that the club members devote a required number of hours per day to practice. The club members also have to follow a strict uniform code. Any form of nonconformity with the rules would lead to the suspension of membership. Which of the following types of social power does Harold, as the president of the club, exercise over the members of the club?

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

Question 80

_____ are consumers who have great influence on the behavior of others relating to product adoption and purchase.

A) Conscientious consumers
B) Surrogate consumers
C) Opinion leaders
D) Market mavens