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CHAPTER 11 GROUP INFLUENCE AND OPINION LEADERSHIP Multiple Choice 1. A(n) _________________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual’s evaluations, aspirations, or behavior. a. opinion group b. select group c. reference group d. focus group Answer: (c) Difficulty: (E) Fact Page: 366 2. Reference groups influence consumers in three ways. Which of the following is NOT one of those ways? a. Informational. b. Reputational. c. Utilitarian. d. Value-expressive. Answer: (b) Difficulty: (M) Fact Page: 366-367, Table 11.1 3. Two dimensions influence the degree to which reference groups are important in consumer purchasing. Which of the following is one of those dimensions? a. How long has a person been a member of a reference group? b. Where is the reference group—near or far? c. Is the purchase a luxury or a necessity? d. Is the purchase made online or through a catalog? Answer: (c) Difficulty: (M) Fact Page: 366-367 4. Which of the following reference group influence forms is most associated with the following situation? Situation: Carl knows that Bert has had experience with various types of motor oils since he is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker State can’t be beat for performance and durability. a. Informational influence. b. Demand influence. c. Utilitarian influence. d. Value-expressive influence. Answer: (a) Difficulty: (M) Application Page: 367, Table 11.1 5. Which of the following reference group influence forms is most associated with the following situation? Situation: Sam is a member of a very tight bowling group. Sam’s group of friends socializes with one another on a constant basis. Sam