Ch.10 Social Structures And Processes Complete Test Bank 1e

Chapter 10: Social Structures and Processes

Type: multiple choice question

Title: Chapter 10 Question 01

1) _______ are sets of individuals that other individuals use as a basis for comparison and guidance.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. Lexicographic groups

b. Memory leaders

c. Reference groups

d. Opinion seekers

Type: multiple choice question

Title: Chapter 10 Question 02

2) Associative groups are generally

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. disconnected because of shifting priorities.

b. transitional groups from our past.

c. groups with which we interact regularly.

d. groups that we no longer want to belong to.

Type: multiple choice question

Title: Chapter 10 Question 03

3) A group to which we no longer want to belong is known as a(n) _______ group.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. disclaimant

b. informal

c. contactual

d. associative

Type: multiple choice question

Title: Chapter 10 Question 04

4) Disclaimant groups are usually groups that are _______ in some way by society.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. venerated

b. stigmatized

c. forgotten

d. respected

Type: multiple choice question

Title: Chapter 10 Question 05

5) _______ groups are composed of individuals with whom the consumer can identify or admire.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. Dissociative

b. Avoidance

c. Disclaimant

d. Aspirational

Type: multiple choice question

Title: Chapter 10 Question 06

6) Groups that we have negative feelings toward are known as _______ groups.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. dissociative

b. aspirational

c. contactual

d. associative

Type: multiple choice question

Title: Chapter 10 Question 07

7) _______ groups have a highly-defined structure, a set of rules, a hierarchy for membership where some people are designated leaders, and a set of clear goals.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. Social

b. Informal

c. Peer

d. Formal

Type: multiple choice question

Title: Chapter 10 Question 08

8) There are specific ways to behave and dress when you are in a _______ group.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. bicultural

b. formal

c. associative

d. informal

Type: multiple choice question

Title: Chapter 10 Question 09

9) A group of friends that get together to watch their favorite show is an example of a(n) _______ group.

Feedback: Page reference: Reference Groups

Learning objective: 10.1

a. informal

b. disclaimant

c. formal

d. dissociative

Type: multiple choice question

Title: Chapter 10 Question 10

10) _______ influence occurs when individuals utilize the reference group to get information from influencers or experts, which then alters their own behaviors.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Value-expressive

b. Utilitarian

c. Informational

d. Emotional

Type: multiple choice question

Title: Chapter 10 Question 11

11) _______ influence occurs when individuals conform their behaviors to group norms in order to attain a reward from or avoid a punishment by the reference group.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Emotional

b. Informational

c. Value-expressive

d. Utilitarian

Type: multiple choice question

Title: Chapter 10 Question 12

12) _______ influence occurs when individuals use the reference group to enhance their self-image, build their self-concept, or improve their self-esteem.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Value-expressive

b. Emotional

c. Utilitarian

d. Informational

Type: multiple choice question

Title: Chapter 10 Question 13

13) If a product is a public necessity, the influence for the product will be _______, however because it is seen by others the influence for the brand will be _______.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. strong; weak

b. strong; strong

c. weak; strong

d. weak; weak

Type: multiple choice question

Title: Chapter 10 Question 14

14) Membership in a reference group results in some degree of _______ among its members.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. morality

b. conformity

c. tension

d. strain

Type: multiple choice question

Title: Chapter 10 Question 15

15) _______ can be defined as the adoption of a group’s beliefs, attitudes, and behaviors in an effort to comply with the group.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Differentiation

b. Perspective

c. Individuality

d. Conformity

Type: multiple choice question

Title: Chapter 10 Question 16

16) _______ refers to publicly changing behavior to fit in with the group but privately disagreeing.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Normative social influence

b. Compliance

c. Informational social influence

d. Internalization

Type: multiple choice question

Title: Chapter 10 Question 17

17) You decide to go to a concert with your friends, even though you don’t like the band. This is an example of

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. informational social influence.

b. compliance.

c. normative social influence.

d. identification.

Type: multiple choice question

Title: Chapter 10 Question 18

18) _______ occurs when individuals admire an individual or group, so they try to be like that individual or group.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Normative social influence

b. Identification

c. Informational social influence

d. Compliance

Type: multiple choice question

Title: Chapter 10 Question 19

19) _______ occurs when you feel pressure to go along with people around you in order to fit into the group.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Internalization

b. Informational social influence

c. Normative social influence

d. Identification

Type: multiple choice question

Title: Chapter 10 Question 20

20) What is the most complete form of conformity?

