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Exam 13: Group and Personal Influence

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Question 21

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People are more likely to conform to group norms when:

A) the rewards for conforming are high.
B) the costs of conforming are low.
C) the behavior is not publicly conspicuous.
D) A and B
E) A, B, and C

F) C) and D)
G) A) and D)

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Question 22

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____ groups usually exert the greatest reference group influence.

A) Primary
B) Aspirational
C) Secondary
D) Formal
E) Informal

F) A) and B)
G) All of the above

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Question 23

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What are reference groups?

If reference groups have a weak influence on consumers' product category choices, then these groups automatically have a weak influence on consumers' brand choices.

Which of the following is capable of exerting reference group influence?

Personal influence in the form of opinion leadership is most likely to occur when:

Briefly describe the manner in which reference groups influence individuals.

What are the main characteristics associated with successful new products?

What are the three primary types of influence that affect individuals' decisions, behaviors, purchases, and lifestyles?

Reference group influence is often greater for publicly consumed products than privately consumed products.

Reference groups:

Word-of-mouth communication is the informal transmission of ideas, opinions, and information between two people.

What is an opinion leader? When will an opinion leader be most influential?

The most important factor to examine when evaluating the potential success of a new product is its relative advantage.

An expert endorser needs to possess some type of unique information or skill that can help consumers make better purchase decisions.

Two ways of examining diffusion variables are the relational approach and the monadic approach.

Informal reference groups have more structure but less influence than formal reference groups.

An innovation is any idea or product perceived by the potential adopter to be new.

Value-expressive influences occur when a need for psychological association with a group causes acceptance of its norms, values, attitudes, or behaviors.

According to ____, information can flow directly to different types of consumers, including opinion leaders, gatekeepers, and opinion seekers.