Deck 10: Group and Interpersonal Influence

Question 1

Adults are not influenced by peer pressure.

Answer 1

False
Adults also feel peer pressure.

Question 2

Group members share a set of expectations, rules, and roles.

Answer 2

True

Question 3

Aspiration occurs when an individual yields to the attitudes and behaviors of other consumers.

Answer 3

False
This is conformity.

Question 4

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

Question 5

Groups with status power result in consumers often imitating the behaviors and attitudes of groups as a means of identifying with the group.

Question 6

Professional organizations and social clubs are examples of secondary groups.

Question 7

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

Question 8

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

Question 9

A focal group is a group that includes members who have frequent, direct contact with one another.

Question 10

Brand communities are groups of consumers who develop relationships based on shared interests or product usage.

Question 11

A member must have a desire to maintain or establish membership into the group in order for the social power of the group to be effective.

Question 12

A relevant group is a group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations, aspirations, and behavior.

Question 13

Social power can be classified into three categories: natural, imagined, and earned.

Question 14

A formal group is a group in which a consumer formally becomes a member.

Question 15

Social ties in secondary groups are very strong.

Question 16

The key difference between persuasion and conformity is that with persuasion, the other party does not defend its position.

Question 17

Social power refers to the ability of an individual or a group to alter the actions of others.

Question 18

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

Question 19

A nonconformity group is a group that has no membership or application requirements, and codes of conduct may be nonexistent.

Question 20

Legitimate power is often based on authority.

Question 21

A personal shopper is a consumer who is hired by another to provide input into a purchase decision.

Question 22

Five adopter categories of consumers have been identified: innovators, early adopters, early majority, late majority, and laggards.

Question 23

Opinion leaders are consumers who have great influence on the behavior of others relating to product adoption and purchase.

Question 24

The primary family consists of a mother, a father, and a set of siblings.

Question 25

Consumers scoring high on the attention to social comparison information (ATSCI) trait are generally not concerned about how other people react to their behavior.

Question 26

In general, positive word-of-mouth is more influential than is negative word-of-mouth.

Question 27

The spreading activation process refers to the way in which new products are adopted and spread throughout a marketplace.

Question 28

The utilitarian influence of groups refers to the ways in which consumers use the behaviors and attitudes of reference groups as information into making their own decisions.

Question 29

Viral marketing is a technique that attempts to deceive consumers about the involvement of marketers in a communication.

Question 30

A market maven is a consumer who spreads information about all types of products and services that are available in the marketplace.

Question 31

Group influence on brand selection tends to be strong for "public" products, such as blue jeans and automobiles.

Question 32

Two types of word-of-mouth influences are organic and contrived.

Question 33

The individual difference variable, susceptibility to interpersonal influence, 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.

Question 34

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

Question 35

Shilling is the practice of compensating consumers to talk about, or promote, products without disclosing that they are working for the company.

Question 36

Innovators are more often risk takers and financially well-off.

Question 37

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

Question 38

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

Question 39

Social media refers to things like radio and television through which marketing communication occurs.

Question 40

The hedonic influence of groups refers to the ways in which consumers internalize a group's values or the extent to which consumers join groups to express their own closely held values and beliefs.

Question 41

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

Question 42

Sarah is a member of a sorority that influences her attitudes, opinions, and behaviors, such as which clothes she purchases. The way in which this group influences Sarah is called _____.

A) group influence
B) group identity
C) group think
D) diffusion
E) viral influence

Question 43

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.

Question 44

Children are playing a much larger role in influencing household purchases than ever before.

Question 45

John went to Michigan State University because that's where his parents wanted him to attend college. John's family is best described as a(n) _____ group.

A) relative
B) formal
C) aspirational
D) primary
E) secondary

Question 46

Young adults who graduate from college and move back home with their parents are referred to as Baby Boomers.

Question 47

A family's sex role orientation reflects a family's set of beliefs regarding the way in which household decisions are reached.

Question 48

The extended family consists of three or more generations of family members.

Question 49

Groups of consumers who develop relationships based on shared interests or product usage are referred to as _____.

A) consumption groups
B) brand communities
C) interest groups
D) lifestyle communities
E) aspirational groups

Question 50

Members of the American Marketing Association know each other professionally and meet twice a year at conferences. Some members work on research together, but most do not see each other any other times except for during the conferences. Which type of group is the American Marketing Association for its members?

A) primary group
B) secondary group
C) tangential group
D) distant group
E) professional group

Question 51

The household life cycle (HLC) represents a segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services.

Question 52

The way in which group membership influences attitudes, opinions, and behaviors of others within the group is called _____.

A) group identification
B) group synergy
C) group assimilation
D) group internalization
E) group influence

Question 53

Stacy signed her daughters up for Brownie Girl Scouts because she wants them to learn how to be good citizens. The Girl Scouts are an example of a(n) _____ that can influence girls' behaviors.

A) reference group
B) hierarchical group
C) membership group
D) acculturation group
E) meaning transfer group

Question 54

A group of individuals who has significant relevance for a consumer and who has an impact on the consumer's evaluations is known as a(n) _____.

A) hierarchical group
B) cultural group
C) reference group
D) assimilation group
E) membership group

Question 55

The sandwich generation consists of those consumers who must take care of both their own children and their aging parents.

