BUS 460 FINAL EXAM UPDATED ACTUAL QUESTIONS
AND CORRECT ANSWERS
Question:
1. marketer-dominated
Answer:
influence delivered from a marketing agent, for example, advertising, personal
selling
Question:
2. non-marketer-dominated
Answer:
influence delivered from an entity outside a marketing organization, for example,
friends, family, the media
Question:
3. word of mouth
Answer:
influence delivered verbally from one person to another person or group of
people
Question:
4. opinion leaders
Answer:
an individual who acts as an information broker between the mass media and the
opinions and behaviors of an individual or group
Question:
5. gatekeeper
Answer:
a source that controls the flow of info
Question:
6. market maven
Answer:
a consumer on whom others rely for info about the marketplace in general;
Campbell
, Question:
7. surrogate consumer
Answer:
a marketing intermediary who is hired to provide input into purchase decisions;
interior designer, professional shoppers
Question:
8. 3 main types of social influence
Answer:
value-expressive/identification, normative, informational
Question:
9. value-expressive/identification
Answer:
wish to identify with group/person/hero
Question:
10. norm
Answer:
collective decision about what constitutes appropriate behavior
Question:
11. brand-choice congruence
Answer:
the purchase of the same brand as members of a group
Question:
12. conformity
Answer:
the tendency to behave in an expected way
Question:
13. compliance
Answer:
doing what the group or social influencer asks
Question:
14. reactance
Answer:
doing the opposite of what the individual or group wants us to do
AND CORRECT ANSWERS
Question:
1. marketer-dominated
Answer:
influence delivered from a marketing agent, for example, advertising, personal
selling
Question:
2. non-marketer-dominated
Answer:
influence delivered from an entity outside a marketing organization, for example,
friends, family, the media
Question:
3. word of mouth
Answer:
influence delivered verbally from one person to another person or group of
people
Question:
4. opinion leaders
Answer:
an individual who acts as an information broker between the mass media and the
opinions and behaviors of an individual or group
Question:
5. gatekeeper
Answer:
a source that controls the flow of info
Question:
6. market maven
Answer:
a consumer on whom others rely for info about the marketplace in general;
Campbell
, Question:
7. surrogate consumer
Answer:
a marketing intermediary who is hired to provide input into purchase decisions;
interior designer, professional shoppers
Question:
8. 3 main types of social influence
Answer:
value-expressive/identification, normative, informational
Question:
9. value-expressive/identification
Answer:
wish to identify with group/person/hero
Question:
10. norm
Answer:
collective decision about what constitutes appropriate behavior
Question:
11. brand-choice congruence
Answer:
the purchase of the same brand as members of a group
Question:
12. conformity
Answer:
the tendency to behave in an expected way
Question:
13. compliance
Answer:
doing what the group or social influencer asks
Question:
14. reactance
Answer:
doing the opposite of what the individual or group wants us to do
