Normative influence is a. social pressure encouraging conformity to others' expectations. b. ...

Normative influence is
 a. social pressure encouraging conformity to others' expectations.
  b. information from social groups.
  c. internal pressure to conform to an ideal group.
  d. internal pressure to conform to a dissociative group.
  e. advertising that changes opinion leaders' opinions.

Question 2

When creating a PowerPoint presentation, a salesperson should remember to:
 a. avoid needless animations
 b. use a fresh background
 c. keep the number of slides to a minimum
 d. run spell check
 e. All of these choices are correct.

Question 3

Please indicate your opinion on congressional spending and tax reform. This question
 a. would be a good opening question for a survey.
  b. uses the funnel approach.
  c. contains an implicit assumption.
  d. is double-barreled.
  e. is dichotomous.

Question 4

One study of Canadian children found that roughly 25 percent of the requests made to Santa Claus were for things they had seen on TV. This is best thought of as an example of
 a. reference group influence on children.
  b. peer group influence on consumers.
  c. homophilous group influence on children.
  d. media influence on children.
  e. the impact of TV violence.

Question 5

A testimonial expressed in the form of a short story is called a(n) ________.
 a. testimonial
 b. case history
 c. analogy
 d. comparison
 e. All of these choices are correct.

Question 6

The question, Are you in favor of the free-choice policy for determining which school your child attends? is an
  example of a(n)
 a. explicit alternative.
  b. double-barreled question.
  c. implicit assumption.
  d. leading question.
  e. classification question.

Question 7

Consumer and government groups have been vocal opponents of violence and sex in television, arguing that such programming has negative socializing effects on young people. This is an example of how consumer goods can
 a. have a positive effect on consumer socialization.
  b. encourage excess consumption.
  c. have a negative effect on consumer socialization.
  d. encourage the saving of money.
  e. increase attention to advertising.

Question 8

After covering a specific feature-benefit sequence, a salesperson should probably ________.
 a. uncover another need
 b. ask for the order
 c. ask a trial close question
 d. discuss the price
 e. None of these are correct.