Consumer Behavior Exam 3: Chapters 11-17

The disappearance of class distinctions is called _____. a. social class fragmentation b. status crystallization c. status float d. social class scaling e. social class manifestation

a. social class fragmentation

People of the same _____ are going through similar life experiences and therefore share many common needs, which may lead to similar consumption patterns. a. age b. gender c. ethnicity d. subculture e. region

a. age

The influence delivered verbally from one person to another person or group of people is called _____. a. share of voice b. word of mouth c. personalization d. scenario planning e. return on event

b. word of mouth

_____ is the extent to which the group has the capacity to deliver rewards and sanctions. a. Coercive power b. Credibility c. Personal selling d. Expertise e. Negative advertising

a. Coercive power

_____ is a tendency to be resistant to change or new ideas. a. Dogmatism b. Locus of control c. Hedonism d. Pragmatism e. Ambivalence

a. Dogmatism

Which of the following social classes in the United States consists primarily of white-collar workers, many of whom have attended college? a. The middle class b. The oligarchy c. The aristocracy d. The lower class e. The fraternity

a. The middle class

Which of the following is true of groups that are formally structured? a. They have rules outlining the criteria for group membership. b. They have members who are all related to each other. c. They have relaxed rules for members. d. They avoid contact with their members and keep them at a distance. e. They are composed of the people who happen to be in the same place at the same time.

a. They have rules outlining the criteria for group membership.

Marc, a student, wants to become a member of his university's football team. However, to be accepted in the team, he needs to adhere to strict team rules, such as attending all team practices and earning a passing grade in all subjects. To Marc, the university football team is a(n) _____. a. aspirational reference group b. brand community c. dissociative reference group d. consumer forum e. associative reference group

a. aspirational reference group

. Kimberley has two older sisters, Stephanie and Grace. Kimberley imitates her sisters' behaviors, such as the way they dress, the way they walk, and the way they talk. Stephanie and Grace are a(n) _____ to Kimberley. a. associative reference group b. sociological set c. consideration set d. dissociative reference group e. consumer network

a. associative reference group

Gen Xers are doing well by: a. being at the cutting edge of technology. b. investing in the stock market. c. trying to change the world. d. being more rebellious compared to baby boomers. e. climbing the corporate ladder.

a. being at the cutting edge of technology.

The impact of reference groups as socializing agents: a. can change over time. b. does not affect normative influence. c. does not influence the consumption of a luxury item. d. increases with a decrease in tie-strength. e. has a major influence on the consumption of necessities.

a. can change over time.

Consumers acquire items that reflect not only their current social class but also their: a. class aspirations. b. class consumption. c. altruism. d. selfishness. e. greed.

a. class aspirations.

Gatekeepers are individuals who: a. control the flow of information. b. complain about defective products. c. criticize poor marketing techniques. d. have strong ties and thus serve as a bridge between groups. e. are informers for other social groups.

a. control the flow of information.

When consumers operate on the principle of _____, they desire products and services that simply make them feel good. a. hedonism b. dogmatism c. symbolism d. materialism e. functionalism

a. hedonism

Carol is a graphic designer. She wants to buy a computer, so she asks Reda, her friend, for advice. Reda works at a computer repair and assembly store and knows everything there is to know about computers. In this case, Reda is a(n): a. opinion leader. b. reference leader. c. technology coordinator. d. market maven. e. brand ambassador.

a. opinion leader

Children's influence on the family's decision process is greatest during the: a. problem recognition phase. b. evaluation of alternatives phase. c. external information search phase. d. buying and shopping phase. e. post-purchase evaluations phase.

a. problem recognition phase.

Ed could not afford a new SUV after losing his job, but he nevertheless purchased one. After the purchase, he felt better about himself. This is an example of how, during times of downward mobility, acquisition and consumption can help: a. protect self-worth. b. achieve higher social status. c. understand social fragmentation. d. increase social panic. e. decrease conspicuous waste.

a. protect self-worth.

