consumer behavior

Cultural Values and Consumer Behavior

Learning Objectives 11.1 To understand culture's dynamics and impact on consumer behavior.

11.2 To understand cultura l learning.

11.3 To understand the means t o study cultura l va lues.

11.4 To understand core cu ltural values and their market ing applications.

ULTURE is the co llective va lues, customs, norms, arts, socia l institut ions, and intel lec- tua l achievements of a particular society. Cu l- tural values express the col lective principles,

standards, and priorities of a community. Most of the promotional messages across the world reflect, to some degree, the target audiences' cu ltura l values. For instance, th e ad for Campbel l's Chunky soup in Fig ure 11.1 emphasizes saving t ime and tells consum- e rs th at they ca n prepare the soup qu ickly and also receive va lue fo r their appeals to consumers' desire t o save t ime. The ad for the company's Healthy Request focuses on health and fitness (Figure 11.2)-another p rio rity in many peop les' lives. Marketing re lies on consumer insights about cultu ra l changes in order to

d iscover new opportunities and abandon markets that have disappeared because of cultu ral changes. Market- ing both inf luences and is inf luenced by culture by both promoting, reflecting, and rei nforcing cu lt ural va lues.

This chapter describes the societa l role and dynam- ics of cult ure, explains how cultural va lues satisfy needs, and investigates how they are learned, expressed, and measured. For example, content analysis, f ie ld observa- tion, and val ue su rveys are the most common way that marketers learn about culture. As a way to highlight t he idea of core cultural va lues, we discuss 11 American core va lues which we il lustrate w ith ads and promo- tional themes. We also p resent research t hat provides evidence that t hese American core va lues also resonate wit h consumers from ot her cu lt ures.

FIGURE 11.1 Saving Time

culture The col lective values, customs, norms, arts, socia l institutions, and intel lectua l achievements of a particu lar society wh ich express its principles, standards, and priorities.

FIGURE 11.2 Fitness and Health

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 273

SPEND YOUR TIME EATING IT. NOT MAKING IT. 4 MINUTES, AROUND $4.

Pour this Campbell'se CIN.mky'• soup over in&tant mashed potatoes or microwavable rice, and dinner is served. Grab dozens of dinner ideas at chunky.com.

GOING HEART HEALTHY? TWO HEARTS ARE BE I I ER THAN ONE.

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Culture's Role and Dynamics Learning Objective 11.1 To understand culture's

dynamics and impact on consumer behavior.

We often refer to culture as an "invisible hand" that guides the actions of people of a particular society. When consumer researchers ask people why they do certain things, they frequently answer, "Because it's the right thing to do"-a response reflecting the ingrained influence of culture on our behavior. We can truly understand and appreciate the influence of our culture only after visiting other countries and observing the local values and behaviors found in those countries. For instance, after visiting restaurants in France or Italy, many Americans may realize that they eat too much food and snack too often. Furthermore, if we travel within the United States, we will also observe differences in the norms and preferences of subcultures. For example, consumers living in the northeastern section of the United States have histori- cally preferred ketchup on their hamburgers, but consumers living in other sections have liked mustard, or a mixture of mustard and ketchup (see Chapter 12).

Some researchers conceptualized different "levels" of cultural norms:

1. The supranational level reflects the underlying dimensions of culture that affect multiple societies (i.e., subcultural cross-national or cross-cultural boundaries). For instance, it might reflect regional character (e.g., people living in several nations in a particular region of South America), or racial and religious similarities or differences, or shared or different languages.

2. The national level reflects shared core values, customs, and personalities that repre- sent the core of the "national character" of a particular country.

3. The group level reflects the subdivisions of a country or society, such as subcultures and the influences of various reference groups. 1

On the supranational level of culture, which crosses national boundaries, researchers have developed a lifestyle matrix for four segments of global youth aged 14 to 24:

1. In-Crowd: It's all about privilege and reinforcement; members of this group seek approval from others and prefer classic brands such as Nike and Abercrombie & Fitch to uphold tradition.

