Deck 10: Group and Interpersonal Influence

Question 1

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

Answer 1

True

Question 2

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

Answer 2

False

Question 3

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

Answer 3

False

Question 4

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

Question 5

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

Question 6

Professional organizations like the Canadian Marketing Association and social clubs are examples of secondary groups.

Question 7

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

Question 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

Legitimate power is often based on authority.

Question 13

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

Question 14

Social ties in secondary groups are very strong.

Question 15

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

Question 16

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.

Question 17

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

Question 18

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

Question 19

Adults are not influenced by peer pressure.

Question 20

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

Question 21

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

Question 22

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 23

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

Question 24

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

Question 25

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

Question 26

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

Question 27

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

Question 28

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

Question 29

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

Question 30

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

Question 31

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

Question 32

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 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

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

Question 35

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

Question 36

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

Question 37

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

Question 38

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

Question 39

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

Question 40

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

Question 41

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

A) primary
B) secondary
C) tangential
D) distant

Question 42

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

Question 43

John went to Western University because that's where his parents wanted him to attend university. How is John's family best described in this example?

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

Question 44

Which term refers to a group of individuals that has significant relevance for a consumer and that has an impact on the consumer's evaluations?

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

Question 45

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

Question 46

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

Question 47

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

Question 48

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 49

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

Question 50

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

A) secondary
B) tangential
C) nonconformity
D) distant

Question 51

Which term refers to the way in which group membership impacts attitudes, opinions, and behaviours of others within the group?

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

Question 52

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

A) formal
B) primary
C) concentric
D) peer

Question 53

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

Question 54

Stacy signed her daughters up for Brownie Girl Scouts because she wants them to learn how to be good citizens. Which type of group does The Girl Scouts exemplify in terms of influencing girls' behaviours?

A) reference
B) hierarchical
C) membership
D) acculturation

Question 55

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

Question 56

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

Question 57

Sarah is a member of a sorority that shape her attitudes, opinions, and behaviours, such as which clothes she purchases. Which term refers to the way in which this group impacts Sarah's life?

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

Question 58

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

Question 59

Which of the following is NOT a quality of group membership?

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

Question 60

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 61

Rotary is an international organization which focuses on community service. The membership is made up of business and community leaders and all must abide by the Rotary Code of Conduct. Which type of group is Rotary?

A) primary
B) peer
C) associative
D) formal

Question 62

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

A) informal
B) spontaneous
C) tangential
D) dissociative

Question 63

Which of the following best describes a dissociative group?

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

Question 64

Adam is a Toronto FC soccer fan who spends weekends on watching his favourite team at home and away with other Toronto FC fans. The games bring TFC fans together to experience their team's triumphs and woes. What is this an example of?

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

Question 65

What occurs when an individual yields to the attitudes and behaviours of other consumers?

A) conformity
B) formalization
C) aspiration
D) association

Question 66

Jordan just graduated with an advertising degree and started working for an advertising agency. He joined the local Sales and Ad 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
B) associative
C) conformational
D) referent

Question 67

Zack is a teenager at a party with his friends who are drinking, and they are insisting that he drinks as well. What is Zack experiencing?

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

Question 68

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) referent power
C) conformity
D) hierarchical power

Question 69

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

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

Question 70

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 behaviour changes whereas conformity results in short-term behaviour changes.
D) Conformity produces long-term behaviour changes whereas persuasion produces short-term behaviour changes.

Question 71

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) formal
B) referent
C) legitimate
D) expert

Question 72

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
B) formal
C) informal
D) referent

Question 73

Which type of power results in consumers imitating the behaviours and attitudes of the group as a means of identifying with the group?

A) referent
B) legitimate
C) coercive
D) reward

Question 74

Which part of the consumer's self-concept does aspirational group membership often appeal to?

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

Question 75

Which term refers to the ability of an individual or a group to alter the actions of others?

A) social influence
B) social power
C) opinion leadership
D) network influence

Question 76

Which of the following is NOT a category of social power?

A) reward
B) legitimate
C) expert
D) sanctioned

Question 77

Which term refers to the pressure one feels to behave in accordance with group expectations?

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

Question 78

Connor is preparing to take the Certified Public Accountants (CPA) exam. He has spent five years in university and now wants to be accepted into this group of professional accountants. For Connor, what type of group is the CPA?

A) primary
B) aspirational
C) associative
D) ideal

Question 79

Which term refers to a group that a consumer desires to become a member of?

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

Question 80

Derrick does not want to be part of the environmentalist movement and wants nothing to do with the groups associated with it. To Derrick, what are environmental groups like the Sierra Club?

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