Exam 10: Group and Interpersonal Influence

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

The person in the household who recognizes a need and provides information about a potential purchase to others is assuming the role of the decision maker in the household purchase process.

An aspirational group is a group in which a consumer desires to become a member.

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?

Culture plays an important role in how separated or connected consumers feel.

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

Some marketers have employees use fake identities in blog posts and have them write positive product reviews in an attempt to influence consumers. Consumers participating in the blog are not aware that these are covert attempts to influence them. What this frowned-upon marketing technique known as?

Reference networks are networks of consumers connecting with one another based on common interests, associations, or goals.

Which concept reflects a family's set of beliefs regarding the way in which household decisions are reached?

Barbara sees herself as being an integral part of her church. She is the choir director and head of the youth activities. Which type of self-schema does Barbara likely have?

Which term refers to groups of consumers who develop relationships based on shared interests or product usage?

Which term refers to a consumer who is hired by another to provide input into a purchase decision?

Which measure do consumers who are concerned about how other people react to their behaviour score highly on?

The gatekeeper is the person who controls information flow into the household.

Peer pressure is the pressure the individual feels to behave in accordance with group expectations.

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?

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

Buzz marketing includes marketing efforts that focus on generating excitement that is spread from consumer to consumer.

A member of a group experiences considerable pressure to conform to the standards of a group and thereby "fit in". The desire to fit in to a group will influence the types of products a member will purchase.

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