c9 Flashcards
What is a group?
Two or more persons sharing a common purpose
What are components of Group Members?
Share Some Values, Recognize Interdependency, Assume Specific Roles, Communicate Mutual Expectations and Evaluations, Provide members some rewards/punishment
What are types of reference groups?
Primary vs Secondary, Formal vs Informal, Ascribed vs Choice, Associative vs Dissociative, Membership vs Symbolic, Aspirational
What are informational influence types?
Professional Advisors, Product Enthusiasts, Market Mavens, Experienced Consumers
What are normative influence types?
Parents & Family Members, Friends & Peers, Regulatory Bodies, Public Institutions, Work Organizations
What are identification influence types?
Personal Acquaintance, Cultural Heroes, Social Groups, Consumers Sharing a Lifestyle
What is SIPI?
Susceptibility to Interpersonal Influence
What is the three factor model for SIPI?
Autonomy, Risk Averseness, Consumption Enmeshed Self Identity
What is an opinion leader?
People who hold and give an opinion, which is accepted by opinion recipients
What are two essential qualities of an opinion leader?
Expertise, Trustworthiness
What are other characteristics of opinion leaders?
High Product Involvement, Recognized as Leaders, Socially Well-Integrated, More Exposed to Media, Hold Leadership Positions in Organizations
Opinion Leaders can Lead what type of influence?
Informational, Normative, Identification
What are the types of innovation adopter categories?
Innovators, early adopters, early majority, late majority, laggards
How is a reference group used?
Used a guide for one’s own values and behaviors
What is a referent?
A person one uses as a point of reference
Who does informational influence affect?
Professional Advisors, Professional Enthusiasts, Experienced Consumers
Who does normative influence affect?
Work Clothes, Alcohol
Who does Identification influence affect?
Athletes, Celebrities
