Question 1

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. Which type of social power gives a fraternity or sorority the ability to get members to attend functions in this manner?

Accepted Answer

Coercive power is the ability to punish or threaten others to comply with demands, which is exactly what is happening in this scenario. Members are being fined for not attending functions, and this punishment serves as a form of coercion to get them to attend in the future.

Question 2

In Canada the government has the authority to mobilize army reservists to active military duty from their civilian lives. Which type of social power does this represent?

Accepted Answer

The government's authority to mobilize army reservists represents legitimate power, which is power based on a person or entity's recognized authority or position in society. In this case, the government has the legitimate authority to call on its citizens to serve in the military as part of their civic duty.

Question 3

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

The type of reference group influence that had an impact on Carla's purchase was informational, as Carla sought out information from Barbara in order to make an informed decision about whether or not the navigation system was worth the cost. The other options (product, primary, and utilitarian) do not accurately describe the type of influence that occurred in this scenario.

Question 4

Which of the following is NOT a category of reference group influence?

Accepted Answer

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

Question 5

Which term refers to the ways in which consumers use the behaviours and attitudes of reference groups to gain knowledge for their own decisions?

Accepted Answer

Informational influence is the term that refers to the ways in which consumers use the behaviours and attitudes of reference groups to gain knowledge for their own decisions. Utilitarian influence is the effect that a reference group has on a consumer's preferences or purchase decisions based on the group's perceived ability to provide rewards or punishments. Conformational influence is the tendency of individuals to conform to the norms and beliefs of their reference groups, even if they do not agree with them. Cognitive influence is a more general term that refers to any influence that a reference group has on an individual's thoughts, beliefs, or attitudes.

Question 6

DECA is an international high school organization with the mission of preparing students to be leaders in the business community. Students are expected to be professional and to abide by the DECA 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 dress and act like professionals?

Accepted Answer

The type of group influence present here is utilitarian, as students are motivated to conform to the DECA Code of Conduct in order to receive rewards for successful competition.

Question 7

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 assesses an individual's need to enhance their image in terms of others by acquiring and using products, conforming to the expectations of others, and learning about products by observing others. It measures the extent to which an individual is likely to be influenced by others in their purchase decisions.

Question 8

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 behaviour. Which type of group influence does PETA exert on Abigail?

Accepted Answer

PETA is an example of a value-expressive group as its members join and support the organization because they share its values and beliefs about animal rights and welfare. Abigail's decision to become a vegetarian is an expression of her personal values and belief in PETA's cause, rather than motivated by the practical benefits of being a member (utilitarian influence) or the emotional satisfaction (hedonic influence) of being part of the group. Ego-defensive group influence is a response to threats to one's self-esteem or identity and is not applicable in this situation.

Question 9

Which statement best explains how value-expressive group influence can shape consumer behaviour?

Accepted Answer

Value-expressive group influence refers to a type of social influence where a consumer adopts the values of a group to which they belong or want to belong. In this case, the consumer internalizes the group's values and uses them to shape their behavior. Choice A and B refer to compliance or normative group influence, where the consumer conforms to avoid punishment or receive a reward. Choice C refers to a form of minority influence, where the consumer challenges the majority opinion or group values.

Question 10

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. What do these friends and family represent for Harriett?

Accepted Answer

Harriett's friends and family represent her social network, which is a group of individuals who provide emotional and social support during difficult times. They may also offer practical assistance and help her adjust to life without her husband.

Question 11

Which term best describes Instagram, which is a mobile application where friends can interact and share photos of their experiences?

Accepted Answer

Instagram is a social networking website, allowing users to create a profile, connect with friends, and share photos and experiences.

Question 12

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

Accepted Answer

Social networks are formed based on common interests, associations, or goals. Personal networks refer to an individual's close relationships, while interactive networks are those formed for communication and collaboration purposes. Primary networks are the closest and most personal connections an individual has, such as family members or close friends.

Question 13

What is the most popular social networking website, with more than 40% of Internet users visiting it daily?

Accepted Answer

Facebook has consistently been the most popular social networking website with over 2.9 billion monthly active users as of 2021. It is estimated that over 40% of internet users visit Facebook daily, making it the clear choice for this question. Twitter, Myspace, and Foursquare do not have nearly as many active users and daily visitors as Facebook.

Question 14

Which term refers to media through which communication occurs, such as the Internet, television, and radio?

Accepted Answer

The answer of Which term refers to media through which...

Question 15

Which term refers to 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?

Accepted Answer

Expert power refers to the ability of a group or individual to influence a consumer due to their knowledge or experience with a specific subject matter. Referent power is the ability to influence based on the attractiveness or likability of the person or group. Legitimate power is based on formal authority or position. Reward power is the ability to influence based on the promise or delivery of rewards.

Question 16

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 consume alcohol at all. What type of power did Harold's lawyer possess?

Accepted Answer

Harold's lawyer possessed expert power, as Harold followed the lawyer's advice due to the lawyer's expertise and knowledge in legal matters.

Question 17

In utilitarian influence consumers comply with group expectations to receive a reward or avoid a punishment. What is another term for this type of influence?

Accepted Answer

Normative influence refers to the pressure to conform to social norms and expectations in order to be accepted or avoid rejection. This type of influence is often associated with the desire to maintain social relationships or avoid social sanctions, such as disapproval, criticism, or exclusion. Utilitarian influence is a type of normative influence that focuses on the instrumental benefits or costs of compliance with group norms, rather than on the normative meaning or value of these norms. Utilitarian influence is based on the expectation that collaboration with others will lead to mutual gains or losses, and it may involve incentives or sanctions that affect the decision-making of individuals or groups.

Question 18

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 behaviour?

Accepted Answer

Lance's motivation is driven by the desire for increased income and recognition, which are rewards. Therefore, the type of power influencing Lance's behavior is reward power.

Question 19

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 social power occurs when a group has the ability to punish or sanction members who do not follow the expectations or rules of the group. This can include exclusion from group activities, loss of privileges, or other forms of punishment. Coercive power is often used in situations where there is a clear hierarchy or authority structure, such as in a school or workplace. Referent power is based on admiration and respect for an individual and their qualities or achievements, expert power is based on knowledge or expertise in a particular area, and legitimate power is based on the authority or position held by an individual within a group or organization.

Question 20

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

Accepted Answer

The described type of reference group influence is utilitarian, where consumers conform to group expectations for a practical benefit or to avoid negative consequences.

Quiz 10: Group and Interpersonal Influence