In the context of regions within the United States, the eastern seaboard: a. reflects its roots as the original 13 British colonies. b. is noted for its farms and agriculture. c. was originally part of Mexico and reflects a Mexican character. d. is known as the gateway to the Pacific. e. has Native American and frontier roots.

a. reflects its roots as the original 13 British colonies.

Multicultural marketing is the use of strategies that: a. simultaneously appeal to a variety of societies. b. target each subculture with a different marketing campaign. c. globalize marketing, assuming that there are no cultural differences. d. cluster groups across national boundaries. e. address a culture's resistance to change.

a. simultaneously appeal to a variety of societies.

A _____ occurs when trends in clothing and music start in the lower and middle classes and then spread upward. a. status float b. class deviation c. class distinction d. frequency division e. class struggle

a. status float

The _____ are those who have incomes below the median and have trouble meeting class expectations. a. underprivileged b. underwhelmed c. overwhelmed d. troubled e. inequitable

a. underprivileged

Teenagers in the _____ segment are dutiful and conforming, seeking a rewarding family life and maintaining traditional values. a. upholders b. world savers c. quiet achievers d. bootstrappers e. resigned

a. upholders

In the context of domain-specific values, which of the following statements is true of materialism? a. Happiness associated with acquired possessions lingers longer than positive feelings associated with experiences. b. In a materialistic society, consumers will be receptive to marketing tactics that facilitate the acquisition of goods. c. Materialism is a terminal value. d. Materialistic people tend to value symbolic items. e. There is some evidence that materialists do not spend more than they can afford.

b. In a materialistic society, consumers will be receptive to marketing tactics that facilitate the acquisition of goods.

Which of the following is true of the low-effort hierarchy of effects? a. It is high priced but less interesting to the consumer. b. It involves less risk and fewer people in the buying decision. c. It is common in prevention-focused consumers. d. It takes a long time to be adopted but is always adopted by everyone. e. It takes a short time to be adopted but is only adopted by half the consumers.

b. It involves less risk and fewer people in the buying decision.

_____ is the information by and implicit or explicit pressures from individuals, groups, and the mass media that affects how a person behaves. a. Anthropomorphism b. Social influence c. Caricature d. Pareidolia e. Frequency illusion

b. Social influence

Which of the following is true of the baby boomers? a. They spend more time browsing the Internet than any other age group. b. They are heavy consumers of financial services as they look toward retirement. c. They prefer not being very active on social media. d. They value conformity and collectivism. e. They find it difficult to remember information and to make complex decisions due to their age.

b. They are heavy consumers of financial services as they look toward retirement.

In the context of sources of influence, which of the following is true of nonmarketing sources? a. They are delivered by salespeople, service representatives, and customer service agents. b. They are regarded as highly credible sources of influence. c. They are known to have a personal stake in consumers' purchase decisions. d. They are the verbally communicated sources of information about offerings. e. They are regarded as the least credible sources of influence.

b. They are regarded as highly credible sources of influence.

According to Futures Company's MONITOR MindBase, consumers in "I am at capacity" segment: a. value creative and hedonic offerings. b. are extremely busy. c. do not value convenience, control, and simplification. d. do not value time. e. see themselves as trendsetters.

b. are extremely busy.

Born and bred on TV, Gen Xers tend to: a. be quite open to the influence of advertising. b. be cynical about obvious marketing techniques. c. find exaggerated claims less objectionable than other generations. d. find messages that appeal to their sense of nostalgia less desirable. e. be more open to stereotypes.

b. be cynical about obvious marketing techniques.

Bill went to college to fulfill his dream of becoming a great movie director. However, he moved back into his parents' home right after he finished college. In this scenario, Bill could be considered a: a. bootstrapper. b. boomeranger. c. netizen. d. materialist. e. boomer.

b. boomeranger

Asian American consumers are more likely than the average consumer to: a. shop infrequently and alone rather than with friends. b. check products and prices on the Internet before making purchases. c. buy products without considering their value. d. be open to Web and mobile ads. e. believe that people should feel free to live and dress the way that they want to.

b. check products and prices on the Internet before making purchases.

