Exam 8: Group and Interpersonal Influence

Jane is a tomboy and aspires to become a mechanic.She wants nothing to do with her friends' Fashion Club.Jane considers this club to be an aspirational group.

Consumers who score high on the _____ variable are concerned about how other people react to their behavior.

The Seminal Ballet Dancers is a group consisting of aspiring dancers.New members often mirror the attitudes and behavior of other members as doing so makes them fit in with the group.Which of the following types of social power is being illustrated in this scenario?

Aspirational group membership often appeals to the consumer's _____ self.

A group in which a consumer desires to become a member is called a(n)_____ group.

The extent to which the product is considered to be a necessity or a luxury affects the level of reference group influence.

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 a need to buy it.

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

Which of the following occurs when an individual yields to the attitudes and behaviors of other consumers?

Name and describe the five important roles in the household purchase process.Discuss the roles played by your family members in a major purchase decision,such as the purchase of a car,home,television,and so on.

When Sylvia completed high school and started applying to various colleges,she kept Michigan State University at the top of her priority list as her parents wanted her to attend college there.This scenario illustrates the influence of a(n)_____ on Sylvia's choice.

Explain the three types of reference group influence.Explain for each type how a reference group influences your behavior.

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

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.

Mom & Baby Inc.,a firm specializing in mother and child care products,gives away free samples of their latest products to new mothers.They also encourage mothers to provide feedback on their product samples in a blog for new mothers.The company's goal is to stimulate positive word-of-mouth communications about their products.This is an example of _____ word-of-mouth.

The measure of the strength of connection between members in a group is known as social _____.

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

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?

Social couponing refers to a type of buying where consumers receive a coupon by joining a special social networking website.

Ruth has taken up the responsibility of maintaining her joint family's expenses.She keeps track of the entire family's needs and discusses with the other family members about the purchases to be made.Ruth plays the role of a(n)_____ in her household purchase process.