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Consumer Behavior,Ninth Edition

Schiffman & Kanuk

Chapter 10Reference Groups and

Family References

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Chapter Outline

• What Is a Group?• Categories of Reference Groups• Selected Consumer-Related Reference

Groups• Reference Group Appeals• The Changing U.S. Family• Consumer Socialization• Family Decision Making• The Family Life Cycle

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What Is a Group?

• Two or more people who interact to accomplish either individual or mutual goals

• A membership group is one to which a person either belongs or would qualify for membership

• A symbolic group is one in which an individual is not likely to receive membership despite acting like a member

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Reference Group

A person or group that serves as a point

of comparison (or reference) for an individual in the

formation of either general or specific values, attitudes, or

behavior.

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Broad Categories of Reference Groups

• Normative Reference Groups

• Comparative Reference Groups

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Indirect Reference

Groups

Individuals or groups with whom a person

identifies but does not have direct face-to-face contact, such as movie

stars, sports heroes, political leaders, or TV

personalities.

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Teens are very

influenced by indirect reference groups.

weblink

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Discussion Question

• You are marketing a new fragrance for young men (ages 17-22). Who would make a good spokesperson? Why?

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Major Consumer Reference Groups - Figure 10.1

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Table 10.1 Positive Influences on Conformity

Group Characteristics• Attractiveness• Expertise• Credibility• Past Success• Clarity of Group

Goals

Personal Characteristics• Tendency to Conform• Need for Affiliation• Need to be Liked• Desire for Control• Fear of Negative

Evaluation

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Factors Encouraging Conformity:A Reference Group Must ...

• Inform or make the individual aware of a specific product or brand

• Provide the individual with the opportunity to compare his or her own thinking with the attitudes and behavior of the group

• Influence the individual to adopt attitudes and behavior that are consistent with the norms of the group

• Legitimize the decision to use the same products as the group

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Discussion Question

• Who are your reference groups?

• How do they influence different types of purchases? When do certain groups have the most influence?

This ad compares the product to a

reference group.

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Selected Consumer-Related Reference Groups

• Friendship groups

• Shopping groups

• Work groups

• Virtual groups or communities

• Consumer-action groups

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The Internet has created

many friendship and

shopping groups.

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Selected Consumer-Related Reference Groups

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Brand Communities

• Saturn car owners who meet for reunions and barbecues

• Saab owners

• Harley-Davidson Owner Groups

Brand Communities

Since Honda cannot compete on brand community,

they choose to emphasize the

family.

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Brand Communities

weblink

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Reference Group Appeals

• Celebrities

• The expert

• The “common man”

• The executive and employee spokesperson

• Trade or spokes-characters

• Other reference group appeals

The common “wo”men

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Importance of Celebrity Characteristics According to Product Types

Figure 10-4

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Households

Households

Family Households: Married couple, Nuclear family, Extended family

Nonfamily Households: Unmarried couples,

Friends/ Roommates, Boarders

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The Changing U.S. Family

• Increase in childless women

• More working mothers

• Changes in household spending patterns

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Evidence of the Dynamic Nature of U.S. Households - Figure 10-7

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Consumer Socialization

The process by which children acquire the

skills, knowledge, and attitudes necessary to

function as consumers.

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Discussion Question

• How do marketers influence consumer socialization?

• Does this seem unethical? At what point would it be unethical?

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A Simple Model of the Socialization Process - Figure 10.11

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Other Functions of the Family

• Economic well-being• Emotional support• Suitable family lifestyles

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Table 10.7 Eight Roles in the Family Decision-Making Process

ROLEROLE DESCRIPTIONDESCRIPTIONInfluencers Family member(s) who provide information to other members about a

product or service

Gatekeepers Family member(s) who control the flow of information about a product or service into the family

Deciders Family member(s) with the power to determine unilaterally or jointly whether to shop for, purchase, use, consume, or dispose of a specific product or service

Buyers Family member(s) who make the actual purchase of a particular product or service

Preparers Family member(s) who transform the product into a form suitable for consumption by other family members

Users Family member(s) who use or consume a particular product or service

Maintainers Family member(s) who service or repair the product so that it will provide continued satisfaction.

Disposers Family member(s) who initiate or carry out the disposal or discontinuation of a particular product or service

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Dynamics of Husband-Wife Decision Making

• Husband-Dominated

• Wife-Dominated

• Joint– Equal– Syncratic

• Autonomic– Solitary– Unilateral

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Expanding Role of Children In Family Decision Making

• Choosing restaurants and items in supermarkets

• Teen Internet mavens

• Pester power

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The Family Life Cycle

• Traditional Family Life Cycle– Stage I: Bachelorhood– Stage II: Honeymooners– Stage III: Parenthood– Stage IV: Postparenthood– Stage V: Dissolution

• Modifications - the Nontraditional FLC

Targeting the parenthood

segment