Mkt 231- Chapter 11

Front 1

-cultural pressures
-fear or deviance
-commitment
group unanimity, size, and expertise
-susceptibility to interpersonal influence

Back 1

factors influencing the likelihood of conformity

Front 2

-informational
-utilitarian
-value-expressive

Back 2

three ways reference groups influence

Front 3

-opinion leaders who also are early purchasers
-opinion leaders likely to be opinion seekers

Back 3

-opinion leaders who also are early purchasers
-opinion leaders likely to be opinion seekers

Front 4

capacity to alter others' actions

Back 4

social power

Front 5

actively involved in transmitting all types of marketplace information

Back 5

market maven

Front 6

actual or imaginary individual or group having significant relevance upon evaluations, aspirations, or behavior

Back 6

reference group

Front 7

any computer-generated environment in which people socially interact through the structured format of role and game playing

Back 7

multi-user dungeons

Front 8

consider riskier alternatives subsequent to group discussion

Back 8

risky shift

Front 9

consumers sharing a social relationship based upon a product

Back 9

brand community

Front 10

consumers weigh negative information more heavily than they do positive comments

Back 10

negative WOM

Front 11

consumption activities provide informational social influence

Back 11

membership reference group

Front 12

decisions about brands or activities are affected

Back 12

comparative influence

Front 13

defiance of the group

Back 13

anitconformity

Front 14

degree to which members are attracted to each other and value membership

Back 14

group cohesiveness

Front 15

early purchasers

Back 15

innovators

Front 16

granted by virtue of social agreements

Back 16

legitimate power

Front 17

groups consumers purposely distance themselves from:
-nerds
-druggies
-preppies

Back 17

avoidance groups

Front 18

groups of people on a single mailing list who share information

Back 18

lists

Front 19

help owners "bond" with enthusiasts, strengthen their identification with the product as well as others they met and share their passion

Back 19

brandfests

Front 20

help set and enforce standards of conduct

Back 20

normative influence

Front 21

hired to provide input in purchase decisions

Back 21

surrogate consumer

Front 22

idealized figures

Back 22

aspirational reference groups

Front 23

imitate qualities of admired person by copying behaviors

Back 23

referent power

Front 24

individual identities submerged within a group

Back 24

deindividualization

Front 25

influence by virtue of access to the perceived "truth"

Back 25

information power

Front 26

influencing by social or physical intimidation

Back 26

coercive power

Front 27

informal rules that govern behavior

Back 27

norms

Front 28

information transmitted by individuals to individuals

Back 28

word-of-mouth (WOM)

Front 29

interest in activity, few social attachments

Back 29

devotees

Front 30

internet relay chat (IRC) -> chat rooms

Back 30

rooms

Front 31

knowledgeable about products taken seriously by others

Back 31

opinion leaders

Front 32

lack strong social ties to the group

Back 32

tourists

Front 33

liking a results of seeing often

Back 33

mere exposure

Front 34

linking product to the needs of a group

Back 34

tribal marketing

Front 35

look to the behavior of others to increase stability of self-evaluation

Back 35

social comparison theory

Front 36

means to provide positive reinforcement

Back 36

reward power

Front 37

more people involved, less individual accountability

Back 37

diffusion of responsibility

Front 38

negative emotional state when deprived of freedom to choose

Back 38

reactance

Front 39

oblivious or indifferent to others

Back 39

independence

Front 40

online communities organized around interest-specific electronic bulletin boards

Back 40

boards

Front 41

organizations of related home pages

Back 41

rings

Front 42

person who is frequently able to influence others attitudes or behaviors
-extremely valuable information sources

Back 42

opinion leader

Front 43

physical nearness

Back 43

propinquity

Front 44

possess specific knowledge

Back 44

expert power

Front 45

reaction to real or imagined group pressure

Back 45

conformity

Front 46

reduced effort when part of a group effort

Back 46

social loafing

Front 47

riskiness is a culturally valued characteristic, and social pressures operate on individuals to conform to attributes valued by society

Back 47

value hypothesis

Front 48

sharing a lifestyle and identifying with each other because of allegiance to an activity or product

Back 48

consumer tribe