Consumer Behaviour & Reference Group Sample

Table of Content

There are assorted different influences on whether we buy a merchandise or non and this is called consumer behavior. Consumer behaviour “is about people. or more accurately. the systematic survey of their behavior forms in a selling context” ( Keith Williams 1983 ) . Mention groups are a major portion of the influential saber saw. A mention group is “A individual or group of people that significantly influences an individual’s behaviour” ( Bearden and Etzel 1982 ) . There are tonss of different types of mention groups and each person can belong to more than one. An illustration of one is an aspirational mention group. Aspirational mention groups are indirect to you and are a group you do non belong to but wish you did. An illustration of how sellers could utilize this can be seen with the company Nike. They are a extremely popular athleticss trade name and use celebrated athleticss stars like Cristiano Ronaldo to publicize their green goods both in adverts and in existent life. The aim for the sellers is to do people think that if their favorite athletics stars. such as Ronaldo. wear Nike green goods so the consumer will desire to every bit good so they could be seen in the same mold as them. therefore looking to draw a bead on to be in the same group. Another illustration of a group can be the antonym of aspirational which is dissociative.

This is a group that people do non desire to belong to. An illustration of a dissociative company can be seen with the Burberry trade name and Pete Doherty. Pete used to have on Burberry vesture but had a repute as a party animate being and non a function theoretical account and as such gave Burberry a bad repute which cost them the prestigiousness they one time had. Besides Burberry became the cardinal wear for the ‘chav’ civilization amongst Britain in the early 20 first century. intending many people tried to avoid being associated with the trade name by non have oning it. therefore making a dissociative group. We have reference groups for a few grounds. For case. most people would instead be a portion of something than be on their ain. This can be seen in Sherif’s experiment in 1936. The experiment showed that to derive association and credence by other people we are apt to modify our behavior in order to go like them.

This essay could be plagiarized. Get your custom essay
“Dirty Pretty Things” Acts of Desperation: The State of Being Desperate
128 writers

ready to help you now

Get original paper

Without paying upfront

A major portion of mention groups is motive and understanding what drives them on is cardinal to sellers. An apprehension of human thrusts may enable sellers to offer merchandises which provide satisfaction. To understand motive. sellers can utilize certain patterns such as in deepness interviews and concentrate groups but besides theories such as Maslow’s hierarchy and Vroom’s anticipation theory. Maslow’s hierarchy shows all the different graduated tables of demands from the consumer. sellers can plan cagey publicities to appeal to all the different degrees. The lower down the graduated table. such as psychological demands. come under useful motive where as farther up the hierarchy. such as self-actualisation. comes under hedonistic motive. These are of import from sellers because they lead to different consumer behavior forms. As shown in Babin and Harris ( 2009 p86 ) useful motives lead to taking the most convenient topographic point to hold tiffin where as hedonistic motives lead to traveling out to a trendy. new eating house for dinner. An illustration of how different companies use Maslow’s hierarchy can be seen with Coca-Cola as they use happy groups of people which entreaties to the societal demands where as Innocent Smoothies entreaty to physiological demands where wellness is a bigger entreaty.

Using Vroom’s motive theory the costumier chooses one merchandise over another because they expect the pick to hold more positive effects. Mention groups are of import to sellers because members of the group will pass on about merchandises utilizing word of oral cavity. Word of oral cavity is a powerful arm for sellers as most people desire to state others about purchases for assorted grounds such as to experience involved. possibly they are concerned for others or merely for self sweetening. Groups can act upon attitudes. behaviors and sentiments of others and can coerce peer force per unit area on group members to maintain up with the tendencies. Word of mouse is likely to be a growing country in marketing communicating in the 20 first century with illustrations such as Facebook likes and reexamine web sites like Snowglo. My first advertizement that I have chosen is a FIFA 13 telecasting commercial.

