Exam 8: Group and Interpersonal Influence

WEDDING SCENARIO Janice is excited because her boyfriend just asked her to marry him. Though planning the wedding may be a big hassle for most people, Janice had it easy as her sister, a wedding planner, has taken over the task of planning the entire wedding. Janice should have been the one taking all the decisions, but her sister chose to be the sole decision-maker on account of her professional competence. Since Janice's parents are paying for the wedding, she needs to abide by their wishes even though she might like to have a more extravagant reception than they are willing to pay for. She will be getting married in a church, and the priest said she and her fiancé would have to attend pre-marriage counseling sessions over six weeks. They are not really thrilled about doing that, but they know they can't get married in their church if they don't attend the sessions. Her parents are very frugal, and her mother even suggested that she wear her old prom dress instead of buying a new wedding gown. Janice was mortified when her mother suggested this, saying, "But mom, the dress is pink! What would people think if I wore a pink wedding dress? Wedding gowns are supposed to be white!" So they settled on letting her pick her own gown, but her father had the last say on which one he would allow her to purchase. The wedding day came and went without a hitch, and Janice is now a busy homemaker setting up her new household. -Refer to Wedding Scenario.Janice's parents are paying for the wedding,so she needs to abide by their wishes even though she might have liked a more extravagant reception.This is an example of a(n)_____ influence.

WEDDING SCENARIO Janice is excited because her boyfriend just asked her to marry him. Though planning the wedding may be a big hassle for most people, Janice had it easy as her sister, a wedding planner, has taken over the task of planning the entire wedding. Janice should have been the one taking all the decisions, but her sister chose to be the sole decision-maker on account of her professional competence. Since Janice's parents are paying for the wedding, she needs to abide by their wishes even though she might like to have a more extravagant reception than they are willing to pay for. She will be getting married in a church, and the priest said she and her fiancé would have to attend pre-marriage counseling sessions over six weeks. They are not really thrilled about doing that, but they know they can't get married in their church if they don't attend the sessions. Her parents are very frugal, and her mother even suggested that she wear her old prom dress instead of buying a new wedding gown. Janice was mortified when her mother suggested this, saying, "But mom, the dress is pink! What would people think if I wore a pink wedding dress? Wedding gowns are supposed to be white!" So they settled on letting her pick her own gown, but her father had the last say on which one he would allow her to purchase. The wedding day came and went without a hitch, and Janice is now a busy homemaker setting up her new household. -Refer to Wedding Scenario.The fact that Janice was mortified at her mother's suggestion to wear her pink prom dress indicates that Janice is most likely to score highly on the _____ variable.

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.

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

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

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.

Abigail joined PETA (People for the Ethical Treatment of Animals)as she strongly believes in the group's cause of helping animals.She even chose 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 PETA exert on Abigail?

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

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

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

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.

Using online technologies to facilitate word-of-mouth by having consumers spread marketing messages through their online connections is known as _____ marketing.

Barbara is an active member of her church.She is the choir director and the head of youth activities.Barbara can best be associated with the _____ self-schema.

Opinion leaders are also known as market mavens.

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

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

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

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?

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

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