2. Pop Mavericks: Word-of-mouth spreads rapidly, and passion, individuality, and instant gratification are important; members prefer brands that they can personalize-brands such as Diesel and Adidas.

3. Networked Intelligentsia: It's the hub of online social networks, and it's all about revolution, creativity, and deconstruction; members prefer cult brands such as Vespa (in America) and Vans, which add to their sense of obscurity.

4. Thrill Renegades: It's all about infamy, adrenaline, and anarchy (and pretending that law and order do not exist) .2

CULTURE'S EVOLUTION Marketers must always monitor cultural changes to discover new opportunities and abandon markets that have "dried up" because of cultural changes. To this end, marketers should periodically reconsider why consumers are doing what they do, who are the purchasers and the users of their offerings, when they do their shopping, how and where they can be reached by the media, and what new product and service needs are emerging. For example, cul- tural changes in the United States have increasingly recognized the expanded career options open to women. Today, most women work outside the home, and frequently in careers that were once exclusively male oriented. Later in this chapter, we explain why achievement and personal success are two of this nation's core values and how marketers can use them in advertising. Although traditionally associated with men, especially male business execu- tives, achievement has become important for women as well, as they increasingly enroll in undergraduate and graduate business (and other college) programs and often attain top-level

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 275

business positions. Also, many women are now in professions previously dominated by males (e.g., medicine, engineering, science). Therefore, many ads that target women now depict appeals that emphasize achievement and success, whereas some years ago the same kinds of promotions appealed to women's roles as mothers and housewives.

A longitudinal study examined how women in the United States have been depicted in advertising over the years, and discovered that changing gender roles were manifested in promotional messages. Specifically, there has been a fourfold increase in the number of women as the "figure" (i.e., the focal point of the print advertisement) compared to men, and a substantial increase in the number of ads portraying women as business professionals. 3 In contrast, gender stereotypes and the portrayal of women as dependent on men continue to exist. For example, a study that was conducted by reviewing television advertising in Belgium revealed that women are continued to be portrayed as dependent, housewives, and taking care of children.4 Furthermore, research evidence suggests that what consumers watch on TV, what magazines they read, and what they see on social media contributes to their views of gender roles. 5

Marketers must change their offerings as culture evolves. For example, for many decades, Esquire magazine was a men's bible to grooming and dressing well, symbolized by the Esquire Man. However, in the era of same-gender marriage and millennials who take their cues from pop stars they follow, the magazine must chart a new course-and discover a new Esquire Man in order to stay relevant. 6

CULTURAL BELIEFS REFLECT CONSUMERS' NEEDS Culture expresses and satisfies the needs of societies. It offers order, direction, and guid- ance for problem solving by providing "tried-and-true" methods of satisfying physiological, personal, and social needs. For example, culture provides standards about when to eat ("not between meals"); where to eat ("most likely the restaurant is busy because the food is good"); what is appropriate to eat for breakfast (pancakes), lunch (a sandwich), dinner ("something hot and good and healthy"), and snacks ("something with quick energy, but not too many calories"); and what to serve to guests at a dinner party ("a formal sit-down meal"), at a pic- nic (barbecued "franks and burgers"), or at a wedding (champagne). Culture also determines whether a product is a necessity or discretionary luxury. For example, whereas mobile phones (initially introduced as car phones and now referred to as cell phones) were once expensive and uncommon, today they are a necessity because fewer and fewer people have landlines and pay phones are largely extinct.

Culture also dictates which clothes are suitable for different occasions (such as what to wear around the house; what to wear to school, to work, to church, and to a movie theater; and what to wear at a fast-food restaurant). Marketers advertise "Back-to-School" clothes and accessories (e.g., backpacks) for children who are returning to school at the end of the summer vacation.

In recent years, dress codes have changed drastically and most Americans have been dressing casually for occasions that once required more formal attire. For example, in large cities, only a handful of restaurants and clubs still require men to wear jackets and ties . With the relaxed dress code in the corporate work environment, fewer men are wearing dress shirts, ties, and business suits, and fewer women are wearing dresses, suits, and pantyhose. Instead, employees wear casual slacks, sports shirts and blouses, and even neat jeans and polo/golf shirts .