( hypertext transfer protocol: //www. youtube. com/watch? feature=player_detailpage & A ; v=J4fMcYKWZqI )

The advert entreaties to assorted different mention groups. First. the advert features Lionel Messi. whom most people consider to be the best football player in the World. which adds a star value to it. This means it has aspirational qualities as consumers see Messi playing the game and want to be like him so will travel out and purchase the merchandise to be considered in the same bracket. The advert has the message of ‘Join the Club’ which is used by sellers to do you believe that you are portion of a bigger community and doing it out that you will suit in with your friends if you play this game. so they are utilizing Sherif’s experiment on the consumer. Another mention group which the advert is aimed at are immature males. The advert features a batch of them in a command to seek and convert the consumer that this is what all people their age are making and they should fall in in. This could besides be seen by parents when purchasing a present and when they see the advert they would see all these immature teenage males having in the advert and have the idea that this is what all the people their age bash and would be a present good received. The 2nd advert I have chosen is a Compare the Market telecasting advert. ( hypertext transfer protocol: //www. youtube. com/watch? v=I8Kh-YycKPc ) This advert uses witty and cagey techniques to lure the consumer into buying their service.

The usage of a mierkat which is seen by many as a cute and endearing animate being is smart as people will warm to it more and holding a amusing advert will do people concentrate while watching instead than exchange channel. The usage of cuddlesome playthings is used by sellers as a manner of insistent purchasing. which is cagey as consumers will desire to regenerate their service to have a new cuddly plaything. The cuddlesome plaything besides brings in the kids mention group as they will see the advert and perchance tease their parents to acquire them one and the benefits for the sellers are that one time the consumer joins they will maintain desiring to doing their kids happy by regenerating and therefore having the following cuddly toy wages. Children are a primary mention group and “children influence every bit much as $ 700 billion per twelvemonth in consumer spending” ( Smith 2011 ) . The influence kids make to consumer purchasing is monolithic and the sellers who came up with the thought for cuddly playthings have used them good. “One survey found that 36 % of parents with kids between the ages of 6 and 11 reported that childs significantly influence their purchases. ” ( Babin and Harris. 2013 ) .

Basically. this advert can appeal to tonss of different mention groups but parents with immature kids have been particularly targeted. The last advert I have chosen is an Emporio Armani magazine advert from 2008.

( hypertext transfer protocol: //bittenandbound. com/wp-content/uploads/2007/12/david-beckham-emporio-armani-underwear-ad. jpg )

This advert is narrowed down to a few mention groups. By utilizing a well-known football player the sellers are taking towards the aspirational football fans who want to be merely like David Beckham. Besides targeted are immature males and females. Males because the sellers can utilize Vroom’s motivational theory on them by saying. you can look merely like David Beckham if you put in the difficult work and acquire some Emporio Armani underclothes. Young females are besides targeted as they may desire their fellows to look like David Beckham. who is arguably one of the most well-known and popular people on the planet and as such a batch of immature females would desire their ain David Beckham and purchasing Emporio Armani can assist them to accomplish that. By utilizing David Beckham they are utilizing a adult male who is in the extremum of personal fittingness and the advert would non hold been so appealing to these mention groups if they had used a 40 twelvemonth old adult male. Using Maslow’s hierarchy of demands. this advert entreaties to both terminals of the graduated table. At the underside and psychological terminal this magazine advert is appealing to the sexual nature of the consumer where as it is besides appealing the self-esteem subdivision as by have oning the same underwear as David Beckham a immature male will hold a sense of prestigiousness and by and large experience better about himself.


BooksWilliams. K. 1983. Behavioral Aspects of Marketing. England: Trafalgar Square Babin. B. . E. Harris. 2009. CB. United States of America: South-Western College Pub Babin. B. . E. Harris. 2013. CB4. 4th Edition. United States of America: South-Western College Pub Diaries

Bearden. W. . M. Etzel. 1982. “Reference Group? Influence on Product and Brand Purchase Decisions” Journal of Consumer Research. 9 ( September ) Smith. J. 2011. “Media Bites: How Children Influence Adult Spending” [ online ] [ viewed 3rd December ] Available from: hypertext transfer protocol: //griid. org/2011/01/26/media-bites- % E2 % 80 % 93-how-children-influence-adult-spending/ Videos

FIFA 13 Television Commercial Full Version. 2012 [ on-line picture ] . [ viewed 3rd December ] Available from: hypertext transfer protocol: //www. youtube. com/watch? feature=player_detailpage & A ; v=J4fMcYKWZqI Aleksandr and Sergei Visit Steve While He Sleeps — Compare The Meerkat

Cite this page

Consumer Behaviour & Reference Group Sample. (2017, Aug 24). Retrieved from

Remember! This essay was written by a student

You can get a custom paper by one of our expert writers

Order custom paper Without paying upfront