Question 1

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

Accepted Answer

The answer of _____ refers to media through which communication...

Question 2

Websites that facilitate online social networking are referred to as _____.

Accepted Answer

Social networking websites are designed for the purpose of connecting individuals and facilitating online social interactions. Examples include Facebook, LinkedIn, and Twitter.

B, C, D, and E are not specifically related to the concept of social networking websites. Primary and secondary networking websites are not commonly used terms, value-expressive websites focus on expressing personal values or beliefs rather than social connections, and interactive websites can refer to a wide range of sites beyond just social networking.

Question 3

Consumers who score highly on which of the following measures are concerned about how other people react to their behavior?

Accepted Answer

Attention to social comparison information (ATSCI) measures consumers' tendency to compare themselves with others and worry about how others view their behavior. Consumers who score highly on this measure are concerned about social norms and peer pressure.

Question 4

Lance is trying to be the top salesperson in his company because he wants the increased income and the recognition he'll receive for achieving that goal. Which type of power is influencing Lance's behavior?

Accepted Answer

Lance is motivated by the reward power he will receive if he becomes the top salesperson in his company. The increased income and recognition are the rewards he seeks.

Question 5

Harold and his wife were going through a messy divorce, and Harold's lawyer told him he should not drink any alcohol until after the divorce was final. Harold did what his lawyer said and did not drink at all. What type of power did Harold's lawyer possess?

Accepted Answer

Harold's lawyer possesses expert power, as he is giving professional advice based on his knowledge and expertise in the legal field.

Question 6

Which type of reference group influence refers to the ways in which consumers use the behaviors and attitudes of reference groups as information into making their own decisions?

Accepted Answer

Informational influence is the type of reference group influence that refers to the ways in which consumers use the behaviors and attitudes of reference groups as information into making their own decisions. Consumers look up to reference groups to guide their behavior and choices, especially in situations where they lack knowledge or expertise. This type of influence is different from hedonic influence, which is based on the shared experiences of a reference group, and utilitarian influence, which is based on the benefits or disadvantages of belonging to a reference group.

Question 7

Harriett's husband of 52 years passed away recently. Fortunately, Harriett has several friends and lots of family to help her through this difficult time in her life. These friends and family represent Harriett's _____.

Accepted Answer

Harriett's friends and family represent her social network, which is a group of individuals who she has ongoing social relationships with and can rely on for support during difficult times. The other options do not accurately describe this group of individuals. Her nuclear family would consist of just her and her spouse and possibly their children, but it does not include other extended family members or friends. Her extended family would include more distant relatives, but not necessarily close friends. Social family is not a commonly used term and reference group usually refers to a group that an individual compares themselves to for social comparison purposes, rather than a group of individuals who provide emotional support.

Question 8

Facebook, which is an Internet website where friends can interact, is an example of a(n) _____.

Accepted Answer

Facebook is a social networking website, as it allows users to create a profile, connect with friends, and engage in various social activities such as sharing photos and messages.

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

Utilitarian influence is when consumers comply with group expectations to receive a reward or avoid a punishment. This type of influence is often referred to as normative influence because it is based on social norms and the desire to conform to the expectations of the group. Consumers conform to the group in order to avoid disapproval, criticism, or other negative consequences.

Question 10

Abigail joined PETA (People for the Ethical Treatment of Animals) because she believes so strongly in this group's cause in helping animals. She even became a vegetarian because this group values this behavior. Which type of group influence does PETA exert on Abigail?

Accepted Answer

PETA exerts value-expressive influence on Abigail because she joined the group and changed her behavior (becoming a vegetarian) based on her shared values with the group's cause.

Question 11

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 called _____ power.

Accepted Answer

Expert power is the ability to influence others based on one's knowledge or expertise on a subject matter. It is often used in marketing and advertising, where individuals or groups are portrayed as experts in their field to persuade consumers to buy a product or service. Referent power is the power to influence others based on one's personal traits or characteristics, such as charisma or likeability. Legitimate power is the power to influence others based on one's formal position or authority. Reward power is the power to influence others through the promise or delivery of rewards, while coercive power is the power to influence others through threats or punishment.

Question 12

Which type of networks do consumers form based on common interests, associations, or goals?

Accepted Answer

Consumers form social networks based on common interests, associations, or goals. Social networks are informal networks based on personal relationships and are often used for socializing, sharing information, and creating new connections. Examples of social networks include Facebook, Twitter, and Instagram.

Question 13

Many fraternities and sororities assess fines against members if they do not attend social functions or meetings. Some members even leave meetings of other organizations to which they are members to avoid the fine for missing a fraternity or sorority function. The ability of a fraternity or sorority to get members to attend functions in this manner results from which type of social power?

Accepted Answer

The scenario described in the question utilizes coercive power, as fines are imposed on members who do not attend social functions or meetings, thus forcing them to comply with the expectations of the fraternity or sorority.

Question 14

All of the following are categories of reference group influence EXCEPT _____.

Accepted Answer

The three categories of reference group influence are informational influence, utilitarian influence, and value-expressive influence. Hedonic influence is not a recognized category of reference group influence.

Question 15

Future Business Leaders of America (FBLA) is a nationwide high school organization with the mission of preparing students to be successful business people. Students are expected to wear business attire at all conferences and to behave by the FBLA code of conduct. Students not conforming to these rules are disqualified from competitions. Students follow these rules because they want the rewards given for competing successfully. Which type of group influence is present that gets high school students to wear suits and ties and act like professionals?

Accepted Answer

Utilitarian influence is present in this scenario, as students conform to the group norms and attire in order to achieve the rewards of successful competition within FBLA. The desire for the reward is the driving force behind their behavior.

Question 16

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

Accepted Answer

This type of influence is called utilitarian influence, which occurs when consumers conform to group expectations to receive a reward or avoid punishment. The reward or punishment is a utilitarian benefit, meaning it provides a practical advantage or benefit to the consumer. Hedonic influence is when the group provides a sense of pleasure, excitement or belonging, informational influence is when the group provides information, knowledge or expertise, conformational influence is when consumers conform to group expectations to fit in or be accepted and affective influence is when the group provides emotional support or guidance.

Question 17

Which individual difference variable 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

Susceptibility to interpersonal influence refers to an 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.

Question 18

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

Accepted Answer

Coercive power occurs when a group has the power to sanction or punish its members for failing to follow expectations or rules. This type of power is based on fear of negative consequences and can be used by those in authority to control behavior. It is different from legitimate power, which is based on the acceptance of authority, and reward power, which is based on the ability to grant rewards or positive consequences for compliance. Referent and expert power are based on personal qualities or knowledge and are not related to the ability to sanction or punish.

Question 19

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

Accepted Answer

Value-expressive group influence can influence consumer behavior because it can lead a consumer to internalize a group's values, beliefs, and attitudes influencing their behavior in a way that aligns with the group's values. This can lead to long-term changes in consumer behavior.

Question 20

Carla was thinking about buying a new car, so she asked a co-worker, Barbara, about her new Honda CRV. She wanted to know more about the car and was wondering if paying the extra money for the navigation system was worth it. Barbara told her how much she liked her CRV and all the benefits of having the system and said it was definitely worth the cost. Carla bought a CRV with the navigation system after talking to Barbara. Which type of reference group influence had an impact on Carla's purchase?

Accepted Answer

Barbara provided information about the product and the benefits of the navigation system, therefore it was a case of informational influence.

Quiz 10: Group and Interpersonal Influence