chapter 8: week 13-14

Question 1

Two or more people who interact to
accomplish either individual or mutual goals

Answer 1

group

Question 2

A person or group that serves as a point of comparison (or reference) for an individual in the formation of either general or specific values, attitudes, or behavior.

Answer 2

REFERENCE GROUP

Question 3

4 TYPE OF REFERENCE GROUPS

Answer 3

1. MEMBERSHIP
2. EXTENT OF INTERACTION
3. NATURE OF ATTRACTION
4. DEGREE OF FORMALITY

Question 4

in reference groups

-symbolic

Answer 4

membership

Question 5

in reference group

-direct versus indirect

Answer 5

extent of interaction

Question 6

in reference group

-aspirational versus dissociative

Answer 6

nature of attraction

Question 7

in reference group:

• formal versus informality

Answer 7

degree of formality

Question 8

3 TYPES OF REFERENCE GROUP INFLUENCE

Answer 8

1. informational influence
2. normative influence
3. identification influence

Question 9

When a member of reference group provides information used to make purchase decisions.

Answer 9

informational influence

Question 10

When we conform to group norms to belong to that group.

Answer 10

normative influence

Question 11

When we identify with, and internalize, a group’s values and behaviors.

Answer 11

identification influence

Question 12

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

• Inform or make the individual aware of a _______________ or _______

Answer 12

specific product
brand

Question 13

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

Provide the individual with the opportunity to ___________ his or her own thinking with the attitudes and behavior of the group.

Answer 13

compare

Question 14

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

Influence the individual to adopt attitudes and behavior that are ___________ with the _________ of
the group.

Answer 14

consistent
norms

Question 15

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

Influence the individual to adopt ___________ and ___________ that are consistent with the norms of the group.

Answer 15

attitudes
behavior

Question 16

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

_____________ the decision to use the same products as the group.

Answer 16

Legitimize

Question 17

7 SELECTED CONSUMER-RELATED REFERENCE GROUPS

Answer 17

• Friendship groups
• Shopping groups
• Work groups
• Virtual groups or communities
• Brand communities
• Consumer-action groups
• Celebrities

Question 18

4 TYPES OF CELEBRITIES APPEALS

Answer 18

1. testimonial
2. endorsement
3. actor
4. spokesperson

Question 19

Referring to personal use, a
celebrity attests to the quality of the product or service.

Answer 19

testimonial

Question 20

Celebrity lends his or her name and appears on behalf of a product or service in which or she may or may not be an expert.

Answer 20

endorsement

Question 21

Celebrity presents a product or service
as part of character endorsement.

Answer 21

actor

Question 22

Celebrity represents the brand or company over an extended period of time.

Answer 22

spokeperson

Question 23

REFERENCE GROUPS AND MARKETING
STRATEGY

__________ the extent of reference group
influence in a __________

Answer 23

Recognize
situation

Question 24

REFERENCE GROUPS AND MARKETING
STRATEGY

Recognize the extent of ______________
influence in a situation.

Answer 24

reference group

Question 25

REFERENCE GROUPS AND MARKETING STRATEGY Identify the ____________ type of reference group influence.

Answer 25

most effective

Question 26

REFERENCE GROUPS AND MARKETING STRATEGY Identify ____________ reference group members to use in promotions.

Answer 26

possible

Question 27

REFERENCE GROUPS AND MARKETING STRATEGY Identify possible reference group members to use in _____________.

Answer 27

promotions

Question 28

REFERENCE GROUPS AND MARKETING STRATEGY Attempt to _____________ reference group influence.

Answer 28

increase

Question 29

The process by which children acquire the skills, knowledge, and attitudes necessary to function as consumers.

Answer 29

CONSUMER SOCIALIZATION

Question 30

GIVE THE 8 ROLES IN THE FAMILY DECISION- MAKING PROCESS.

Answer 30

1. INFLUERS 2. GATEKEEPERS 3. DECIDERS 4. BUYERS 5. PREPARERS 6. USERS 7. MAINTAINERS 8. DISPOSERS

Question 31

family member (s) who provide information to other members about a product or service

Answer 31

INFLUENCERS

Question 32

Family member(s) who control the flow of information about a product or service into the family

Answer 32

GATEKEEPERS

Question 33

- Family member(s) with the power to determine unilaterally or jointly whether to shop for, purchase, use, consume, or dispose of a specific product or service

Answer 33

deciders

Question 34

- Family member(s) who make the actual purchase of a particular product or service

Answer 34

BUYERS

Question 35

- Family member(s) who transform the product into a form suitable for consumption by other family members

Answer 35

PREPARERS

Question 36

Family member(s) who use or consume a particular product or service

Answer 36

USERS

Question 37

Family member(s) who service or repair the product so that it will provide continued satisfaction

Answer 37

MAINTAINERS

Question 38

- Family member(s) who initiate or carry out the disposal or dis-continuation of a particular product or service

Answer 38

DISPOSERS

Question 39

The process by which children acquire the skills, knowledge, and attitudes necessary to function as consumers.

Answer 39

Consumer Socialization

Question 40

Other Functions of the Family

Answer 40

ECONOMIC-WELL-BEING EMOTIONAL SUPPORT SUITABLE FAMILY LIFESTYLES