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Consumers
Eric Arnould, University of Nebraska
George Zinkhan, University of Georgia
Linda Price, University of Nebraska
Interpersonal Influence

Multiple Choice Quiz

Answer all the questions





1

____________________ assumes that the individual is trying to achieve a goal by stimulating a specific meaning in another person's mind.
A)Persuasion
B)Psychological reactance
C)Rhetorical communication
D)Source similarity
E)None of the above
2

______________________ occurs when an individual fulfills others' expectations to gain a direct reward or to avoid a sanction.
A)Aspirational reference
B)Normative influence
C)Personal commitment
D)Social comparison
E)Value-expressive influence
3

_______________________ occurs when an individual uses the values, norms, and behaviors of others as credible and needed evidence about reality.
A)Attribution theory
B)Differentiation
C)Transfer model
D)Informational social influence
E)Reciprocity
4

One of the most widespread practices for human interaction is the ___________________.
A)normative influence
B)door in the face
C)credence goods
D)norm of reciprocity
E)self-perception theory
5

__________________ , an aspect of attribution theory, proposes that attitudes develop as consumers look at and make judgments about their own behavior.
A)Source similarity
B)Interpersonal influence
C)Self-perception theory
D)Social proof
E)Normal influence
6

__________________ represents a technique where compliance with a critical request is increased if an individual first agrees to an initial small request.
A)Word-of-mouth
B)Foot-in-the-door
C)Illusion of personal invulnerability
D)Consistency principle
E)Attribution theory
7

Influencer characteristics are really ways of determining _______________________, or overall believability of the source.
A)contractual reference
B)credence reference
C)communicator credibility
D)social determination
E)normative influence
8

Which of the following are influential with consumers as a source of information and advice because of their involvement, expertise and experience in a product category.
A)market mavens
B)fashion coordinators
C)opinion leaders
D)politicians
E)advisors
9

Which of the following are the earliest adopters of new products, and are influential, in part, because of their experience with the new product.
A)early nesters
B)emulators
C)sustainers
D)innovators
E)survivors
10

A powerful and frequently employed influence tactic is summarized by the __________________ -- something in short supply is more attractive than something that is plentiful.
A)credence goods
B)scarcity principle
C)differentiation claimant
D)search goods
E)liking theory
11

A _____________________ is a group whose presumed perspectives, attitudes or behaviors are used by an individual as the basis for his or her perspectives, attitudes or behaviors.
A)reference group
B)market group
C)social group
D)identity group
E)community group
12

___________________ refers to the level and direction of affect (or emotional response) that the group holds for an individual.
A)Aspiration
B)Expertise
C)Illusion
D)Attraction
E)Influence
13

Some important group influence can derive from a group the individual doesn't belong to, but has a very strong positive attraction toward, which is known as a __________________.
A)avoidance reference group
B)aspirational reference group
C)leadership group
D)focus group
E)fraternal group
14

The focus of the __________________________ is on the transfer of culturally relevant meanings from the endorser to the product.
A)illusion of personal invulnerability
B)word-of-mouth
C)consistency principle
D)source similarity
E)model of meaning transfer
15

To decide on a movie we often rely on _________________________ , the reported experience of someone else, in this case, friends or film critics.
A)normative influence
B)surrogate experience
C)interpersonal influence
D)contactual reference groups
E)psychological reactance

Fill in the Blanks:



16

_______________________ occurs when individuals use others' norms, values, and behaviors as a guide for their own attitudes, values, and behaviors.
A)Contractual reference influence
B)Consistency principle influence
C)Value-expressive influence
D)Surrogate experience influence
17

The influence tools of commitment and consistency are related more generally to ____________________ , which suggests that we try to explain causes to events-people want to try to understand why things happen).
A)Self-perception theory
B)Attribution theory
C)Opinion leaders theory
D)Reciprocity theory
18

______________________ possess a wide range of information about many different types of products, retail outlets and other aspects of the market and like to share this information with others.
A)Innovators
B)Opinion leaders
C)Achievers
D)Market mavens
E)Sustainers
19

Anytime the freedom to select a product or service is impeded, consumers respond by reacting against the threat. One-day only sales, limited editions, and last one on the shelf all appeal to this ____________________ against a loss of options and control.
A)value-expressive influence
B)psychological reactance
C)social compassion
D)differentiation effect
E)surrogate experience
20

Some important group influence can derive from a group the individual doesn't belong to, but has a very strong negative attraction towards, which is known as a _________________.
A)disclaimant reference group
B)aspirational reference group
C)avoidance reference group
D)interpersonal reference group
E)normative influence reference group



21

By personal influence we mean altered thinking or behavior as a result of others' accidental, expressive or rhetorical communications.
A)True
B)False
22

Stereotypes like "you cannot reason with women becaue they are so flighty and emotional" would be one possible "cultural truism" about influence strategies (one that we sincerely hope is changing).
A)True
B)False
23

Three behavioral sciences that have obvious and direct relevance to influence and persuasion are anthropology, sociology, and physiology.
A)True
B)False
24

Interpersonal influence has systematic, observable and often surprising effects, but is also intangible and illusive.
A)True
B)False
25

Research in the U.S. has not demonstrated that interpersonal sources have a strong impact on consumer preferences and choices.
A)True
B)False
26

Estimates on the power of negative word-of-mouth are especially compelling suggesting that when consumers are dissatisfied almost 60% tell at least one friend or acquaintance.
A)True
B)False
27

A useful summary point in considering the social context of personal consumption is that poeple tend to define their social context globally rather than locally.
A)True
B)False
28

We can group the nature of influence into three categories: (1) normative (utilitarian) influence, (2) value-expressive (identification) influence and (3) rhetorical communication.
A)True
B)False
29

Identification with a valued other enhances self-esteem and self-concept.
A)True
B)False
30

The norm of reciprocity applies not only in communications between people, but between people and computers.
A)True
B)False




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