. In the context of individual consumer segments, Boomtown Singles are: a. upper-middle-income, white-collar 25- to 44-year-olds, mostly college grads and home-owners, who live in suburbia with their children. b. college-educated consumers under the age of 35, working in entry-level jobs and living in smaller cities where the singles scene thrives. c. single, lower-income consumers who live in smaller cities, are under the age of 55, and have a high school education. d. affluent, well-educated, tech-savvy 25- to 44-year-olds living in urban areas. e. city-dwelling, unmarried single consumers with high incomes.

b. college-educated consumers under the age of 35, working in entry-level jobs and living in smaller cities where the singles scene thrives.

Joanna is a billionaire. She owns seven houses in seven states, has a garage full of new cars, and has been called materialistic by many of the people who know her. In this case, Joanna is engaged in _____. a. parody display b. conspicuous waste c. power acquisition d. utilitarian consumption e. involuntary consumption

b. conspicuous waste

Visibly buying products and services that one never uses is called _____. a. parody display b. conspicuous waste c. power acquisition d. utilitarian consumption e. involuntary consumption

b. conspicuous waste

The _____ is designed to induce compliance by first asking an individual to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request. a. even-a-penny-will-help technique b. door-in-the-face technique c. foot-in-the-door technique d. head-out-the-window technique e. foot-in-the-mud technique

b. door-in-the-face technique

A(n) _____ is a market in which the social relationships among buyers and sellers change the way the market operates. a. exchange market b. embedded market c. discrete market d. relationship market e. associated market

b. embedded market

According to VALS, formerly known as Values and Lifestyles, _____ like being the first to participate in a trend and the first to leave it behind, seek out stimulation, and are highly sociable. a. believers b. experiencers c. thinkers d. strivers e. survivors

b. experiencers

Fly Beyond Airlines offers its flyers abundant legroom, gourmet meals, and a large selection of videos on individual screens. In this scenario, Fly Beyond Airlines appeals to _____ of its customers. a. symbolism b. hedonism c. ambivalence d. utilitarianism e. internal locus of control

b. hedonism

Penny's father is the managing partner of a well-known law firm, and her mother is a hospital administrator. Ever since her childhood, she has never felt the need to find a job or worry about any of her bills as her parents took care of all her expenses. In this case, Penny has lived a comfortable life due to: a. her religious views. b. her inherited status. c. her political orientation. d. her consumption pattern. e. her earned status.

b. her inherited status.

In most societies, the upper classes tend to be: a. lacking when it comes to meeting class expectations. b. more cosmopolitan and international in orientation than other classes. c. culture bound and the most different from other classes. d. interested in downward mobility to appear approachable to other classes. e. formally structured and have their incomes below the median.

b. more cosmopolitan and international in orientation than other classes.

In the context of targeting ethnic groups, African American consumers are: a. less likely to believe that diversity in advertising is important. b. more likely to have positive attitudes toward advertisements. c. less likely to respond to messages targeted specifically toward them. d. more likely to trust brands that are not advertised on the Internet or through mobile ads. e. less likely to positively evaluate advertisements made within their ethnic group.

b. more likely to have positive attitudes toward advertisements.

According to the psychoanalyst Sigmund Freud, at the _____, the infant is entirely dependent on others for need satisfaction and receives gratification from sucking, eating, and biting. a. internal search stage b. oral stage c. anal stage d. phallic stage e. problem recognition stage

b. oral stage

According to Geert Hofstede's study, _____ is the degree to which a society's members are equal in terms of status. a. value conflict b. power distance c. masculinity d. uncertainty avoidance e. individualism

b. power distance

Social class is a better predictor of consumption when: a. product prices are high. b. product prices are low. c. it reflects lifestyles and values. d. a country has a low gross domestic product. e. the older workforce is the majority.

b. product prices are low.

Acculturated Hispanic Americans are those who: a. speak mostly Spanish but have adopted some regional U.S. customs. b. speak mostly English and have a high level of assimilation. c. can function in either English or Spanish. d. are more likely than the average consumer to check prices on the Internet. e. tend to be highly assimilated by the second generation.

b. speak mostly English and have a high level of assimilation.

