MKTG 301 FINAL EXAM POOL ITEMS --- ONLY CHAPTERS 11, 12, 13
** Final Exam will NOT INCLUDE questions with numbers (#, %, $) or proper names (people, places, brands) **
Consumer Behavior, 10e (Solomon)
Chapter 11 Groups and Social Media
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
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-1
2) Reference groups influence us in three ways. These influences include informational, utilitarian, and ______dimensions.
A) reputational
B) descriptive
C) knowledge
D) value-expressive
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-1
AACSB: Communication abilities
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.
Diff: 3
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-1
AACSB: Communication abilities
4) The capacity to alter the actions of others is referred to as ______power.
A) publicity
B) social
C) second-order
D) behavioral
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
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
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
7) A group composed of people that the consumer actually knows is called a(n) ______reference group.
A) aspirational
B) tribal
C) membership
D) networked
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
8) 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
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
9) Which of the following is an example of a new kind of avoidance group that has grown in popularity through the Web?
A) virtual communities of consumption
B) virtual worlds
C) consumer tribes
D) antibrand communities
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Use of information technology
10) One of the chief causes of the phenomenon of the risky shift effect is ______.
A) decision polarization
B) degeneration hypothesis
C) regeneration hypothesis
D) diffusion of responsibility
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
11) The ______a group is, the more likely members are to engage in social loafing.
A) more homogeneous
B) smaller
C) bigger
D) less homogeneous
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
12) When members of a group come together with a certain attitude, that attitude becomes more extreme after the group discusses it. This effect is called ______.
A) social loafing
B) decision polarization
C) responsibility diffusion
D) the principle of least interest
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
13) Home shopping parties may activate the risky shift or ______, in which the individual at the party may get so caught up in the party spirit that he orders products that he would normally not purchase.
A) deindividuation
B) homophily
C) surrogate shift
D) principle of least interest
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
14) The pressure to conform that escalates as more and more group members "cave in" is called the ______effect.
A) polarization
B) bandwagon
C) loafing
D) homophily
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-2
AACSB: Communication abilities
15) Within groups, informal rules of behavior are called ______.
A) beliefs
B) values
C) norms
D) interpersonal dynamics
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-3
AACSB: Communication abilities
16) Consumers who are confident in themselves and do not seek peer approval for their behaviors are said to be ______.
A) normative
B) role-relaxed
C) deindividuated
D) insulated
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-3
AACSB: Communication abilities
17) Young teenagers who conform to group pressure because they believe they will be punished by the group for nonconforming behaviors are motivated by ______.
A) social loafing
B) the principle of least interest
C) group unanimity
D) fear of deviance
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-3
AACSB: Communication abilities
18) 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) concerned about sanctions against nonconforming behavior
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-3
AACSB: Communication abilities
19) A marketing manager who wants to identify opinion leaders for her product category should do which of the following?
A) She should find government officials who use the product.
B) She should find socially active persons who are intensely interested in the product category and who are similar to other customers.
C) She should find intellectuals who can write and speak well so that communication will be facilitated.
D) She should look for people who stand out in a crowd.
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
20) Which of the following statements most accurately defines homophily?
A) Homophily is the degree to which a pair of individuals is similar in terms of education, social status, and beliefs.
B) Homophily is the degree to which a pair of individuals is similar in terms of monetary wealth and lifestyle.
C) Homophily is the degree to which a pair of individuals is similar in terms of ethnicity.
D) Homophily is the degree to which a pair of individuals is similar in terms of sexual orientation.
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
21) Recent research on opinion leadership has called into question the traditional view that there is such a thing as a ______opinion leader.
A) heterophilous
B) generalized
C) polymorphic
D) monomorphic
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
22) The opinion leader referred to as a(n) ______is actively involved in transmitting marketplace information of all types.
A) surrogate consumer
B) innovator
C) monomorphic leader
D) market maven
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
23) A(n) ______is a marketing intermediary retained by a consumer to guide what that consumer buys.
A) market maven
B) opinion leader
C) power user
D) surrogate consumer
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
24) Several research methods are used to study reference groups and opinion leadership. ______methods trace communication patterns among members of a group. These techniques allow researchers to systematically map out the interactions that take place among group members.
A) Momentum
B) Behavioral
C) Sociometric
D) Geodemographic
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
25) A sociometric network analysis is likely to study all of the following EXCEPT which one?
A) referral behavior
B) the use of surrogate consumers
C) the tie strength between members of a network
D) communication in social systems
Diff: 3
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
26) The importance of weak ties in a social system is demonstrated by their ______.
A) bridging function
B) social contagion
C) momentum effect
D) diffusion of responsibility
Diff: 3
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
27) In advertising terms, a(n) ______refers to a view or exposure to an advertising message.
A) node
B) impression
C) connection
D) reference
Diff: 2
Learning Outcome: Describe the factors influencing whether or not consumers detect and attend to sensory marketing stimuli.
Skill: Concept
Objective: 11-4
AACSB: Communication abilities
28) Product information that is transmitted by individuals to individuals is called ______.
A) independent analysis
B) product shuffle
C) reactance formation
D) word-of-mouth
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-5
AACSB: Communication abilities
29) In general, advertising is more effective when it ______than when it ______.
