Chapter 8

Question 1

Reference Group (my coastie girls!!!!)

Answer 1

• Have significant relevance for consumer
• Impact on consumers evaluations, aspirations and behavior
• Consumers become members of many groups that either meet physically, or meet in cyberspace

Question 2

Group Influence (maybe sorority like?)

Answer 2

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

Question 3

Primary

Answer 3

frequent, direct contact with eachother

Question 4

Secondary

Answer 4

much less interaction then primary

Question 5

Formal

Answer 5

where you can become a member

Question 6

informal

Answer 6

no application requirements

Question 7

aspirational

Answer 7

they desire to become a member!!

Question 8

Dissociative

Answer 8

I dont want to be part of that group……..

Question 9

Conformity

Answer 9

person yields to the attitudes and behaviors of other consumers

Question 10

peer pressure

Answer 10

pressure an individual feels to behave in accordance with group expectations
—–consumers sometime succumb to group pressures that encourage counter productive behaviors

Question 11

Referent Power

Answer 11

joining a peace group!! Circus idk

Question 12

Legitimate Power (agreements)

Answer 12

you can increase membership fees yea!!

Question 13

Expert Power

Answer 13

knowledgeable and seek info. from important groups

Question 14

Reward Power

Answer 14

Weight loss clubs giving out prizes for weight loss goals

Question 15

Coercive Power

Answer 15

You are out of here for breaking a code of conduct!!!

Question 16

Informational Influence (PTA)

Answer 16

ways consumers use behaviors and attitudes of reference groups as information

Question 17

Utilitarian influence (Defensive driving)

Answer 17

when consumers conform to group expectations to receive a reward or avoid punishment….they do it for a reason!

Question 18

Value expressiveness influence (bible study)

Answer 18

consumers actually internalize a group’s values

Question 19

Both utilitarian and hedonic value can be derived from….

Answer 19

SOCIAL MEDIA

Question 20

Social Buying

Answer 20

consumer buying behavior that takes place on social networking sites

Question 21

social couponing (so guilty of this!!!) Victoria secrets….

Answer 21

type of buying where consumers receive a coupon or deal by joining a special social networking site.

Question 22

negative WOM creates more damage than..

Answer 22

Positive WOM

Question 23

responding to negative WOM

Answer 23

is SO important.

Question 24

Guerrilla marketing

Answer 24

marketing of a product using unconventional means

Extreme

Question 25

viral marketing

Answer 25

using online technologies to facilitate WOM

Question 26

stealth marketing

Answer 26

consumers are completely unaware they are being market to
SHILLING
INFILITRATING

Question 27

Opinion Leaders

Answer 27

consumers who have great influence on the behaviors of others

Question 28

Market Maven

Answer 28

consumer who spreads information about all types of products and services

Question 29

Surrogate Consumer (personal shopper)

Answer 29

consumers who is hired by another to provide input onto a purchase decision.

Question 30

Family Household

Answer 30

Nuclear & Extended

Question 31

Emerging Family trends include

Answer 31

Nontraditional housebold arrangements
blended families
single parent households

Question 32

Influencer

Answer 32

provides ino. about a potentinal purchase to others

Question 33

Gate keeper

Answer 33

controls info flow into the household

Question 34

User

Answer 34

actual user of the product

Question 35

Decision maker

Answer 35

makes final choice regarding product purchase

Question 36

purchaser

Answer 36

actually buys the product

Question 37

Sex Role Orientation (SRO) —like my family is extremely family oriented.

Answer 37

a family’s set of beliefs that influences the way household decisions are made

Question 38

Kid Power

Answer 38

Children in the ages of 8-12 greatly influence household purchases

Question 39

Consumer socialization (my moms shopping behavior on mine)

Answer 39

Process in which young consumers develop attitudes and learn skills that help them function in the market place