Chapter 12

Group Influence

Group Influence

The meaning of groups

Two or more individuals who

Share a set of norms, values or beliefs Have certain role relationships Experience interdependent behavior
Have regular contact Act cooperatively Share common goals

A social system in which members

Importance of groups

Play an important role in consumer socialization The process by which we acquire the skills, knowledge and attitudes necessary to function as consumers As consumers we learn to think and behave according to societys expectations as modeled by the groups we interact with

Types of social groups

Primary groups: small and intimate groups we come together with frequently and faceto-face Secondary groups: less intimacy and personal interaction Key difference is the extent of influence over ones attitudes, beliefs, behavior, etc.

Formal groups: organized, hierarchical groups where structure is defined, roles delineated, etc. Informal groups: often emerge from formal groups, but may also emerge between neighbors, friends, etc.

Roles

1.

Patterns of behavior expected of individuals within a given social context May develop in one of three ways
2.
3.

Formal role definitions prescribed by the group Informal rules of the group History of prior experiences

Roles influence consumption behavior A role-related product cluster is a set of goods necessary to play a given role

Status

The relative position of a person in a groups social spectrum Consumers often purchase goods and services appropriate to their status within a group

Reference groups

Any person or group that serves as a point of comparison (reference) for an individual in forming either general or specific values, attitudes, or a specific guide for behavior Reference groups are groups that serve as frames of reference for individuals in their purchase or consumption decisions

Types of reference groups

Normative: groups that influence general or broadly defined values or behavior Comparative: groups that benchmark specific or narrowly defined attitudes or behaviors Indirect: individuals or groups with whom a person does not have direct contact, such as movie stars, sports heroes, celebrities, political leaders, etc.

Membership reference groups Aspirational reference groups Dissociative reference groups

Factors that affect reference group influence

1.

2.

3.

Degree of influence a reference group exerts on a consumers actions depend on several factors: Nature and extent of consumers information and experience Credibility, attractiveness, and power of the group Conspicuousness of the product

1. Consumers information and experience

Greater the consumers access to information about or experience with a product, the less likely it is that he or she will be influenced by the advice or examples of others

2. Credibility, power and attractiveness of the reference group

Direct relationship between these factors and the influence the group wields Consumers are more likely to be persuaded by those whom they consider trustworthy and knowledgeablei.e., high credibility

Consumers who are concerned with the power that a group can exert over them might choose products or services that conform to the norms of that person or group Consumers who are concerned with the acceptance or approval of others they like or identify with are likely to adopt their product, brand, or other behavioral characteristics

3. Conspicuousness of the product

A purchase that will stand out and be noticed is more likely to be made with the reaction of a reference group in mind Particularly true for luxury and statusrevealing purchases

Implications for marketing

Marketers who employ reference group influence must understand that consumers have multiple reference groups Different groups may influence consumer purchases in different areas Marketers must first identify the types of groups that consumers are likely to refer to when making a purchase Then they are in a position to select appropriate influencers to deliver the marketing message

Selected consumer-related reference groups

1.

2.
3. 4.

There is a large and diverse range of groups that have the potential to influence consumer behavior; we will look at four: Friendship groups Shopping groups Work groups Consumer action groups

1. Friendship groups

Generally considered informal groups Next to family, considered the most likely to influence individuals purchase decision Seeking and maintaining friendships is a basic drive of most people Opinions and preferences of friends are an important influence in determining the products and brands a consumer selects Marketers recognize this and often depict friendship situations in their ads, especially for products such as clothing, snack foods and alcoholic beverages

2. Shopping groups

1. 2. 3.

Two or more people who shop together A range of reasons

Social--to share time together Risk reduction--to have a second opinion Informational--others in the group may know more about certain products

3. Work groups

The workplace actually creates two different types of group: formal and informal Formal work groups involve individuals who work together as a team and thus there is an opportunity for influencing each others consumption-related activities Informal work groups are people who have become friends through their work, though they may not work as a team

4. Consumer action groups

Today there are many groups whose purpose is to provide information and assistance to consumers Several different types

Public vs. private Single-issue vs. broad-based Temporary vs. permanent

Reference group appeals

1. 2. 3. 4.

Four very common and effective reference group appeals used by advertisers include Celebrity appeals Expert appeals Common-man appeals Executive appeals

1. Celebrity appeals

1.

2.

3.

4.

Celebrities represent an idealization of life that most people imagine they would love to live Four ways in which celebrities are used to promote products Testimonial: based on personal usage, a celebrity attests to the quality of the product Endorsement: celebrity lends name and appears on behalf of a product (may not be an expert) Actor: celebrity presents a product through his or her character Spokesperson: celebrity represents the brand or company over an extended period of time

Celebrity appeals work only if the person is perceived as credible The more products a celebrity is associated with, the more credibility erodes

2. Expert appeals

A person who, because of his or her occupation, training or experience is in a unique position to help consumers evaluate a product or service

3. The common man appeal

Uses the experiences of satisfied customers Consumers can easily identify with them Especially effective in public health announcements Commercials that show individuals or families solving problems by using the advertised product are called slice-of-life commercials because they focus on real issues that consumers can identify with

4. The executive spokesperson

Became popular in last 20 years as CEOs became better known to the public As with celebrities, success depends on public perception of the spokespersons credibility