Deck 10: Social Structures and Processes

Question 1

_______ are sets of individuals that other individuals use as a basis for comparison and guidance.

A) Lexicographic groups
B) Memory leaders
C) Reference groups
D) Opinion seekers

Answer 1

C

Question 2

Associative groups are generally

A) disconnected because of shifting priorities.
B) transitional groups from our past.
C) groups with which we interact regularly.
D) groups that we no longer want to belong to.

Answer 2

C

Question 3

A group to which we no longer want to belong is known as a(n) _______ group.

A) disclaimant
B) informal
C) contactual
D) associative

Answer 3

A

Question 4

Disclaimant groups are usually groups that are _______ in some way by society.

A) venerated
B) stigmatized
C) forgotten
D) respected

Question 5

_______ groups are composed of individuals with whom the consumer can identify or admire.

A) Dissociative
B) Avoidance
C) Disclaimant
D) Aspirational

Question 6

Groups that we have negative feelings toward are known as _______ groups.

A) dissociative
B) aspirational
C) contactual
D) associative

Question 7

_______ groups have a highly-defined structure, a set of rules, a hierarchy for membership where some people are designated leaders, and a set of clear goals.

A) Social
B) Informal
C) Peer
D) Formal

Question 8

There are specific ways to behave and dress when you are in a _______ group.

A) bicultural
B) formal
C) associative
D) informal

Question 9

A group of friends that get together to watch their favorite show is an example of a(n) _______ group.

A) informal
B) disclaimant
C) formal
D) dissociative

Question 10

_______ influence occurs when individuals utilize the reference group to get information from influencers or experts, which then alters their own behaviors.

A) Value-expressive
B) Utilitarian
C) Informational
D) Emotional

Question 11

_______ influence occurs when individuals conform their behaviors to group norms in order to attain a reward from or avoid a punishment by the reference group.

A) Emotional
B) Informational
C) Value-expressive
D) Utilitarian

Question 12

_______ influence occurs when individuals use the reference group to enhance their self-image, build their self-concept, or improve their self-esteem.

A) Value-expressive
B) Emotional
C) Utilitarian
D) Informational

Question 13

If a product is a public necessity, the influence for the product will be _______, however because it is seen by others the influence for the brand will be _______.

A) strong; weak
B) strong; strong
C) weak; strong
D) weak; weak

Question 14

Membership in a reference group results in some degree of _______ among its members.

A) morality
B) conformity
C) tension
D) strain

Question 15

_______ can be defined as the adoption of a group's beliefs, attitudes, and behaviors in an effort to comply with the group.

A) Differentiation
B) Perspective
C) Individuality
D) Conformity

Question 16

_______ refers to publicly changing behavior to fit in with the group but privately disagreeing.

A) Normative social influence
B) Compliance
C) Informational social influence
D) Internalization

Question 17

You decide to go to a concert with your friends, even though you don't like the band. This is an example of

A) informational social influence.
B) compliance.
C) normative social influence.
D) identification.

Question 18

_______ occurs when individuals admire an individual or group, so they try to be like that individual or group.

A) Normative social influence
B) Identification
C) Informational social influence
D) Compliance

Question 19

_______ occurs when you feel pressure to go along with people around you in order to fit into the group.

A) Internalization
B) Informational social influence
C) Normative social influence
D) Identification

Question 20

What is the most complete form of conformity?

A) Normative social influence
B) Internalization
C) Informational social influence
D) Compliance

Question 21

The motivation for _______ is to get a reward or avoid punishment.

A) identification
B) informational social influence
C) normative social influence
D) compliance

Question 22

_______ happens when you rely on the expertise or knowledge of other people to help with a decision.

A) Internalization
B) Normative social influence
C) Compliance
D) Informational social influence

Question 23

The motivation for _______ is to fit in and not be rejected by the group, there are no punishments or rewards.

A) informational social influence
B) internalization
C) normative social influence
D) identification

Question 24

When consumers perceive that their decision-making freedom is limited so they reassert their freedom, this process known as

A) reactance.
B) internalization.
C) yielding.
D) crowdsourcing.

Question 25

It is much easier to form a connection to a product when the product is _______, or it looks like a person.

A) ancillary
B) anthropomorphic
C) ambiguous
D) amorphous

Question 26

_______ power occurs when a person or group has the ability to provide benefits for conforming to the group norms.

A) Informational
B) Expert
C) Reward
D) Legitimate

Question 27

_______ power occurs when conformity to the group happens because of the threat of punishment.

A) Referent
B) Coercive
C) Reward
D) Expert

Question 28

_______ power occurs when admiration of the qualities of another person or group results in the individual trying to imitate those qualities by copying their behavior.