A) tries to create new product preferences; reinforces our existing product preferences
B) reinforces our existing product preferences; tries to create new product preferences
C) relies upon word-of-mouth tactics; relies upon viral marketing tactics
D) relies upon viral marketing tactics; relies upon word-of-mouth tactics
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-5
AACSB: Communication abilities
30) Which of the following is NOT one of three basic themes of complaint Web sites recently identified in a study of such Web sites?
A) injustice
B) identity
C) legitimacy
D) agency
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-6
AACSB: Use of information technology
32) ______refers to the strategy of getting visitors to a Web site to forward information on the site to their friends in order to make still more consumers aware of a product.
A) Foot-in-door marketing
B) Guerrilla marketing
C) Viral marketing
D) Demand-based marketing
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-6
AACSB: Use of information technology
33) Social networking is an integral part of what many call ______, which is characterized by interactive platforms that foster the creation of communities.
A) the virtual world
B) the mega Web
C) the inner Web
D) Web 2.0
Diff: 2
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-7
AACSB: Use of information technology
34) 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
Diff: 1
Learning Outcome: Discuss the influence of groups and word-of-mouth (WOM) communication.
Skill: Concept
Objective: 11-7
AACSB: Communication abilities
Consumer Behavior, 10e (Solomon)
Chapter 12 Social Class and Lifestyles
1) The average American's standard of living continues to improve. These income shifts are linked to two key factors: ______.
A) a shift from blue-collar to white-collar employment and the increased use of personal computers
B) increasing immigration to the United States and increasing development of technical skills
C) a shift in women's roles and increases in educational attainment
D) a shift in population from the Snow Belt to the Sun Belt and advances in human rights
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
AACSB: Multicultural and diversity understanding
2) ______income is the money available to a household over and above that required for a comfortable standard of living.
A) Capital
B) Discretionary
C) Net
D) Invidious
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
3) Consumers who are ______love buying everything in sight.
A) tightwads
B) price-sensitive affluents
C) spendthrifts
D) socially stratified
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
4) Fred Johnson has worked hard all of his life to make a decent living for himself and his family. However, in recent years he has become obsessed with a fear of being ruined, either because of losing his job or losing all of his savings. According to clinical psychologists, Fred Johnson's fear of being ruined is equated to which of the following phobias?
A) atephobia
B) harpaxophia
C) peniaphobia
D) aurophobia
Diff: 3
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
5) The field of ______is concerned with the "human" side of economic decisions (including the biases in decision making).
A) clinical psychology
B) microeconomics
C) macroeconomics
D) behavioral economics
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
6) Which of the following questions would be LEAST likely to appear on a questionnaire designed to determine consumer confidence?
A) "Would you say that you and your family are better off or worse off financially than a year ago?"
B) "Will you be better off or worse off a year from now?"
C) "Are you happy with your wife (husband)?"
D) "Do you plan to buy a car in the next year?"
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
7) Which of the following refers to consumers who refuse to sacrifice style but who achieve that style on a budget?
A) spendthrifts
B) frugalistas
C) ostriches
D) tightwads
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-1
8) With respect to social organization, some barnyard animals exhibit signs of a dominance-submission hierarchy. Which of the following terms best communicates such a hierarchy?
A) dog-eat-dog
B) pecking order
C) follow-the-leader
D) king-of-the-hill
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
9) Which of the following theorists is best known for arguing that an individual's relationship to the means of production determines his position in society?
A) Karl Marx
B) Max Weber
C) Horatio Alger
D) Thorstein Veblen
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
10) We tend to marry people in a similar social class to our own. Sociologists call this ______, or assortative mating.
A) marriage complementarity
B) homogamy
C) monogamy
D) status crystallization
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
11) The phenomenon called ______refers to the creation of artificial divisions in a society.
A) reference group affiliation
B) ascribed status
C) mass class
D) social stratification
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
12) A person who is born into a rich, powerful family (i.e., "She was born with a silver spoon in her mouth") is said to have ______status.
A) ascribed
B) hierarchical
C) achieved
D) longitudinal
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
13) A person who receives rewards and status because of his hard work is said to have ______status.
A) ascribed
B) hierarchical
C) achieved
D) longitudinal
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
14) Most groups exhibit a structure called a ______in which some members are somehow better off than others.
A) status hierarchy
B) social array
C) social mobility
D) symbolic reference
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
15) ______refers to the passage of individuals from one social class to another.
A) Status crystallization
B) Social affinity
C) Social mobility
D) Social stratification
Diff: 1
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
16) Sandra Jackson decided to become a nurse after several years as an elementary teacher. She still wanted to help people; she just wanted to do it differently. Sandra's case is an example of which of the following?
A) downward mobility
B) upward mobility
C) horizontal mobility
D) status crystallization
Diff: 2
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
17) According to a classic view of the American class structure, the newer social elites, drawn from current professionals, belong to which of the following social class categories?
A) Lower-Upper
B) Upper-Upper
C) Upper-Middle
D) Lower-Middle
Diff: 3
Learning Outcome: Describe the influence of social class and economic class on consumer behavior.
Skill: Concept
Objective: 12-2
AACSB: Multicultural and diversity understanding
18) The hundreds of millions of consumers around the world who can now afford higher quality products belong to the ______.