Caroline saw a TV commercial in which a school student talked about the issues she faced while keeping track of all her homework and how easy the task had become since she had started using the Automated Homework Aid System. Being a school student herself, Caroline was immediately able to relate with the student in the commercial and decided to buy the Automated Homework Aid System. This scenario exemplifies how _____ can have a considerable impact on consumers. a. attributions b. testimonials c. sales pitches d. vivid visuals e. mystery ads

b. testimonials

Joanne is a marketing manager at Calin Corp., a ready-to-eat food products manufacturer. During her interaction with the firm's regular customers, she came to know that they like Calin Corp.'s single serving size meals. When she probed why they liked the single serving size packs, they replied the packs come in separate boiling bags. They are of ideal quantity leaving no room for waste. In this case, Joanne is involved in: a. altering customers' locus of control. b. value laddering. c. value segmentation. d. analyzing customers' demographics. e. encouraging a value conflict.

b. value laddering.

Bob and Jane are married and are partners at a prestigious law firm. Together, they earn a comfortable seven-figure salary, which allows them to buy luxury products that most people cannot afford. In the context of social class distinctions, it can be said that Bob and Jane belong to the _____ class. a. overwhelmed b. median c overprivileged. d. instrumental e. saturated

c overprivileged.

Which of the following statements is true of the means-end chain analysis? a. Marketers who use the means-end chain avoid segmenting global markets. b. Marketers directly assess values by using the means-end chain analysis. c. It helps marketers identify important values and the attributes associated with them. d. It uses the List of Values to measure nine principal values driving consumer behavior. e. It uses a standardized questionnaire, and everyone responds to the same set of items.

c. It helps marketers identify important values and the attributes associated with them.

Which of the following is true of inherited status? a. It assures a certain income and occupation during the life of an individual. b. It determines the level of education an individual will receive. c. It is the anchor point from which upward or downward mobility can begin. d. It is derived from personal achievements gained later on in life. e. It is determined by the city in which an individual resides.

c. It is the anchor point from which upward or downward mobility can begin.

Which of the following is true of consumers in the gray market? a. They tend to be cynical about obvious marketing techniques. b. They like to research and customize purchases to their needs. c. They have difficulty making complex decisions. d. They are good at processing huge amounts of information. e. They prioritize saving for retirement.

c. They have difficulty making complex decisions.

_____ is limiting acquisition and consumption to live a less material life. a. Hedonic tendency b. Conspicuous waste c. Voluntary simplicity d. Virtual provisioning e. Misanthropic tendency

c. Voluntary simplicity

A fraudulent symbol is: a. the illegal use of status symbols. b. a status symbol that moves in a reverse direction. c. a symbol that becomes so widely adopted that it loses its status. d. an alternative symbol meant to amuse those in a social class. e. the consumption of a symbol that is conspicuous but private.

c. a symbol that becomes so widely adopted that it loses its status.

Owing to the rising popularity of celebrities and professional athletes, most top brands have started using them as brand ambassadors in their TV commercials and newspaper advertisements. Brands are likely doing this because youngsters consider celebrities and professional athletes their _____. a. schematic reference group b. reflective reference group c. aspirational reference group d. dissociative reference group e. associative reference group

c. aspirational reference group

. BuyandBefriend.com, an online retailer, allows its customers to post reviews of the books, music, and other products it sells. Customers can add each other as friends, share wish list items, and recommend products to each other. In this case, BuyandBefriend.com is using a _____ to promote its products. a. brand leader b. market maven c. brand community d. brand ambassador e. consumer court

c. brand community

A(n) _____ is a specialized group of consumers with a structured set of relationships involving a particular brand. a. consumer court b. marketing association c. brand community d. brand extension e. advertising agency

c. brand community

Clay rarely drinks and hence considers himself a social drinker. When at a party or out with friends, he has only a mug of beer so that he is not the only one not drinking. This is an example of Clay: a. reforming the group's behavior. b. acting against the group's behavior. c. conforming to the group's behavior. d. challenging the group's behavior. e. influencing the group's behavior.

c. conforming to the group's behavior.