Question 56

Which type of group includes members who have frequent, direct contact with one another?

A) formal group
B) primary group
C) secondary group
D) concentric group
E) peer group

Question 57

In which type of group is interaction within the group much less frequent than in a primary group?

A) secondary group
B) tangential group
C) conformity group
D) nonconformity group
E) distant group

Question 58

Hybrid families consist of previously married spouses and children from the previous marriages.

Question 59

The process through which young consumers develop attitudes and learn skills that help them function in the marketplace is called consumer evolution.

Question 60

All of the following are qualities of group membership EXCEPT _____.

A) Group members share common goals and interests.
B) Group members share of set of expectations, rules, and roles.
C) Group members view themselves as members of a common social unit.
D) Group members communicate with, and influence, one another.
E) Group members expect others to show deference to them.

Question 61

Kelly and her friends get together in the mornings to walk for exercise. This group has no membership or application requirements or codes of conduct. Which type of group does this represent?

A) primary group
B) formal group
C) informal group
D) peer group
E) referent group

Question 62

The ability of an individual or a group to alter the actions of others is known as _____.

A) peer pressure
B) social influence
C) social power
D) opinion leadership
E) network influence

Question 63

Which type of group has no membership or application requirements but still might influence a consumer's behavior?

A) informal group
B) flash group
C) spontaneous group
D) tangential group
E) dissociative group

Question 64

Pi Sigma Epsilon (PSE) is a professional marketing fraternity that has an initiation ceremony through which pledges formally become members. The national association has a Chapter Efficiency Index outlining the activities the chapter members are expected to do. PSE is an example of which type of group?

A) primary group
B) peer group
C) associative group
D) group community
E) formal group

Question 65

Jordan just graduated with an advertising degree and started working for an advertising agency. He joined the local Advertising Federation club so he could learn more about doing his job from veterans in the industry. Which type of power does this ad club hold for Jordan?

A) reward power
B) associative power
C) conformational power
D) referent power
E) legitimate power

Question 66

In the United States, the President has the authority to mobilize military reservists to active duty military service from their civilian lives. Which type of social power does this represent?

A) referent power
B) legitimate power
C) expert power
D) reward power
E) coercive power

Question 67

A dissociative group is a group _____.

A) in which a consumer belongs
B) in which a consumer desires to become a member
C) to which a consumer does not want to belong
D) in which interaction within the group is infrequent
E) to which the consumer has both positive and negative affect toward

Question 68

Which type of group generally has a set of stated rules, accepted values, and codes of conduct that members are expected to adhere to?

A) primary group
B) formal group
C) referent group
D) legitimate group
E) expert group

Question 69

Pressure one feels to behavior in accordance with group expectations is called _____.

A) coercive pressure
B) persuasive power
C) aspiration
D) group influence
E) peer pressure

Question 70

All of the following are categories of social power EXCEPT _____.

A) referent power
B) reward power
C) legitimate power
D) expert power
E) sanctioned power

Question 71

What is the key difference between persuasion and conformity?

A) With persuasion, the other party does not necessarily defend its position.
B) With conformity, the other party does not necessarily defend its position.
C) Persuasion produces long-term behavior changes whereas conformity results in short-term behavior changes.
D) Conformity produces long-term behavior changes whereas persuasion produces short-term behavior changes.
E) There is no difference between these two concepts.

Question 72

_____ occurs when an individual yields to the attitudes and behaviors of other consumers.

A) Conformity
B) Formalization
C) Aspiration
D) Association
E) Pressure

Question 73

Connor is preparing to take the Certified Public Accounts (CPA) exam. He has spent five years in college and now wants to be accepted into this group of professional accountants. For Connor, CPA's represent which type of group?

A) primary group
B) aspirational group
C) associative group
D) ideal group
E) professional group

Question 74

Tom cleaned his room because his mother told him he had to. By what mechanism did Tom's mother get him to clean his room?

A) persuasion
B) coercive power
C) conformity
D) referent power
E) hierarchical power

Question 75

Derrick does not want to be part of the environmentalist movement and wants nothing to do with the groups associated with it. To Derrick, groups like the Sierra Club, which is an environmentalist group, represent which type of group?

A) formal group
B) aspirational group
C) associative group
D) dissociative group
E) alien group

Question 76

A group with which type of social power results in consumers often imitating the behaviors and attitudes of the group as a means of identifying with the group?

A) referent power
B) legitimate power
C) coercive power
D) reward power
E) expert power

Question 77

Zack is a teenager at a party with his friends who are drinking, and he is feeling pressure from his friends to drink, too. What is Zack experiencing?

A) peer pressure
B) expert power
C) peer persuasion
D) peer power
E) coercive persuasion

Question 78

Adam is a Jeep owner who spends weekends on adventures with other Jeep owners. The events bring the enthusiasts together to experience off-road fun with their Jeeps. This is an example of a(n) _____.

A) primary group
B) peer community
C) referent group
D) expert community
E) brand community

Question 79

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

A) actual self
B) extended self
C) preferred self
D) future self
E) ideal self

Question 80

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

A) formal
B) informal
C) aspirational
D) dissociative
E) associative