Social Power
Which social power does this describe: A person possesses ___ power simply because he or she
knows something others would like to know
Choices: referent power, information power, legitimate power, expert power, reward power
information power
A ___ community is a group of
consumers who share a set of social
relationships based on usage of or
interest in a product
brand
Which role in the collective decision-making process does this describe: The person who makes the purchase
Choices: initiator, gatekeeper, influencer, buyer, user
buyer
The buy class theory of purchasing divides organizational buying decisions into three types. Which type does this describe: situation involves limited decision making
Choices: straight rebuy, modified rebuy, new task
modified rebuy
Which factor of family decision making does this example describe: Getting a dog with your girlfriend is a lot more responsibility than buying a kettle
Choices: interpersonal need, product involvement and utility, responsibility, power dynamics
responsibility
Which social power does this describe: ___ power derives from the knowledge one possesses about a content area
Choices: referent power, information power, legitimate power, expert power, reward power
Expert Power
___ is a change in beliefs or actions as a reaction to real or imagined group pressure
Conformity
Which role in the collective decision-making process does this describe: The person who consumes the product/service
Choices: initiator, gatekeeper, influencer, buyer, user
user
The buy class theory of purchasing divides organizational buying decisions into three types. Which type does this describe: involves extensive problem solving
Choices: straight rebuy, modified rebuy, new task
new task
Which factor of family decision making does this example describe: If you own the house and your roommate is just living there and paying rent, you’ll
have more power over the furniture and appliances that you choose
Choices: interpersonal need, product involvement and utility, responsibility, power dynamics
power dynamics
Which social power does this describe: A person or group with the means to provide positive reinforcement has ___ power.
Choices: referent power, information power, legitimate power, expert power, reward power
reward power
The Market _____ is a person who likes to transmit marketplace information of all types
Maven
Which role in the collective decision-making process does this describe: The person who brings up the idea or identifies a need
Choices: initiator, gatekeeper, influencer, buyer, user
initiator
The buy class theory of purchasing divides organizational buying decisions into three types. Which type does this describe: a habitual decision
Choices: straight rebuy, modified rebuy, new task
straight rebuy
Which factor of family decision making does this example describe:
Choices: interpersonal need, product involvement and utility, responsibility, power dynamics
You might care more about what your roommate buys for the kitchen than what
your dad buys for the shed
Which social power does this describe: If a person admires the qualities of a person or a group, they try to copy the behaviors
Choices: referent power, information power, legitimate power, expert power, reward power
referent power
____ value creation is the idea of experienced product users coaching new users in ways to maximize their enjoyment of the product, so that more and more people benefit from a network of satisfied participants
Collective
Which role in the collective decision-making process does this describe: The person who tries to sway the outcome of the decision
Choices: initiator, gatekeeper, influencer, buyer, user
influencer
Which type of busying decision is seen in this example: The local café realizes from creating buyer personas that their customers would prefer a more low-fat option. They end up buying Oatly low fat oat milk.
Modified rebuy
Which factor of family decision making does this example describe:
Choices: interpersonal need, product involvement and utility, responsibility, power dynamics
If you’re a big coffee drinker, you’ll care more about the French press your family
buys than the Sodastream they’re considering
Which social power does this describe: Sometimes we grant power by virtue of social agreements, such as the authority we give to police officers, soldiers, and doctors
Choices: referent power, information power, legitimate power, expert power, reward power
legitimate power
The ___ ____ Effect is the term given to an individual’s actions that are nonconforming. Objective is to communicate confidence, status and competence
Red Sneakers
Which role in the collective decision-making process does this describe: The person who conducts the information search and
controls the flow of information available to the group
Choices: initiator, gatekeeper, influencer, buyer, user
gatekeeper
___ buyers are people who purchase goods and services on behalf of companies
for the companies’ use in manufacturing, distribution, or resale
Organizational
Research shows that one way a partner in a close relationship can act out if they feel they have less power is via ____ brand choice; they deliberately choose brands they know their partner doesn’t like
oppositional