Final Exam Study Guide: Group and Interpersonal Influence

These flashcards cover key concepts related to group influence, cultural norms, consumer behavior, and the psychology underlying marketing strategies.

Reference Group

Any individual or group that serves as a point of comparison or source of influence for a person’s beliefs, values, attitudes, or behavior.

Aspirational Group

A group that a person wishes to join, serving as a role model for the individual's values, lifestyle, or behavior.

Dissociative Group

A group whose values, attitudes, or behaviors an individual rejects or wants to avoid being associated with.

Membership Group

A group to which an individual currently belongs, influencing their behavior and attitudes through established norms.

Word-of-Mouth (WOM)

Information shared between consumers, often more credible than advertising.

Legitimate Power

Authority derived from a position in a group, as seen in bosses or police officers.

Referent Power

Influence based on admiration, where a consumer emulates the behavior of a group they aspire to join.

Expert Power

Authority that comes from possessing knowledge that others desire to gain; for example, health organizations.

Reward Power

The ability of a group to provide rewards for specific behaviors.

Coercive Power

The ability of a group to impose sanctions on members who do not conform to expected behavior.

Boomerang Kids

Grown children returning to live with their parents, often due to economic circumstances.

Sandwich Generation

Individuals who are responsible for both their children and their aging parents.

Cultural Norm

Rules specifying appropriate behavior within a culture, dictating the 'do's and don'ts'.

Cultural Sanction

A penalty for violating a cultural norm, typically resulting in discomfort or social disapproval.

Glocalization

A marketing strategy that is global in nature but implemented locally to reflect local tastes.

Power Distance

The degree to which a culture accepts and expects inequalities in power, wealth, and prestige.

Uncertainty Avoidance

A culture's level of discomfort with ambiguity and uncertainty, influencing risk tolerance.

Cognitive Age

The age an individual perceives themselves to be, which may differ from their chronological age.

Enculturation

The process by which individuals learn and adopt the norms and values of their native culture.

Acculturation

The process of learning about and adapting to a different culture.

Brand Loyalty

A strong emotional attachment to a brand, leading to intentional repeat purchases.

Brand Inertia

The tendency to continue purchasing a brand out of habit, without strong emotional attachment.

Satisfaction

The positive outcome of meeting a consumer's needs and expectations.

Dissatisfaction

The negative feeling resulting from unmet expectations during a consumption experience.

Post-Purchase Cognitive Dissonance

Buyer's remorse or lingering doubts about a purchase decision.