Professional Documents
Culture Documents
Learning Concepts
Family & household Types of families Family Decision Making The Family Life Cycle Family Decision Making Conflicts Gender Roles & Decision Making Four Mother Types Children as Decision Makers Consumer Socialization Stages of Consumer Development Marketers & Socialization
The Nuclear Family The Extended Family The Detached Nuclear Family
3.
4.
Relative Influence of decision makers Wife dominated decisions Husband dominated decisions Autonomic Decisions: Decisions of lesser importance that either husband or wife may make independently of each other Syncratic Decisions: Husband & wife participate jointly
Husband overloaded Wife over loaded: Informationacquisition activities are shortened; joint decision making is minimal. Use convenience items extensively
High
Low
Marital Status
Presence or Absence of Children in the Home Childrens Ages (if any)
Family Lifecycle
Bachelor I: Unmarried under age of 35 Bachelor II: Unmarried under age 65 Newly wed: Married without children under age 35 Single parent: Single parent under age 35 Full Nest I: Couple with female under 35,with children under 6 Delayed Full Nest: Couple with female over 35, & with children under 6 Full Nest II & III: Couple with children under or over 6 Empty Nest I: Couple under age 65, with no children Empty Nest II: Couple age 65 or over no children Bachelor III: Unmarried, age over 65
35 - 64
Bachelor II Childless Couple
Over 64
Bachelor III Older Couple
Ethan Allen
Advertisement Referring to stages in the Family Life Cycle
Insurance Ad Reminding us that Children are often Eventually put in the Position of Caring for their Parents
Family Circle Magazine: Emphasizing that Traditional Family Values Persist Among Young People Today
Consensual
Group Agrees on the Desired Purchase, Differing Only in Terms of How It Will Be Achieved.
Accommodative
Group Members Have Different Preferences and Cant Agree on a Purchase That Will Satisfy Everyone.
Household Decisions
There are two basic types of decisions made by families: 1). In a consensual purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved. 2). In an accommodative purchase decision, group members have different preferences or priorities and cannot agree on a purchase that will satisfy the minimum expectations of all involved.
Responsibility
Power
Syncratic Decisions
Decisions Made Jointly
Syncratic Decision
When the family jointly makes a decision
There is a shift in decision making toward more compromise and turn-taking. Spouses typically exert significant influence on decision making.
Tug of War
Working moms who would rather not; may pick wellknown brands as cognitive shortcut.
Strong Shoulders
Lower-income with a positive view. Often single moms who may be willing to try new brands.
Mothers of Invention
Love being mothers and working. Hubbies help.
Determinant Factors
Sex-role stereotypes
Believers in the traditional sex-roles tend to make individual decisions for sex-typed products.
Gender role orientation: Bem Sex Role inventory: Masculine role: Strength, forcefulness, aggression, and decision making Feminine Role: Passivity, nurturance, kindness, expressiveness Psychologically Androgynous Role: Taking on characteristics appropriate to the situation Spousal resources He (or She) who has the money often makes the decisions.
The Apparel Manufacturer Placed Menswear Ads in About a Dozen Womens Magazines After Its Research Found That Women Exert Influence Over Mens Clothing Choices
Determinant Factors
Experience
Couples who have gained experience making joint decisions also make individual decisions more frequently.
Socioeconomic Status
The middle class cooperates more than higher or lower class families in decision making.
Consumer Socialization
Consumer socialization is defined as the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning in the marketplace.
Consumer Socialization
Three dimensions combine to produce different segments of parental styles:
1). Authoritarian parents restrictive with negative view about ads. 2). Neglecting parents detached from kids and exercise little control. 3). Indulgent parents less restrictive and want children to learn about buying. One of the strongest influences on children is television. It teaches children about cultural values and myths. Television is often called the electronic baby-sitter.
Little Kids
Baby Einstein Series
Backlash
Sex-Role Socialization
Children pick up on the concept of gender identity at an earlier age than was previously believed (sometimes at age one or two). One function of childs play is to rehearse for adulthood. Often traditional gender roles are stressed in childrens products; the same item might be positioned and designed differently for boys and girls.
Cognitive Development
The ability of children to make mature, adult consumer decisions obviously increases with age (not that grownups always make mature decisions!). Kids can be segmented by age in terms of their stage of cognitive development, or ability to comprehend concepts of increasing complexity.
Cognitive Development
Children Differ in Abilities to Store and Retrieve Information From Memory:
Below Age 6, Children do not Employ Storage and Retrieval Strategies. Between 6 and 12, Children Employ these Strategies -when Prompted. 12 and Older, Children Spontaneously Employ these Strategies.
Limited
Cued
Strategic
Figure 12-4: The Sketches Used to Measure Childrens Perception of the Intent of Commercials
Message Comprehension:
Children differ in their ability to process product-related information Ethical issues must be considered when directing advertising appeals at children