The _____ is designed to induce compliance by getting an individual to agree first to a small favor, then to a larger one, and then to an even larger one. a. even-a-penny-will-help technique b. door-in-the-face technique c. foot-in-the-door technique d. head-out-the-window technique e. foot-in-the-mud technique

c. foot-in-the-door technique

People become opinion leaders because they: a. have no interest in being targeted by marketers. b. are dissatisfied with their present knowledge of a product category. c. have an intrinsic interest in and enjoyment of products. d. do not like the products they endorse. e. want to strengthen their social ties with consumers.

c. have an intrinsic interest in and enjoyment of products.

In the context of the gender differences in consumption and acquisition behavior, women are more likely to: a. be consistent in their images of automobiles. b. be sensitive to personally relevant information. c. have shared brand stereotypes for fashion goods. d. feel enthusiastic and strong during consumption. e. see shopping merely as a way of acquiring goods

c. have shared brand stereotypes for fashion goods.

A key concept of the phenomenological approach is _____, or people's interpretations of why specific things happen, attributing the cause of events to the self or to others. a. acculturation b. the Rokeach Value Survey c. locus of control d. dogmatism e. the List of Values

c. locus of control

Jason, a new salesperson at a shoe store, followed the customers around the store. He kept talking to them about all the products in the store even after a significant number of customers asked him to leave them alone. Ultimately, most of the customers left and went to the adjacent shoe store. The customers' reaction in this case is an example of: a. compliance. b. congruity. c. reactance. d. conformity. e. valence.

c. reactance

The benefit of cluster analysis is that it allows marketers to: a. increase the ability of consumers to process information. b. change the decision-making processes of consumers. c. segment and target consumers more effectively. d. reach a wider area of consumers using advertising. e. encourage consumers to rely on their own judgment.

c. segment and target consumers more effectively.

Members of a particular social class tend to: a. have different income levels. b. have the same attention level for all forms of marketing. c. share similar values and behavior patterns. d. remain in formal groups with strong identities. e. have different educational achievements.

c. share similar values and behavior patterns.

The family life cycle depends on: a. the generation in which the parents are born. b. whether the household income is in the growth or decline stages. c. the age of the parents and how many children are living at home. d. the number of highly educated members in the family. e. whether the birth and death rates of the country are equal.

c. the age of the parents and how many children are living at home.

In many cultures, consumers can raise their status level through _____, usually by educational or occupational achievement. a. status float b. social liquidity c. upward mobility d. class liquidity e. status deviation

c. upward mobility

_____ is a process where members of another culture or an immigrant group learn to adapt to the host culture. a. Generalization b. Ethnocentrism c. Racialization d. Acculturation e. Decriminalization

d. Acculturation

a. Status float b. Status crystallization c. Reverse mobility d. Downward mobility e. Class fragmentation

d. Downward mobility

In the context of individual consumer segments, _____ are single, lower-income consumers who live in smaller cities, are under the age of 55, and have a high school education. a. Young Digerati b. Cul-de-sac Consumers c. Boomtown Singles d. Mobility Blues e. Sophisticated Singles

d. Mobility Blues

Which of the following is a characteristic of African American consumers? a. They are the largest ethnic group in the United States. b. They are not focused on preserving their cultural identity. c. They place emphasis on the family, tradition, and cooperation. d. They do not always aspire to assimilate with the majority culture. e. They are less likely to encourage diversity in advertising.

d. They do not always aspire to assimilate with the majority culture

_____ Hispanic Americans speak mostly Spanish. a. Southern b. Acculturated c. Bicultural d. Traditional e. European

d. Traditional

The working class is mainly represented by: a. tech-savvy employees. b. temporary employees. c. probationary workers d. blue-collar workers. e. white-collar workers.

d. blue-collar workers.

