MKT201 Chap 9, MKT201 - Chap 10

b

If a fireman told you to leave your apartment, you would comply because the fireman has ________ power. information legitimate expert reward

a

QN= 11 Many factors contribute to conformity. The Japanese are noted for valuing collective well-being and group loyalty over individual needs. Which of the following conformity factors best explains this behavior? a. cultural pressures b. commitment c. group size d. susceptibility to interpersonal influence

b

QN= 11 When a retail customer senses a sudden urge that simply can't be ignored, the customer is experiencing unplanned buying. a. True b. False

d

QN= 13 A(n) ________ is a marketing intermediary retained by a consumer to guide what that consumer buys. a. market maven b. opinion leader c. mass media specialist d. surrogate consumer

d

QN= 14 ocial networking is an integral part of what many call ________, which is like the Internet on steroids. The key change is the interactivity among producers and users. a. the Jobber Station b. the mega Web c. the inner Web d. Web 2.0

b

QN= 15 According to the ________ perspective, under the right circumstances a group of people is smarter than the smartest people within the group. a. mere exposure phenomenon b. wisdom of crowds c. deindividuation d. normative influence

a

QN=1 A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior. a. opinion group b. demographic group c. reference group d. focus group

d

QN=1 According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions. a. antecedent state b. postpurchase process c. cognitive process d. purchase environment

a

QN=10 One benefit of e-commerce is that consumers can find products and services for which they will be able to get greater price information. a. True b. False

c

QN=10 Within groups, informal rules of behavior are called ________. a. beliefs b. values c. norms d. interpersonal dynamics

a

QN=12 According to the principle of least interest, the person who is least ________ has the most power in a relationship. a. committed to staying in the relationship b. susceptible to interpersonal influence c. susceptible to cultural pressures d. afraid of sanctions against nonconforming behavior

a

QN=16 Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ________. a. reference group b. private luxury c. avoidance group d. brand community

b

QN=17 Which of the following reference group influence forms is most associated with the following situation? Carl knows that Bert has had experience with various types of motor oils because Bert is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker State can't be beat for performance and durability. a. coercive influence b. information influence c. utilitarian influence d. value-expressive influence

d

QN=18 Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest in the product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer? a. expert power b. referent power c. reward power d. coercive power

a

QN=19 Phillipe is a member of a small Harley-Davidson motorcycle club. They meet once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike to buy for his girlfriend. a. comparative b. normative c. selective d. legitimate power

d

QN=2 Reference groups influence us in three ways. These ways include informational, utilitarian, and ________ dimensions. a. reputational b. descriptive c. knowledge d. value-expressive

c

QN=2 Which of the following is considered a postpurchase process? a. the shopping experience b. mood c. consumer satisfaction d. shopping orientation

b

QN=20 A primary group is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior. a. True b. False

a

QN=21 A person with social power has the ability to alter the actions of others. a. True b. False

b

QN=22 A membership reference group is made up of idealized figures such as successful business people, athletes, or performers. a. True b. False

b

QN=23 An individual's motivation to distance himself from a negative reference group can not be as powerful as his motivation to please a positive group. a. True b. False

a

QN=24 When shopping with others, some people are more likely to choose risky alternatives than they would be if shopping alone. This behavior occurs due to the risky shift effect. a. True b. False

b

QN=25 Because of cultural pressure, almost all cultures in the world require the same amount of conformity. a. True b. False

a

QN=26 Opinion leaders often absorb much of the risk in buying new products because they generally buy them first. a. True b. False

a

QN=27 Opinion leaders also are likely to be opinion seekers a. True b. False

b

QN=28 Most opinion leaders are celebrities rather than everyday consumers. a. True b. False

b

QN=29 The most common method of identifying opinion leaders is to use the social registry document kept by most city newspapers. a. True b. False

b

QN=3 Which of the following is an example of utilitarian influence? a. An individual seeks information about various brands from a professional. b. An individual's decision to purchase a particular brand is influenced by the preferences of family members. c. An individual feels that the purchase of a particular brand will enhance the image others have of her. d. An individual seeks brand-related knowledge and experience from friends, neighbors, colleagues, and relatives who have reliable information about the brand.

c

QN=3 Which of the following is an unpleasant psychological state? a. density b. arousal c. crowding d. expectancy

a

QN=30 Word-of-mouth has a more powerful effect on consumers than paid advertising does. a. True b. False

a

QN=4 Reference group effects are stronger for purchases that are ________. a. socially conspicuous b. mostly unseen by others c. necessities d. made frequently

b

QN=4 The psychological dimension of time or how it is experienced is an important factor in what mathematical study? a. polychronic activity b. queuing or queuing theory c. temporal tasking d. physical metrics

a

QN=5 If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied is said to have ________ power. a. referent b. informational c. legitimate d. coercive

a

QN=5 Which of the following is the best example of a hedonic shopping motive? a. A consumer shops to "hang-out" with friends at a local mall. b. A consumer shops because he is angry. c. A consumer shops to provide food for survival. d. A consumer shops because she is discouraged and depressed.

a

QN=6 Which of the following is considered a limitation of e-commerce? a. expensive to order and then return b. lack of real-time pricing c. lack of reasonable delivery times d. lack of price information

b

QN=7 A store environment that has been made to resemble a living room where customers can relax, hang out with friends, or even learn is referred to as a(n) ________. a. marketscape b. being space c. mindscape d. activity space

b

QN=7 The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities. a. normative b. comparative c. selective d. coercive

c

QN=8 A group composed of people that the consumer actually knows is called a(n) ________ reference group. a. aspirational b. tribal c. membership d. group

a

QN=8 Most customers who experience an environment that is both pleasant and arousing will interpret it as an exciting environment. a. True b. False

b

QN=9 Political candidates who get the most media exposure are more likely to win an election because of the effect of ________ in determining one's set of referents. a. propinquity b. mere exposure c. group cohesiveness d. reference bias

a

QN=9 The "thrill of the hunt" is a hedonic shopping motive. a. True b. False