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Normative social influence

b. Internalization

c. Informational social influence

d. Compliance

Type: multiple choice question

Title: Chapter 10 Question 21

21) The motivation for _______ is to get a reward or avoid punishment.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. identification

b. informational social influence

c. normative social influence

d. compliance

Type: multiple choice question

Title: Chapter 10 Question 22

22) _______ happens when you rely on the expertise or knowledge of other people to help with a decision.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. Internalization

b. Normative social influence

c. Compliance

d. Informational social influence

Type: multiple choice question

Title: Chapter 10 Question 23

23) The motivation for _______ is to fit in and not be rejected by the group, there are no punishments or rewards.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. informational social influence

b. internalization

c. normative social influence

d. identification

Type: multiple choice question

Title: Chapter 10 Question 24

24) When consumers perceive that their decision-making freedom is limited so they reassert their freedom, this process known as

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. reactance.

b. internalization.

c. yielding.

d. crowdsourcing.

Type: multiple choice question

Title: Chapter 10 Question 25

25) It is much easier to form a connection to a product when the product is _______, or it looks like a person.

Feedback: Page reference: Reference Groups

Learning objective: 10.2

a. ancillary

b. anthropomorphic

c. ambiguous

d. amorphous

Type: multiple choice question

Title: Chapter 10 Question 26

26) _______ power occurs when a person or group has the ability to provide benefits for conforming to the group norms.

Feedback: Page reference: Social Power and Reference Groups

Learning objective: 10.3

a. Informational

b. Expert

c. Reward

d. Legitimate

Type: multiple choice question

Title: Chapter 10 Question 27

27) _______ power occurs when conformity to the group happens because of the threat of punishment.

Feedback: Page reference: Social Power and Reference Groups

Learning objective: 10.3

a. Referent

b. Coercive

c. Reward

d. Expert

Type: multiple choice question

Title: Chapter 10 Question 28

28) _______ power occurs when admiration of the qualities of another person or group results in the individual trying to imitate those qualities by copying their behavior.

Feedback: Page reference: Social Power and Reference Groups

Learning objective: 10.3

a. Referent

b. Legitimate

c. Informational

d. Expert

Type: multiple choice question

Title: Chapter 10 Question 29

29) People who search for information and advice to assist in their decision-making are called

Feedback: Page reference: Opinion Leaders and Opinion Seekers

Learning objective: 10.3

a. trendsetters.

b. opinion leaders.

c. influencers.

d. opinion seekers.

Type: multiple choice question

Title: Chapter 10 Question 30

30) Smart shoppers who like to provide information to others on a broad variety of goods, services, and marketplace characteristics are called

Feedback: Page reference: Opinion Leaders and Opinion Seekers

Learning objective: 10.3

a. connectors.

b. market mavens.

c. informal groups.

d. salespeople.

Type: multiple choice question

Title: Chapter 10 Question 31

31) Informal communication either positive or negative, about products, attributes, retailers, or consumption experiences is called

Feedback: Page reference: Word of Mouth Influence

Learning objective: 10.3

a. attribution theory.

b. coercive power.

c. word of mouth.

d. group influence.

Type: multiple choice question

Title: Chapter 10 Question 32

32) What happens when a company or organization takes a task or a problem that normally would be performed by employees and gives it to a group of people to solve?

Feedback: Page reference: Word of Mouth Influence

Learning objective: 10.3

a. Internalization

b. Reactance

c. Crowdsourcing

d. Semiotics

Type: multiple choice question

Title: Chapter 10 Question 33

33) _______ word of mouth springs up naturally when consumers, as a part of a normal conversation, share consumption-related information.

Feedback: Page reference: Word of Mouth Influence

Learning objective: 10.3

a. Endogenous

b. Decisive

c. Exogenous

d. Differential

Type: multiple choice question

Title: Chapter 10 Question 34

34) _______ word of mouth only occurs because of a firm’s marketing efforts; the organization does something that is interesting, exciting, and perhaps worth talking about.

Feedback: Page reference: Word of Mouth Influence

Learning objective: 10.3

a. Decisive

b. Differential

c. Endogenous

d. Exogenous

Type: multiple choice question

Title: Chapter 10 Question 35

35) _______ is when a parental decision-maker is influenced by a child’s request and “surrenders” the decision-making authority.

Feedback: Page reference: The Family

Learning objective: 10.4

a. Legitimate power

b. Attitudinal loyalty

c. Reverse socialization

d. Parental yielding

Type: multiple choice question

Title: Chapter 10 Question 36

36) _______ is the situation in which parents acquire consumer skills from their children.

Feedback: Page reference: The Family

Learning objective: 10.4

a. Parental yielding

b. Legitimate power

c. Reverse socialization

d. Attitudinal loyalty

Type: multiple choice question

Title: Chapter 10 Question 37

37) An individual who can identify with two distinct cultures is said to be

Feedback: Page reference: The Family

Learning objective: 10.4

a. bicultural.

b. associative.

c. multicultural.

d. indigenous.

Type: multiple choice question

Title: Chapter 10 Question 38

38) _______ individuals are those who have inherited their money or receive it from investments.