A) Referent
B) Legitimate
C) Informational
D) Expert

Question 29

People who search for information and advice to assist in their decision-making are called

A) trendsetters.
B) opinion leaders.
C) influencers.
D) opinion seekers.

Question 30

Smart shoppers who like to provide information to others on a broad variety of goods, services, and marketplace characteristics are called

A) connectors.
B) market mavens.
C) informal groups.
D) salespeople.

Question 31

Informal communication either positive or negative, about products, attributes, retailers, or consumption experiences is called

A) attribution theory.
B) coercive power.
C) word of mouth.
D) group influence.

Question 32

What happens when a company or organization takes a task or a problem that normally would be performed by employees and gives it to a group of people to solve?

A) Internalization
B) Reactance
C) Crowdsourcing
D) Semiotics

Question 33

_______ word of mouth springs up naturally when consumers, as a part of a normal conversation, share consumption-related information.

A) Endogenous
B) Decisive
C) Exogenous
D) Differential

Question 34

_______ word of mouth only occurs because of a firm's marketing efforts; the organization does something that is interesting, exciting, and perhaps worth talking about.

A) Decisive
B) Differential
C) Endogenous
D) Exogenous

Question 35

_______ is when a parental decision-maker is influenced by a child's request and "surrenders" the decision-making authority.

A) Legitimate power
B) Attitudinal loyalty
C) Reverse socialization
D) Parental yielding

Question 36

_______ is the situation in which parents acquire consumer skills from their children.

A) Parental yielding
B) Legitimate power
C) Reverse socialization
D) Attitudinal loyalty

Question 37

An individual who can identify with two distinct cultures is said to be

A) bicultural.
B) associative.
C) multicultural.
D) indigenous.

Question 38

_______ individuals are those who have inherited their money or receive it from investments.

A) White-collar
B) Old money
C) Nouveaux riche
D) Blue-collar

Question 39

Self-made millionaires and billionaires, like Bill Gates and Oprah Winfrey, are referred to as

A) new money.
B) blue-collar
C) old money.
D) white-collar.

Question 40

_______ capital describes the amount of financial resources to which the individual has access.

A) Cultural
B) Nouveaux
C) Social
D) Economic

Question 41

_______ capital concerns the important connections in an individual's network.

A) Cultural
B) Nouveaux
C) Social
D) Economic

Question 42

_______ capital is knowledge and behavior that comes from an individual's upbringing and education.

A) Cultural
B) Nouveaux
C) Social
D) Economic

Question 43

Individuals in the _______ live a very difficult existence and are more likely to experience shorter life expectancies and more health problems than the other social classes.

A) working poor
B) lower middle class
C) working class
D) underclass

Question 44

Individuals that are referred to as "white-collar" are members of the

A) middle class.
B) working class.
C) upper middle class.
D) underclass.

Question 45

Individuals that are referred to as "blue collar" are members of the

A) working class.
B) lower middle class.
C) middle class.
D) working poor.

Question 46

What is a dissociative group? How are dissociative groups identified? Choose a group that is seen as dissociative by some individuals, but an inspirational group by others. Give details to support your answer.

Question 47

What is the difference between formal and informal groups? Provide an example of each type of group. Include several specific characteristics that make them formal or informal.

Question 48

Imagine a situation in which an individual's consumption behavior might be altered by identification conformity. Select a product and suggest how a marketer can use this form of conformity to market that product. Provide at least two examples to support your suggestion.

Question 49

Choose three of the six bases of social power. For each type, create a scenario illustrating how each social power can be used.

Question 50

What is an opinion leader? Identify and define the three categories of opinion leaders. What is the opinion leaders' role in the two-step flow of communication? How does this relate to the law of the few?

Question 51

What is the difference between an influencer, a coolhunter, and a trendsetter?

Question 52

What are consumer tribes? How has the concept of tribes changed over time? Why is it important that marketers are aware of and interact with consumer tribes?

Question 53

Some critics claim that "big business is grooming our children for profit" by unethically targeting ads and product placements to them, as well as using them to act as influencers within their own social groups. Do you agree or disagree? Defend your answer.

Question 54

What is the difference between old money individuals and nouveaux riche individuals? In which social class does each belong?

Question 55

What is the difference between the working poor and the underclass?

Question 56

Identify and define the four types of reference groups mentioned in the text. Provide an example of each. Describe the three main mechanisms of reference group influence.

Question 57

What is word of mouth (WOM) and what influence does it have? What is the difference between endogenous WOM and exogenous WOM? Which type of WOM is preferred by marketers? Why?

Question 58

Describe how family exerts influence on consumption decisions and behaviors. What is the reciprocal view of family decision-making and consumer socialization?