Some customs, however, are unlikely to change. For example, soft-drink companies would prefer that consumers receive their morning "jolts" of caffeine from one of their prod- ucts, instead of coffee. Because most Americans do not consider soda a suitable breakfast beverage, soft-drink companies have faced a dual challenge: "overcoming" culture, as well as the competition among breakfast drinks. Teas, soft drinks, and even caffeinated water have challenged coffee as the traditional source of morning caffeine-mostly unsuccessfully. Indeed, coffee is entrenched in our culture not only as a breakfast beverage but also as the core

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FIGURE 11.3 Discouraging Distracted Driving

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because ITexted my g irlfriend while drlveng ">

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of the "coffee break." Wisely, coffee marketers have not relied on their cultural advantage, but have been preempting their competitors by introducing assortments of gourmet and flavored coffees and also by aggressively targeting young adults with such exotics as espresso, cap- puccino, and cafe mocha.

When a specific standard no longer satisfies the members of a society or reflects its needs, it is modified or replaced. For example, once it was unheard of for restaurant servers to pose questions of a personal nature. Now, we commonly answer servers' questions about our food allergies and other medical, food-related limitations. At times, society's collective interest contradicts an emerging custom. For instance, because most young Americans are now electronically connected all the time and at almost any place, distracted driving because of texting or calling on mobile phones is causing more car accidents. The ad in Figure 11.3 is part of a government initiative to discourage distracted driving.

Learning Cultural Values Learning Objective 11.2 To understand cultural

learning.

formal learning I earning that occurs when par- ents, o lder siblings and other fami ly members teach younger members "how to behave."

informal learning I earning that occurs when chil- d ren imitate the behaviors of selected others, such as family members, f riends, or TV and movie heroes or characters.

technical learning I earning that occurs when teachers instruct chi ldren about how to behave and "do things" in social and personal settings.

enculturation I earning one's own cu lture.

acculturation I earning a new culture.

To be considered a cultural value, a belief or custom must be shared by a significant portion of society, because culture is essentially a series of norms that guide personal and group conduct and link individuals into a largely cohesive group. Generally, members of a society share their values and customs through a common language, although some cultures include more than one language.

FORMS OF LEARNING We learn cultural norms and customs mostly from family and peers, and begin to understand at a very young age that some behaviors are appropriate and others are not. Anthropologists have identified three forms of cultural learning. Formal learning takes place when parents, older siblings, and other family members teach younger members "how to behave." Informal learning takes place when children imitate the behaviors of selected others, such as family, friends, or TV and movie heroes and characters. Technical learning happens when teachers instruct children, in educational environments, about what should be done, how it should be done, and why it should be done, in social as well as personal settings. Our ethical values (e.g., the importance of kindness, honesty, and responsibility) are also formed during child- hood as youngsters learn them from parents, teachers, and other significant adults.7

ENCULTURATION AND ACCULTURATION Anthropologists distinguish between the learning of one's own (or native) culture, referred to as enculturation, and the learning of new cultures, called acculturation. In Chapter 13, we demonstrate that acculturation is important for marketers who sell products in multinational

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 277

markets. When selling products overseas, marketers must study the culture(s) of their potential customers so as to determine whether their products will be acceptable and how to communicate the characteristics of their products effectively and persuade consumers to buy them.

Sometimes, consumers can be "foreigners" in their own countries. For example, one study traced a group of provincial women in Thailand as they enrolled at a university in Bangkok (Thailand's capital city). As their first semester began, the women quickly formed their own group; they kept to themselves and did not mix with students from Bangkok or participate in the city's social scene. Ironically, the longer the provincial women lived in Bangkok, the more they resisted adopting Bangkok's culture and strongly expressed their provincial values. 8

A key component of enculturation is consumer socialization (see Chapter 10), which includes teaching children and young adults consumption-related values and skills, such as the meaning of money and value, how to judge product quality, styles and preferences, prod- uct usage, and the meaning and objectives of promotional messages.9 In addition to the family unit, educational and religious institutions also convey cultural values to younger members . Educational institutions impart the knowledge of arts, sciences, civics, and professional and specialized skills. Religious institutions provide spiritual and moral guidance and values, which often have a substantial impact on behavior.