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. White-collar

b. Old money

c. Nouveaux riche

d. Blue-collar

Type: multiple choice question

Title: Chapter 10 Question 39

39) Self-made millionaires and billionaires, like Bill Gates and Oprah Winfrey, are referred to as

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. new money.

b. blue-collar

c. old money.

d. white-collar.

Type: multiple choice question

Title: Chapter 10 Question 40

40) _______ capital describes the amount of financial resources to which the individual has access.

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. Cultural

b. Nouveaux

c. Social

d. Economic

Type: multiple choice question

Title: Chapter 10 Question 41

41) _______ capital concerns the important connections in an individual’s network.

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. Cultural

b. Nouveaux

c. Social

d. Economic

Type: multiple choice question

Title: Chapter 10 Question 42

42) _______ capital is knowledge and behavior that comes from an individual’s upbringing and education.

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. Cultural

b. Nouveaux

c. Social

d. Economic

Type: multiple choice question

Title: Chapter 10 Question 43

43) Individuals in the _______ live a very difficult existence and are more likely to experience shorter life expectancies and more health problems than the other social classes.

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. working poor

b. lower middle class

c. working class

d. underclass

Type: multiple choice question

Title: Chapter 10 Question 44

44) Individuals that are referred to as “white-collar” are members of the

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. middle class.

b. working class.

c. upper middle class.

d. underclass.

Type: multiple choice question

Title: Chapter 10 Question 45

45) Individuals that are referred to as “blue collar” are members of the

Feedback: Page reference: Social Class and Consumption

Learning objective: 10.5

a. working class.

b. lower middle class.

c. middle class.

d. working poor.

Type: essay/short answer question

Title: Chapter 10 Question 46

46) What is a dissociative group? How are dissociative groups identified? Choose a group that is seen as dissociative by some individuals, but an inspirational group by others. Give details to support your answer.

Feedback:

• Dissociative or avoidance groups are groups we have negative feelings toward and with whom we do not wish to be associated
• The identification of a dissociative group depends in large part on individual perceptions
• A dissociative group for some people may be an aspirational group for other people.

Page reference: Reference Groups

Learning objective: 10.1

Type: essay/short answer question

Title: Chapter 10 Question 47

47) What is the difference between formal and informal groups? Provide an example of each type of group. Include several specific characteristics that make them formal or informal.

Feedback:

• Formal groups are reference groups that have a highly-defined structure, a set of rules, a hierarchy for membership whereby some people are designated leaders, and a set of clear goals
• Informal groups are reference groups formed by individuals who share a common set of interests or goals
• It is possible for an informal group to exist within a formal group

Page reference: Reference Groups

Learning objective: 10.2

Type: essay/short answer question

Title: Chapter 10 Question 48

48) Imagine a situation in which an individual’s consumption behavior might be altered by identification conformity. Select a product and suggest how a marketer can use this form of conformity to market that product. Provide at least two examples to support your suggestion.

Feedback:

• Identification conformity occurs when individuals admire an individual or group so they try to be like that individual or group

Page reference: Reference Groups

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 49

49) Choose three of the six bases of social power. For each type, create a scenario illustrating how each social power can be used.

Feedback:

• Reward power occurs when a person or group has the ability to provide benefits for conforming to the group norms
• Coercive power is the opposite of reward power and occurs when conformity to the group happens because of the threat of punishment
• Legitimate power rests with someone who has a particular position of authority in a particular context
• Expert power comes from a group or individual because of special experience, skills, or expertise
• Referent power stems from an admiration of the qualities of another person or group and results in the individual trying to imitate those qualities by copying their behavior
• Informational power is based on logical argument and knowledge someone may have acquired from experience or know-how

Page reference: Social Power and Reference Groups

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 50

50) What is an opinion leader? Identify and define the three categories of opinion leaders. What is the opinion leaders’ role in the two-step flow of communication? How does this relate to the law of the few?

Feedback:

• Opinion leaders are individuals who, compared to other individuals, exert more influence on the decisions of other individuals
• Connectors bring people together
• Market mavens pass information along to others
• Salespeople are persuasive and charismatic
• Two-step flow of communication is a model suggesting that influence flows from the media to opinion leaders, who then pass on information to the broader public
• The law of the few suggests that as a product is introduced to a new market, opinion leaders accelerate the process of mass-market acceptance

Page reference: Opinion Leaders and Opinion Seekers

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 51

51) What is the difference between an influencer, a coolhunter, and a trendsetter?

Feedback:

• Influencers are individuals who, compared to others, exert more influence on the decisions of other individuals
• Trendsetters are a special kind of influencer; they start popular movements in music, fashion, food, drinks, and entertainment
• Coolhunters follow trendsetters in an effort to also become cool and quickly identify emerging trends

Page reference: Opinion Leaders and Opinion Seekers

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 52

52) What are consumer tribes? How has the concept of tribes changed over time? Why is it important that marketers are aware of and interact with consumer tribes?

