Kapitel 9

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• _____ describes the capacity to alter the actions of others. Social power
• A(n) ________ is an actual or imaginary individual or group conceived of havingsignificant relevance upon an individual's evaluations, aspirations, or behavior reference group
• ___ argue(s) that each of us has several "selves that relate to groups." Social identity theory
• If a consumer admires the qualities of another person and copies his or her behaviors, theperson that is copied has ________ power referent
• __ influence helps the consumer make decisions about specific brands or activities Social cue
• A reason why consumers conform is __ all of the above
• Which of the following is a new kind of avoidance group that has grown in popularitythrough the Web anti-brand communities
• According to the principle of least interest, the person who is least ________ has the mostpower in the relationship committed to staying in the relationship
• Anna asks people in her social group their opinion about a movie before she watches it.Her social group is an example of a(n) __ reference group
• When companies use celebrities in their ads they are using the principle of ________reference groups aspirational
• Within groups, informal rules of behavior are called _____ norms
• _____ happens when we do not devote as much time and effort to a task as we couldbecause our contribution is part of a larger group effect Social loafing
• The ________ a group is the more likely members are to engage in social loafing. bigger
• In general, advertising is more effective when it ________ than when it ______ reinforces our existing product preferences; tries to create new product preferences
• Sophie tells Nick about a great new restaurant. Sophie is practicing ____ word-of-mouth communication
• __ are frequently able to influence others' attitudes on behavior. Opinion leaders
• A(n) ________ is a marketing intermediary retained by a consumer to guide what thatconsumer buys. surrogate consumer
• Margaret stayed on top of what was happening in the marketplace, but she was notnecessarily the first to purchase items when they first came out. Margaret would be classifiedas a(n) ____ market maven

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