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Business English Exercises
 

Group influences on the consumer

Answers to test questions and links to explanations

Home > Teaching Business English > Business English Lessons, Advanced Level # 218
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group influences on the consumer answer 1
Dr. Lars Perner of the Marshall School of Business reminds us that humans are inherently social animals, and individuals greatly influence each other.

Correct answer: (d) inherently

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group influences on the consumer answer 2
A useful framework of analysis of group influence on the individual is the so-called 'reference group' — the term comes about because an individual uses a relevant group as a standard against which oneself is compared.

Correct answer: (a) about

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group influences on the consumer answer 3
Reference groups come in several different forms: the aspirational reference group refers to those others against whom one would like to compare oneself; for example, many firms use athletes as spokespeople, and these represent what many people would ideally like to be.

Correct answer: (a) aspirational

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group influences on the consumer answer 4
Associative reference groups include people who more realistically represent the individuals' current equals or near-equals — e.g., coworkers, neighbors, or members of churches, clubs, and organizations.

Correct answer: (b) Associative

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group influences on the consumer answer 5
Finally, the dissociative reference group includes people that the individual would not like to be like.

Correct answer: (b) dissociative

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group influences on the consumer answer 6
For example, the store named 'The Gap' was created because many younger people wanted to actively be distinguished from parents and other older and 'uncool' people.

Correct answer: (c) uncool

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group influences on the consumer answer 7
The Quality Paperback Book specifically suggests in its advertising that its members are 'a breed apart' from conventional readers of popular books.

Correct answer: (a) a breed apart

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group influences on the consumer answer 8
Another typology divides reference groups into the informational kind (influence is based almost entirely on members' knowledge), normative kind (members influence what is perceived to be 'right', 'proper', or 'responsible'), or identification kind.

Correct answer: (d) typology

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group influences on the consumer answer 9
In case of the normative reference group, the individual tends to comply largely for utilitarian reasons-dressing according to company standards is likely to help your career, but there is no real motivation to dress that way outside the job.

Correct answer: (d) utilitarian

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group influences on the consumer answer 10
In contrast, people comply with identification groups' standards for the sake of belonging-for example, a member of a religious group may wear a symbol even outside the house of worship because the religion is a part of the person's identity.

Correct answer: (c) sake

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Business English Practice Exercises Business English Tests — several topics are covered: office matters, job applications, computer English, money expressions, business law, operations management, retail marketing, e-commerce, accounting terms, contracts and agreements, commercial correspondence, etc.
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