Marketing Ii Chapter 11

Front 1

a ____________ group is "an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior".

Back 1

reference group

Front 2

the capacity of one person to alter the actions of others

Back 2

social power

Front 3

influence over others because they are motivated to imitate or affiliate with a person or group

Back 3

referent power

Front 4

influence over others due to the possession of inside knowledge;;designer magazines

Back 4

information power

Front 5

influence over others due to a position conferred by a society or organization;;white coat

Back 5

legitimate power

Front 6

influence over others due to specialized knowledge about a subject

Back 6

expert power

Front 7

a person or group with the means to provide positive reinforcement;;survivors;;american idol;;

Back 7

reward power

Front 8

influencing someone because of social or physical intimidation cohesiveness

Back 8

coercive power

Front 9

______-______ effect is all things equal we like others who share our names or even initials better than those who don't

Back 9

name-letter effect

Front 10

the process in which a reference group helps to set and enforce fundamental standards of conduct;;parents on marriage and college

Back 10

normative influence

Front 11

the process whereby a reference group influences decisions about specific brands or activities

Back 11

comparative influence

Front 12

a ________ community is a group of consumers who share a set of social relationships based on usage of or interest in a product;;halo launch;;harley;;dont necessarily live near each other

Back 12

brand community

Front 13

a corporate-sponsored event intended to promote strong brand loyalty among customers

Back 13

brandfests

Front 14

the process whereby brand community members work together to develop better ways to use and customize products;;

______________ value creation

Back 14

collective value creation

Front 15

similar to the idea of brand community; it is a group of people who share a lifestyle and can identify with each other because of a shared allegiance to an activity or a product;;

consumer ______

Back 15

consumer tribe

Front 16

linking a product's identity to an activity-based "tribe" such as basketball players;;

_______ marketing strategy

Back 16

tribal marketing strategy

Front 17

_____________ reference group are ordinary people whose consumption activities provide information social influence;;people we know

Back 17

membership reference group

Front 18

_______________ reference group are high-profile athletes and celebrities used in marketing efforts to promote a product

Back 18

aspirational reference group

Front 19

as physical distance between people decreases and opportunities for interaction increase, they are more likely to form relationships. We all this physical nearness ___________

Back 19

propinquity

Front 20

we come to like persons or things if we see them more often. social scientists call this tendency the _____ ___________ phenomenon

Back 20

mere exposure phenomenon

Front 21

______________ refers to the degree to which members of a group are attracted to each other and how much each values his or her membership in this group;;strict membership increases value

Back 21

cohesiveness

Front 22

reference groups that exert a negative influence on individuals because they are motivated to distance themselves from group members

Back 22

avoidance groups

Front 23

the process whereby individual identities get submerged within a group, reducing inhibitions against socially inappropriate behavior

Back 23

deindividuation

Front 24

the tendency for people not to devote as much to a task when their contribution is part of a larger group effort;;social __________

Back 24

social loafing

Front 25

The _______ shift effect refers to the observation that group members tend to consider riskier alternatives after the group discusses an issue than they would if each member made his or her own decision without talking about it with others

Back 25

risky shift effect

Front 26

the process whereby individuals' choices tend to become more extreme (polarized), in either a conservative or risky direction, following group discussion of alternatives;; decision _______________

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decision polarization

Front 27

***what do social loafing and decision polarization have in common?

Back 27

both are examples of how individuals and groups of people behave differently within larger groups than they would behave as individuals.

Front 28

***which of the following is an example of utilitarian influence?

Back 28

an individual's decision to purchase a particular brand is influenced by the preference of family members.

Front 29

a selling format where a company representative makes a sales presentation to a group of people who gather at the home of a friend or acquaintance;;home _________ party

Back 29

home shopping party

Front 30

a change in beliefs or actions as a reaction to real or imagined group pressure

Back 30

conformity

Front 31

the informal rules that govern what is right or wrong

Back 31

norms

Front 32

according to the principle of _______ interest, the person who is least committed to staying in a relationship has the most power because that party doesn't care as much if the other person rejects him

Back 32

principle of least interest

Front 33

like one of the Japanese office lades, this individual is an _________ leader, a person who is frequently able to influence others' attitudes or behaviors;;people who are knowledgeable about products and whose advice others take seriously.