Feedback:

• Groups of consumers, emotionally connected by similar consumption values and usage, who utilize a brand as the link to create a community and express identity
• Tribes interact regularly and are passionate about their tribe.
• Social media and online groups allow tribes to interact with each other in new ways

Page reference: Opinion Leaders and Opinion Seekers

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 53

53) Some critics claim that “big business is grooming our children for profit” by unethically targeting ads and product placements to them, as well as using them to act as influencers within their own social groups. Do you agree or disagree? Defend your answer.

Feedback:

• Across a number of studies, several strong and consistent results have found that advertising has a negative effect on children and adolescents
• Overall, children who are exposed to more advertising are more likely to be materialistic and to have conflicts with their parents
• On average, the more children see food-related ads, the more likely they are to be obese
• Another consistent finding is that the more they are exposed to alcohol-related advertising, the more likely they are to use alcohol early and to drink greater quantities of alcohol

Page reference: The Family

Learning objective: 10.4

Type: essay/short answer question

Title: Chapter 10 Question 54

54) What is the difference between old money individuals and nouveaux riche individuals? In which social class does each belong?

Feedback:

• Old money individuals are those who have inherited their money or receive it from investments
• New Money, or self-made millionaires and billionaires, are those whose money comes from hard work, talent, and even some luck

Capitalist class (the top one percent)

Page reference: Social Class and Consumption

Learning objective: 10.5

Type: essay/short answer question

Title: Chapter 10 Question 55

55) What is the difference between the working poor and the underclass?

Feedback:

• There is a fine line between individuals in the underclass and the working poor class because all it takes for someone to drop down to the underclass is a health crisis or an outsourced job
• Individuals in the underclass live a very difficult existence and are more likely to experience shorter life expectancies and health problems than the other social classes
• Many individuals of the underclass rely on public assistance

Page reference: Social Class and Consumption

Learning objective: 10.5

Type: essay/short answer question

Title: Chapter 10 Question 56

56) Identify and define the four types of reference groups mentioned in the text. Provide an example of each. Describe the three main mechanisms of reference group influence.

Feedback:

• Aspirational groups are composed of individuals with whom the consumer can identify or admire (often from afar) and to whom they aspire to be like in some way
• Contactual or associative groups are generally close membership groups with which we associate and interact regularly
• Disclaimant groups are groups to which we currently belong or to which we belonged in the past, but to which we no longer want to belong
• Dissociative or avoidance groups are groups we have negative feelings toward and with whom we do not wish to be associated
• The three main mechanisms of reference group influence are informational, utilitarian, and value expressive
• Informational—Individuals utilize the reference group to get information from influencers or experts, which then alters their own behaviors
• Utilitarian—Individuals conform their behaviors to group norms in order to attain a reward from or avoid a punishment by the reference group
• Value-expressive—Individuals use the reference group to enhance their self-image, build their self-concept, or improve their self-esteem

Page reference: Refence Groups

Learning objective: 10.1

Type: essay/short answer question

Title: Chapter 10 Question 57

57) What is word of mouth (WOM) and what influence does it have? What is the difference between endogenous WOM and exogenous WOM? Which type of WOM is preferred by marketers? Why?

Feedback:

• Word of mouth (WOM) is an informal communication either positive or negative, about products, attributes, retailers, or consumption experiences
• Consumers naturally share information with one another about a variety of consumption-related experiences and impressions
• Word of mouth influence happens both in face-to-face contexts and in electronic contexts
• Exogenous word of mouth only occurs because of a firm’s marketing efforts; the organization does something that is interesting, exciting, and perhaps worth talking about
• Endogenous word of mouth springs up naturally when consumers, as a part of a normal conversation, share consumption-related information
• Marketers prefer endogenous WOM
• Exogenous WOM generally requires more effort on the part of the marketer and only occurs because of a firm’s marketing efforts

Page reference: Word of Mouth Influence

Learning objective: 10.3

Type: essay/short answer question

Title: Chapter 10 Question 58

58) Describe how family exerts influence on consumption decisions and behaviors. What is the reciprocal view of family decision-making and consumer socialization?

Feedback:

• Because of the frequency and intensity of interactions between family members, especially when the children are young, families are especially important in terms of consumer socialization
• The family is a reference group that exerts an especially strong influence on an individual’s consumption decisions and behaviors
• Typically, parents are the decision-makers and ultimate purchasers, but other family members also fulfil important roles, such as initiating purchases, influencing the purchasing process, and consuming the product
• Reciprocal view of family decision-making and consumer socialization recognizes that there is a significant amount of influence that flows back and forth between parents and children

Page reference: The Family

Learning objective: 10.4