The extent to which a group has the capacity to deliver rewards and sanctions, also known as ____, can influence the degree of normative influence.
a.
coercive power
b.
referential power
c.
social influence
d.
expertise
e.
sanctimonious influence
Answer: A
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Consumer Behavior Chapter 11
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- With the ____ technique, the consumer is first asked to comply with a very large and possibly outrageous request, followed by a smaller and more reasonable request.
- In Weight Watchers, consumers who adhere to the norms by losing weight are rewarded by group praise. This is an example of a marketer
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- Although Clay rarely drinks, he will have a beer when at a party or out with friends so he will not be the only one not drinking. This is an example of Clay ____ to the group's behavior.
- ____ is doing what the group or social influence asks.
- Normative influence affects ____, which is the likelihood that consumers will buy what others in their group buy.
- Normative influence is
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- ____ is the process by which individuals acquire the skills, knowledge, values, and attitudes that are relevant for functioning in a given domain.
- Markets in which social relationships among buyers and sellers change the way the market operates are known as ____ markets.
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