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mktg finals 50 > chapter 8: week 13-14 > Flashcards

chapter 8: week 13-14 Flashcards

Reference Group Influences

1
Q

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

A

group

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2
Q

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.

A

REFERENCE GROUP

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3
Q

4 TYPE OF REFERENCE GROUPS

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

in reference groups

-symbolic

A

membership

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5
Q

in reference group

-direct versus indirect

A

extent of interaction

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6
Q

in reference group

-aspirational versus dissociative

A

nature of attraction

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7
Q

in reference group:

  • formal versus informality
A

degree of formality

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8
Q

3 TYPES OF REFERENCE GROUP INFLUENCE

A
  1. informational influence
  2. normative influence
  3. identification influence
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9
Q

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

A

informational influence

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10
Q

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

A

normative influence

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11
Q

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

A

identification influence

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12
Q

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

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

specific product
brand

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13
Q

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.

A

compare

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14
Q

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

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

A

consistent
norms

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15
Q

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

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

A

attitudes
behavior

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16
Q

FACTORS ENCOURAGING CONFORMITY: A REFERENCE GROUP MUST

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

A

Legitimize

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17
Q

7 SELECTED CONSUMER-RELATED REFERENCE GROUPS

A
  • Friendship groups
  • Shopping groups
  • Work groups
  • Virtual groups or communities
  • Brand communities
  • Consumer-action groups
  • Celebrities
18
Q

4 TYPES OF CELEBRITIES APPEALS

A
  1. testimonial
  2. endorsement
  3. actor
  4. spokesperson
19
Q

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

A

testimonial

20
Q

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.

A

endorsement

21
Q

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

A

actor

22
Q

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

A

spokeperson

23
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

__________ the extent of reference group
influence in a __________

A

Recognize
situation

24
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

Recognize the extent of ______________
influence in a situation.

A

reference group

25
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

Identify the ____________ type of reference group influence.

A

most effective

26
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

Identify ____________ reference group members to use in promotions.

A

possible

27
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

Identify possible reference group members to use in _____________.

A

promotions

28
Q

REFERENCE GROUPS AND MARKETING
STRATEGY

Attempt to _____________ reference group influence.

A

increase

29
Q

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

A

CONSUMER SOCIALIZATION

30
Q

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

A
  1. INFLUERS
  2. GATEKEEPERS
  3. DECIDERS
  4. BUYERS
  5. PREPARERS
  6. USERS
  7. MAINTAINERS
  8. DISPOSERS
31
Q

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

A

INFLUENCERS

32
Q

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

A

GATEKEEPERS

33
Q
  • 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
A

deciders

34
Q
  • Family member(s) who make the actual
    purchase of a particular product or service
A

BUYERS

35
Q
  • Family member(s) who transform the
    product into a form suitable for consumption by other
    family members
A

PREPARERS

36
Q

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

A

USERS

37
Q

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

A

MAINTAINERS

38
Q
  • Family member(s) who initiate or carry
    out the disposal or dis-continuation of a particular product or service
A

DISPOSERS

39
Q

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

A

Consumer Socialization

40
Q

Other Functions of the Family

A

ECONOMIC-WELL-BEING
EMOTIONAL SUPPORT
SUITABLE FAMILY LIFESTYLES

mktg finals 50 (7 decks)

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