Back 33

opinion leader

Front 34

***Whichof the following statements most accurately defines homophily?

Back 34

Homophilyis the degree to which a pair of individuals is similar in terms of education,social status, and beliefs.

Front 35

_____ _____ flow model of influence proposes that a small group of influencers disseminate information since they can modify the opinions of a large number of other people

Back 35

two step flow model of influence

Front 36

a two-way dialogue between participants in a social network and opinion leaders;;

influence __________

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influence network

Front 37

an online communication process where one piece of information triggers a sequence of interactions;;avalanche;;

information ________

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information cascades

Front 38

ex;; the alaskan woman Vaseline found is a market _______ - she is a person who likes to transmit marketplace information of all types

Back 38

market maven

Front 39

a professional who is retained to evaluate and/or make purchases on behalf of a consumer;;ie: interior decor, stockbrockers,consultants

Back 39

surrogate consumer

Front 40

the techniques for measuring group dynamics that involve tracing communication patterns in and among groups;;ie vaseline campaign in alaska to find the recommender.

_____________ methods

Back 40

sociometric methods

Front 41

the nature and potency of the bond between members of a social network;strong primary & weak secondary; strength of weak ties ie tennis referral buddy

Back 41

tie strength

Front 42

In online groups, opinion leaders sometimes are called ________ users.

Back 42

power users

Front 43

_________ impressions are brand-specific mentions on social media posts

Back 43

influence impressions

Front 44

highly influential members of social media networks;; ______ connectors

Back 44

mass connectors

Front 45

an accelerating diffusion of a message in social media due to the contributions of influential members;ie: influencer publish message on blogs, friends share with friends who shares with friends;; _____________ effect

Back 45

momentum effect

Front 46

product information transmitted by individual consumers on an informal basis;more credible than ads;often comes with social pressure to conform to these recommendations;more powerful that ads

Back 46

Word of Mouth (WOM)

Front 47

the passing on of negative experiences involved with products or services by consumers to other potential customers to influence others' choices

Back 47

negative word of mouth

Front 48

the strategy of getting customers(to a website) to sell a product on behalf of the company that creates it

Back 48

viral marketing

Front 49

an online posting system where users categorize entries themselves rather than relying upon a pre-established set of labels

Back 49

folksonomy

Front 50

__________ in a digital context, a group of people who engage in supportive and sociable relationships with others who share one or more common interests

Back 50

community

Front 51

an online social community

Back 51

cyberspace

Front 52

_______ multiplexity;; in a social media context, when flows of communication go in many directions at any point in time and often on multiple platforms.

Back 52

media multiplexity

Front 53

_______ object theory proposes that social networks will be more powerful communities if there is a way to activate relationships among people and objects within them

Back 53

social object theory

Front 54

_______ sociality is the extent to which an object (text,image,video) is hared among members of online social networks

Back 54

object sociality

Front 55

members of a social network share an intense interest in some topic;WoW

Back 55

passion-centric

Front 56

the effect that people experience when they interact with a computer-mediated environment

Back 56

presence

Front 57

in social media context, a term that refers to rule by the people; community leaders are appointed or elected based on their demonstrated ability to add value to the group

Back 57

democracy

Front 58

in a social media context, members of social communities, not traditional media publishers like magazines or newspaper companies, control the creation, delivery, and popularity of content;;

Media _________________

Back 58

media democratization

Front 59

most users are _________; they absorb content that others post, but they don't usually contribute their own

Back 59

lurkers

Front 60

a perspective that argues under the right circumstances, groups are smarter than the smartest people in them; implies that large numbers of consumers can predict successful products;ie: tshirt at Threadless;;

_________ of crowds

Back 60

Wisdom of crowds