Ch 8 Vocab

Question 1

8-1 Reference Groups

Group of individuals who have significant relevance for a consumer and who have an impact on the consumer’s evaluations, aspirations, and behavior

Answer 1

Reference Groups

Question 2

8-1 Reference Groups

Ways in which group members influence attitudes, behaviors, and opinions of others within a group

Answer 2

Group Influence

Question 3

8-1 Reference Groups

Group that a person identifies with as a memebr

Answer 3

Ingroup

Question 4

8-1 Reference Groups

Group with which a person does not identify

Answer 4

Outgroup

Question 5

8-1 Reference Groups

Group that includes members who have frequent, direct contact with one another

Answer 5

Primary Group

Question 6

8-1 Reference Groups

Group to which a consumer belongs, with less frequent contact and weaker influence than that found in a primary group

Answer 6

Secondary Group

Question 7

8-1 Reference Groups

group of consumers who develop relationships based on shared interests or product usage

Answer 7

Brand Community

Question 8

8-1 Reference Groups

group in which a consumer formally becomes a member

Answer 8

Formal Group

Question 9

8-1 Reference Groups

Group that has no membership or application requirements and that may have no code of conduct

Answer 9

Informal Group

Question 10

8-1 Reference Groups

Group in which a consumer desires to become a member

Answer 10

Aspirational Group

Question 11

8-1 Reference Groups

Group to which a consumer does not want to belong

Answer 11

Dissociative Group

Question 12

8-1 Reference Groups

Result of group influence in which an individual yields to the attitudes and behaviors of others

Answer 12

Conformity

Question 13

8-1 Reference Groups

Ability of a person or group to enforce the obedience of others

Answer 13

Authority

Question 14

8-1 Reference Groups

Extent to which group members feel pressure to behave in accordance with group expectations

Answer 14

Peer Pressure

Question 15

8-2 Social Power

Ability of an individual or group to alter the actions of others

Answer 15

Social Power

Question 16

8-3 Reference Group Influence

Ways in which a consumer uses the behaviors and attitudes of reference groups as information for making his or her own decisions

Answer 16

Informational Influence

Question 17

8-3 Reference Group Influence

Ways in which a consumer conforms to group expectations in order to recieve a reward or avoid punishment

Answer 17

Utilitarian Influence

Question 18

8-3 Reference Group Influence

Ways in which a consumer internalizes a group’s value or the extent to which consumers join groups in order to express their own closely held values and beliefs

Answer 18

Value Expressive Influence

Question 19

8-4 Social Media’s Role in Group and Interpersonal Influence

Media through which communication occurs

Answer 19

Social Media

Question 20

8-4 Social Media’s Role in Group and Interpersonal Influence

Network of consumers connecting with one another based on common interests, associations, or goals

Answer 20

Social Networks

Question 21

8-4 Social Media’s Role in Group and Interpersonal Influence

Website that facilitates online social networking

Answer 21

Social Networking Website

Question 22

8-4 Social Media’s Role in Group and Interpersonal Influence

Mobile application software that runs on devices like smartphones, tablets, and other computer-based tools

Answer 22

Apps

Question 23

8-4 Social Media’s Role in Group and Interpersonal Influence

An online or app-based game played on a social media platform

Answer 23

Social Gaming

Question 24

8-4 Social Media’s Role in Group and Interpersonal Influence

Consumer buying behavior that takes place on social networking sites

Answer 24

Social Buying

Question 25

# 8-4 Social Media's Role in Group and Interpersonal Influence Type of buying where consumers recieve a coupon, or deal, by joining a special social networking website

Answer 25

Social Couponing

Question 26

# 8-4 Social Media's Role in Group and Interpersonal Influence Individual difference variable that assesses a consumers need to enhance the image others hold of him or her by aquiring and using products, conforming to the expectations of others, and learning about products by observing others

Answer 26

Susceptibility to interpersonal influence

Question 27

# 8-4 Social Media's Role in Group and Interpersonal Influence Individual difference variable that assesses the extent to which consumers are concerned about how other people react to their behavior

Answer 27

Attention to social comparison information (ATSCI)

Question 28

# 8-4 Social Media's Role in Group and Interpersonal Influence Self conceptualizaiton of the extent to which a consumer perceives himself or herself as distinct and seperate from others

Answer 28

Seperated Self-Schema

Question 29

# 8-4 Social Media's Role in Group and Interpersonal Influence Self conceptualization of the extent to which a consumer perceives himself or herself as being an integral part of a group

Answer 29

Connected Self Schema

Question 30

# 8-5 Word of Mouth and Consumer Behavior Information about products, services, and experiences that is transmitted from consumer to consumer

Answer 30

Word of Mouth (WOM)

Question 31

# 8-5 Word of Mouth and Consumer Behavior Practice of using social media to generate consumer interest in a product, service, or idea

Answer 31

Social Media Marketing

Question 32

# 8-5 Word of Mouth and Consumer Behavior Marketing efforts that focus on generating excitement among consumers and that are spread from consumer to consumer

Answer 32

Buzz Marketing

Question 33

# 8-5 Word of Mouth and Consumer Behavior Marketing of a product using unconventional means

Answer 33

Guerilla Marketing

Question 34

# 8-5 Word of Mouth and Consumer Behavior Marketing method that uses online technologies to facilitate WOM by having consumers spread messages through their online conversations

Answer 34

Viral Marketing

Question 35

# 8-5 Word of Mouth and Consumer Behavior Geurilla marketing tactic in which consumers do not realize that they are being targeted for a marketing message

Answer 35

Stealth Marketing

Question 36

# 8-5 Word of Mouth and Consumer Behavior Consumer who has a great deal of influence on the behavior of others relating to product adaptation and purchase

Answer 36

Opinion Leaders

Question 37

# 8-5 Word of Mouth and Consumer Behavior Consumer who spreads information about all types of products and services that are available in the marketplace

Answer 37

Market Maven

Question 38

# 8-5 Word of Mouth and Consumer Behavior Consumer who is hired by another consumer to provide input into a purchase decision

Answer 38

Surrogate Consumer

Question 39

# 8-5 Word of Mouth and Consumer Behavior The way in which new products are adopted and spread throughout a marketplace

Answer 39

Diffusion Process

Question 40

# 8-6 Household Decision Making and Consumer Behavior Process by which decisions are made in household units

Answer 40

Household Decision Making

Question 41

# 8-6 Household Decision Making and Consumer Behavior at least two people are related by blood or marriage who occupy a housing unit

Answer 41

Family Household

Question 42

# 8-6 Household Decision Making and Consumer Behavior A mother, father, siblings

Answer 42

Nuclear Family

Question 43

# 8-6 Household Decision Making and Consumer Behavior Three or more generations of family members

Answer 43

Extended Family

Question 44

# 8-6 Household Decision Making and Consumer Behavior Segmentation technique that acknowledges that changes in family composition and income alter household demand for products and services

Answer 44

Household Life Cycle (HLC)

Question 45

# 8-6 Household Decision Making and Consumer Behavior Young adults between the ages of 18 and 34 who move back home with their parents after they graduate from college

Answer 45

Boomerang Kids

Question 46

# 8-6 Household Decision Making and Consumer Behavior Consumers who must take care of both their aging parents and own children

Answer 46

Sandwich generation

Question 47

# 8-6 Household Decision Making and Consumer Behavior A family's set of beliefs regarding the ways in which household decisions are reached

Answer 47

Sex Role Orientation (SRO)

Question 48

# 8-6 Household Decision Making and Consumer Behavior Process through which young consumers develop attitudes and learn skills that help them function in the marketplace

Answer 48

Consumer Socialization