Teenagers in the _____ segment are family-oriented achievement seekers with hopes for the future. a. resigned b. quiet achievers c. upholders d. bootstrappers e. world savers

d. bootstrappers

Manson has subscribed to all the shopping magazines that he knows of and hence is aware of the sale offers in his town. His friends come to him for advice on a wide range of products and to determine where to shop. In this scenario, Manson is a(n): a. opinion leader. b. reference leader. c. technology coordinator. d. market maven. e. brand ambassador.

d. market maven.

*****Which theory of attitudes assumes that people use observations of their own behavior to determine what their attitudes are? a. the theory of cognitive dissonance b. the theory of affective disjunction c. social judgment theory d. self-perception theory e. the theory of reasoned action

d. self-perception theory

In the context of advertising to teens, Heeling Sports, a manufacturer of sneakers with retractable wheels, can reach teen consumers by: a. advertising in snowboarding magazines. b. selling its products only at stores and not online. c. advertising in newspapers. d. sending teen ambassadors to perform at malls and parks. e. advertising through sports news channels.

d. sending teen ambassadors to perform at malls and parks.

The Red Boulevard neighborhood used to be restricted to families of old wealth and aristocracy. Of late, families of low economic backgrounds are moving in and mingling with the current residents. Even the local country club has relaxed its membership rules to admit members from a wider range of backgrounds. The given scenario is an example of: a. social breakdown. b. social class manifestation. c. status float. d. social class fragmentation. e. class float.

d. social class fragmentation.

Goods or services become _____ to indicate their owners' place in the social hierarchy. a. parody symbols b. urban myths c. idiomatic symbols d. status symbols e. iconographs

d. status symbols

During their teen years, individuals: a. are debt- and risk averse. b. focus on having stable lives. c. think about starting families. d. strive to establish an identity. e. are less influenced by peers compared to later in life.

d. strive to establish an identity.

According to VALS, formerly known as Values and Lifestyles, _____ have the lowest incomes. a. makers b. innovators c. thinkers d. survivors e. strivers

d. survivors

Agentic goals are those: a. that a person will achieve in the near future. b. that help an individual achieve a long-term goal. c. that indicate the levels of achievement that are necessary. d. that stress mastery, self-assertiveness, and self-efficacy. e. that emphasize fostering harmonious relations with others.

d. that stress mastery, self-assertiveness, and self-efficacy.

In the context of need for uniqueness, creative choice counter-conformity means: a. that customers tend to attribute the cause of events to the self or not the self. b. losing interest in possessions that become commonplace to avoid the norm and hence reestablish distinctiveness. c. choosing products and brands that do not conform to establish distinctiveness despite possible social disapproval. d. that the consumer's choice reflects social distinctiveness yet is one that others will approve of. e. that the consumer reinforces conventional consumption practice in a functional way.

d. that the consumer's choice reflects social distinctiveness yet is one that others will approve of.

.Kartheiser Inc. makes the effort to use Hispanic actors who speak in both Spanish and English in its ads that target these consumers. The company wants to be able to communicate better with its target audience. The Hispanic community reacts positively toward Kartheiser Inc.'s marketing strategy. This scenario is an example of a company using _____ to appeal to a target market. a. multicultural marketing b. ethnocentric marketing c. ethnic stereotypes d. the accommodation theory e. the construal level theory

d. the accommodation theory

Why should marketers be careful when using symbols and language in their advertisements to which teens can relate? a. Teens process information faster than older consumers. b. The symbols and language used become outdated quickly. c. Teens prefer short, snappy phrases to long-winded explanations. d. The quickly changing teen culture could make the message look uncool. e. All of these are correct.

e. All of these are correct

Which of the following best describes Gen Xers' consumer behavior? a. They like to take time to research products and customize them to their own taste. b. They are accustomed to shopping in stores and online. c. They are cynical about obvious marketing techniques. d. They notice advertising messages that appeal to nostalgia for their younger days. e. All of these are correct.

e. All of these are correct.

