CB Chapter 8

What fundamental human need drives the influence of reference groups in consumer behaviour?

• The need for power

• The need for safety

• The need for status

• The need to belong

Which type of group is most likely to influence a consumer’s behaviour through strong social ties and regular interaction?

• Primary Group

• Secondary Group

• Aspirational Group

• Formal Group

A consumer starts dressing like a fashion influencer they follow online to feel more aligned with that group.

What type of reference group is this?

• Primary Group

• Informal Group

• Aspirational Group

• Dissociative Group

Which of the following is an example of a dissociative group?

• A professional organisation you want to join

• A group you belong to but interact with occasionally

• A political group with values you oppose

• A brand community for a product you use

Which of the following best describes peer pressure in consumer behaviour?

• The ability to enforce obedience through authority.

• The pressure to behave in line with group expectations.

• A consumer's internal desire to conform.

• A method of persuasion involving strong arguments.

A local sports team gives awards to the best players at the end of the season. Players perform well to win these awards.

What type of social power is the sports team using in this scenario?

• Coercive Power

• Expert Power

• Legitimate Power

• Reward Power

Which type of social power occurs when a consumer imitates the behavior of a group to feel accepted?

• Legitimate power

• Expert power

• Referent power

• Coercive power

What differentiates coercive power from other types of social power?

• It relies on rewards to motivate members.

• It originates from the member's agreement to rules.

• It involves sanctions or punishments for noncompliance.

• It is based on imitating group behaviour.

Which of the following is an example of utilitarian value derived from group membership?

• Enjoying social events with friends

• Participating in a fun fan club activity

• Experiencing personal satisfaction from sharing values with others

• Gaining networking opportunities through a professional group

How does reference group influence differ for necessities compared to luxuries?

• Reference groups have stronger influence on necessities.

• Reference groups have weaker influence on luxuries.

• Reference groups have stronger influence on luxuries.

• Reference groups do not influence either type of product.