Reference Groups and Social Influence in Consumer Behavior

These flashcards cover vocabulary related to reference groups and their influence on consumer behavior, social dynamics, and the psychological processes involved.

Reference Group

A group with which an individual wants to be associated and whose beliefs, attitudes, values, and behaviors the person seeks to emulate.

Comparative Reference Group

A group with which individuals compare themselves when making self-judgments.

Status Reference Group

A group that an individual aspires to join for acceptance.

Normative Reference Group

A group whose values, norms, and perspectives an individual uses in defining a personal social situation.

Social Influence

The effect of other people on an individual’s actions and psychological states.

Cohesiveness

The degree to which group members are united and maintain a stable relationship.

Attractiveness

The appeal of a group to individuals due to its goals, operation, and member characteristics.

Credibility

The perception of trustworthiness and knowledge of group members.

Group Power

The ability of a group to influence individual behavior through various means.

Reward Power

The ability to influence others by giving or withholding desired rewards.

Coercive Power

The ability to influence others through punishment or the threat of punishment.

Referent Power

Influence based on a person's charisma, attractiveness, and the desire of others to identify with them.

Expert Power

Influence based on a person's specialized knowledge, skills, or expertise within a particular domain.

Product Conspicuousness

The visibility and recognizability of a product that affects the influence of reference groups.

Compliance

Accepting social influence to obtain a desired response or avoid punishment.

Identification

Accepting influence from others to achieve a desirable relationship and self-concept.

Internalization

The process by which an individual accepts group values and norms as personal values.

Social Exchange Theory

Theory that suggests behavior is determined by the balance of rewards and costs.

Social Currency

The value people gain from talking about ideas or products that make them appear smarter or more informed.

Triggers

Stimuli that remind people to think about related products or ideas.

Emotion

Feelings that can drive sharing and influence behavior.

Public Visibility

The degree to which product usage or behavior can be observed by others.

Practical Value

The usefulness of a product or idea that encourages people to share it.

Stories

Narratives that help convey information in a memorable and shareable way.

Social Comparison Theory

The theory that individuals determine their own social and personal worth based on how they stack up against others.

Aspirational Group

A group that an individual desires to belong to but is not a member of.

Group Dynamics

The behavioral and psychological processes that occur in groups.

Group Norms

The shared standards and expectations that guide behavior in a group.

Face-to-Face Interaction

Direct personal contact between individuals, critical for primary groups.

Social Pressure

The influence exerted by others to behave in a certain way.

Consumer Behavior

The study of individuals and groups in selecting, purchasing, using, and disposing of goods, services, ideas, or experiences.

Viral Marketing

A strategy that encourages individuals to share a marketing message to others, creating the potential for exponential growth.

Word of Mouth

Informal conversation or sharing of information among individuals which can influence purchasing behavior.

Peer Pressure

The influence that members of one’s peer group exert on an individual's decisions.

Internal Reference Group

A group that serves as a personal comparison standard influencing one's beliefs and behaviors.

External Reference Group

A social group that influences individuals' attitudes and behaviors from outside an individual's personal circle.

Belief Systems

A set of principles or tenets that shape an individual's views and attitudes.

Social Integration

The process of combining individuals from different groups into a cohesive social group.