Which of the following is a feminine value as defined by Geert Hofstede? a. Assertiveness b. Success c. Competition d. Everyday consumption e. Quality of life

e. Quality of life

Which of the following statements is true of high self-monitors? a. They respond to advertising appeals in a similar way as low self-monitors. b. They are generally more responsive than low self-monitors to ads that make a quality claim. c. They are guided more by their own preferences and desires than low self-monitors. d. They are not as influenced by normative expectations as low self-monitors. e. They are more responsive than low self-monitors to image-oriented ads.

e. They are more responsive than low self-monitors to image-oriented ads.

Which of the following is true of weak ties? a. Weak ties are most likely to form among members of primary reference groups. b. Marketers can turn weak ties into strong ones by using social influence. c. Weak ties are common within networks in which consumers are in frequent contact. d. Primary reference group members commonly have weak ties with each other. e. Word of mouth spreads more effectively among people with weak ties.

e. Word of mouth spreads more effectively among people with weak ties.

Lifestyles are represented by a consumer's: a. internal characteristics. b. end state. c. internal states. d. motivation, ability, and opportunity. e. activities, interests, and opinions.

e. activities, interests, and opinions.

After graduating from university, Ted joined the army. He had been looking forward to serving his country by joining the army, but the routine-based lifestyle and strict training had him doubting his decision. In this scenario, Ted is feeling the influence of a(n) _____. a. schematic reference group b. brand community c. market maven d. opinion leader e. aspirational reference group

e. aspirational reference group

Scale Viewer, a nutritional food manufacturer, offers various products that assist weight loss. Consumers who successfully lose weight using its products are featured on an inspirational video displayed in the company website. In the video, the consumers talk about their experiences with Scale Viewer's products. This is an example of a marketer: a. using opinion leaders as a source of social influence. b. using coercive power through dissociative groups. c. using brand names as cues for consumer decisions. d. making decisions on behalf of consumers. e. creating norms for group behavior.

e. creating norms for group behavior.

Earned status is: a. derived primarily from one's nationality. b. acquired later in life from personal achievements. c. obtained from reference groups through social comparison. d. inherited from one's family. e. derived primarily from one's beliefs and values.

e. derived primarily from one's beliefs and values.

Value laddering refers to: a. using the List of Values. b. inferring values just by looking at product names. c. using a questionnaire to measure consumers' instrumental and terminal values. d. grouping of consumers by common values. e. determining the root values related to product attributes that are important to consumers.

e. determining the root values related to product attributes that are important to consumers.

A(n) _____ is a group we do not want to emulate. a. schematic reference group b. reflective reference group c. aspirational reference group d. associative reference group e. dissociative reference group

e. dissociative reference group

In the context of household decision roles, the roles that relate to tasks affecting the buying decision are called _____. a. expressive roles b. titled roles c. habitual roles d. expansive roles e. instrumental roles

e. instrumental roles

Bargainer's Bin is a retail store. It has started a new dollar store and launched a new Web page, www.bargainersbin.com The Web page has several series of webisodes related to the new store for customers to watch. Viewers can also send the webisodes to their friends via e-mail. In this case, Bargainer's Bin is hoping to spread the buzz about its Web page through: a. word of mouth marketing. b. undercover marketing. c. freebie marketing. d. viral marketing. e. niche marketing.

e. niche marketing.

Teenagers in the _____ segment have low expectations of the future and material success and are alienated from society. a. upholders b. quiet achievers c. netizens d. bootstrappers e. resigned

e. resigned

A particularly important survival activity for homeless consumers is _____. a. networking b. bartering c. exercising d. cocreating e. scavenging

e. scavenging

Ying is a competitive gamer. She is a member of several online computer gaming communities, and she streams and shares all the games she plays with the members of the communities. For her, these online communities serve as a(n) _____. a. dissociative reference group b. aspirational reference group c. formal reference group d. primary reference group e. secondary reference group

e. secondary reference group

Sam is from a working-class family, and his father did not have enough money to put him through school. However, with the help of scholarships and part-time jobs, Sam was able to get into a good school and eventually secured a well-paid job. In this case, Sam has experienced _____. a. status float b. status crystallization c. social facilitation d. class fragmentation e. upward mobility

e. upward mobility