Environmental Influences

Types of influences

• Cultural• Social• Personal• Family• Situational

Values

Values are shared beliefs or group norms internalised by individuals

Norms

Norms are beliefs held by consensus of a group concerning the behaviour

rules for individual members

Socialisation

The process by which people develop their values, motivation and habitual

activity.Consumer socialisation is the

acquisition of consumption related cognitions, attitude and behaviour

What is culture?

• A set of values , ideas and other meaningful symbols that help individuals communicate, interpret and evaluate as members of society

• Provides people with a sense of identity and an understanding of acceptable behaviour within society.

Cultural Influence

• Relationships• Values and norms• Beliefs and attitudes• Mental processes and

learning• Work habits and

practices

• Sense of self and space

• Communication and language

• Dress and appearance• Food and feeding

habits• Time and time

consciousness

How is culture propagated?

• Culture is learned – through imitation or by observing the process of reward and punishment in a society of members who adhere to or deviate from group norms.

• Culture is inculcated through family, religion and schools

• Culture rewards socially gratifying responses. When norms no longer provide gratification in a society, the norms are extinguished

• Culture is adaptive

Culture affects consumer behaviour

• Function• Form • Meaning

Impact of culture on consumption

A nation’s culture determines what suppliers can offer, the way products

can be marketed and the degree to which consumers are allowed to act

on their preferences

How core values affect Marketing?

• Defines how products are used in society• Provide +ve or –ve valences for brands and

communication programmes• Define acceptable market relationships• Define ethical behaviour

Changing Institutions

• Declining family influence• Changing religious influence• Changing education institutions

Intergenerational Motivating factors

Consumers are products of their environment. People strive as adults to

achieve what they believe they were deprived of in early stages of life. Cohort

analysis helps us to understand the differences between different groups and

their motivations

Social Influence

Behaviour can also be influenced depending on social class

What is social class?

It is defined as relatively permanent and homogeneous divisions in a society into which individuals or families sharing similar values,

lifestyles, interests and behaviour can be categorised

Social stratification

• When a large group of families are approximately equal in rank to each other and clearly differentiated from other families, they form a social class

• ‘pecking order’• Determined by class, status and caste

Social classes are stratified according to their relations in the

production and acquisition of goods

Social status groups are stratified according to the principles of their

consumption of goods as represented by their ‘style of life’

What determines social class?

• Economic – occupation, income, wealth• Interaction – personal prestige, association,

socialisation• Political – power, class consciousness,

mobility

How to measure social class?

• Objective• Subjective• Interpretive

Pretenders to a social class are much more than people that fall

in it.

Therefore product usage does not necessarily mean that people fall in

that class

Do social classes change?

• Men inherit the class of their father.• Women can change class with marriage.

Similarly women can lose status after divorce

Personal Influence

Personal influence, direct or indirect is one of the very best forms of

persuasion. This is because the input from people with whom we can

identify and relate can attain remarkable credibility.

Types of personal influence

• Reference group – Normative, Comparative• WOM

Models of Personal Influence

• Trickle down theory• Two step flow• Multi-stage interaction

Types of reference groups

• Primary vs secondary• Aspirational vs dissociative• Formal vs informal

Forms of reference group influence

• Normative influence – when people conform and comply through pressure from reference group behaviour

• Value expressive influence – identification or enhanced image in the eyes of others

• Informational Influence – When assessment of products or services are difficult, people turn to others who have had or claim satisfaction with this product –’Principle of social proof’.

Word of Mouth

• For WOM to spread it requires an opinion leader

• There has to be some motivations for spreading WOM

When will WOM be useful?• Consumer lacks sufficient information to make an informed

choice• Product is complex and difficult to evaluate using objective

criteria• Consumer lacks the ability to evaluate the product or service• Other sources are perceived to be less credible• An influential person is more accessible and can be consulted

saving time and effort• Strong social ties are present between transmittee and receiver• High need for social approval

Identifying ‘influentials’

• Sociometric• Key informant• Self-designation

Motivations for WOM

• Involvement• Self enhancement• Concern for others• Message intrigue• Dissonance reduction

Impact of WOM communication

• Source vs seeker initiated conversation• -ve vs +ve information• Verbal vs visual information

Marketing implications

• Creating influentials• Targeting influentials• Stimulating +ve WOM

Family Influence

Buying decisions of individuals may be heavily influenced by other

members of the family or household

Household

All persons related or otherwise occupying the same dwelling unit.

Non-family units would come under this category eg, singles, elderly

people, POSSLQ, divorcees

Families can comprise of

• Nuclear• Extended

How do families function?

• Cohesion• Adaptability• Communication

Individual role in a buying centre

• Gatekeeper• Initiator• Influencer• Decider• Buyer• User

Spousal Buying roles

• Autonomic• Husband dominant• Wife dominant• Syncratic (joint)

Behaviour changes related to Family Life cycle (FLC)

• Single-Newly Married – Full Nest I – Full Nest II – Empty Nest I – Empty Nest II – Solitary Survivor – Retired Solitary Survivor

• Nature of products• Priorities accorded to expenditure• Habits and preferences

Parenting styles

• Authoritarian• Negligent• Democratic• Permissive

Situation Influences

Arising from factors that are particular to a specific time and place that are independent of consumer and

object characteristics

Types of consumer situations

• Communication situations• Purchase situations• Usage situations

Communication Situations

Those settings where the consumer is exposed to either personal or nonpersonal communications.

Purchase Situations

Those settings in which consumers acquire products and services

• Information environment – availability, load, format, form

• Retail environment –atmospherics, music, layout, colours, POPs, salespeople, crowding

• Time

Usage Situations

Those settings in which consumption occurs• Location is same• Location is different• Used differently• Different social situations• Time of the day

Person-Situation Interaction

Behaviour can also change depending on the type of consumers for the same

situation

Unexpected Situational Influence• Product out of stock• Guests dropping in for dinner• Sudden leave being sanctioned• Falling ill For marketers, it is assumed that the no. of customers lost

due to unexpected situational influences is offset by the number of customers gained by unexpected situational influences. While this may be true at an overall level, losses and gains could happen at a company/industry level