MARKETING INFLUENCES-oN CULTURAL LEARNING The contents of media, advertising, and marketing reflect cultural values and convey them to all members of society very effectively. Given Americans' extensive exposure to print, broad- cast, and online media, promotional messages are powerful vehicles for imparting cultural values. Every day, at almost any time, Americans are exposed to hundreds of promotional cues and messages, many of which we hear and see more than once. The repetition of mar- keting messages both conveys and reinforces cultural beliefs and values. For example, in the highly competitive environment of cellular communications, providers have aggressively promoted such features as low rates of dropped calls, high extent of coverage, and flexible pricing plans. After years of seeing such ads, wireless phone users learned to expect extensive benefits from cellular gadgets, and their expectation levels have been going up steadily- further reinforced by the frequent introductions of more sophisticated mobile communications.

In advertisements, not only are cultural values depicted in the advertising copy but they are also coded in the visual imagery, colors, movements, music, and other nonverbal ele- ments of an advertisement. 10 Many products became American icons and tangible expres- sions of the nation's cultural values. For example, the ever-popular baseball cap provides wearers with a cultural identity. Baseball caps function as trophies (as proof of participation in sports or travel to particular destinations), and many brands serve as self-proclaimed labels of belonging to a cultural category (e.g., Harley-Davidson owner) or even means of self-expression (e.g., highly customized Harley Davidson motorcycles) . The statuses of Coca-Cola and Disney as the most recognized commercial American icons are illustrated by the millions of people wearing their logos (and their counterfeits) in virtually every location on our planet.

Marketers also transmit a lot of information that enables consumers to express shared cultural values. For example, advertising in sophisticated magazines such as Vogue and Architectural Digest instructs readers how to dress, how to decorate their homes, and what foods and wines to serve guests. Online, people form virtual communities that focus on prod- ucts and enable consumers to exchange and learn product-related customs. Social media is rapidly becoming a key factor in conveying and sharing cultural values. People follow tweets of influential people and peers, and write in blogs that are focused on their activities, interests, and opinions. As a result, for example, more people may get involved in civic groups and humanitarian causes, such as the ALS Ice Bucket Challenge (discussed later in this chapter). Their actions, respectively, express the importance of personal achievement and success as well as humanitarianism, which are two of our core values (also discussed later in this chapter).

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symbol A verbal or nonverbal t hing t hat represents or stands for some- thing else.

FIGURE 11.4 Facial Beauty Ritual

In contrast, social media such as Facebook can be a mechanism for immigrant consumers to avoid adapting culturally. Some immigrant groups use Face book for social interaction with other immigrants from their own community and close themselves off from learning about their new host culture. 11

SYMBOLS AND RITUALS Cultural values are reflected in the languages, symbols, communications, and artifacts of a society. A symbol is anything that represents something else, and symbols can be either verbal or nonverbal. Words are verbal symbols, so the text of any ad is a composition of symbols. Nonverbal symbols, such as figures, colors, shapes, and even textures, are cultural cues that appear within advertisements, trademarks, packaging, and product designs. Many symbols have linguistic as well as psychological meanings. For example, the word hurricane is defined as a particular type of severe weather condition, but often stirs feelings of danger and thoughts of finding protection and safety. Similarly, the word Cadillac has symbolic meaning: to some it suggests a fine luxury automobile; to others it implies wealth and status (e.g., the phrase, "the Cadillac of refrigerators" indicates that a refrigerator is the best in its product category).

Symbols can have contradictory meanings. For example, the advertiser that uses a trade- mark depicting an old craftsman to symbolize careful workmanship may instead be com- municating an image of outmoded methods and lack of style. Marketers who use slang in advertisements directed at teenagers must do so with great care; slang that is misused or outdated will symbolically date the marketer's firm and product, and may also be offensive to some.

Prices and channels of distribution are symbols reflecting cultural meanings. For instance, the "pricey" stores where clothes are sold symbolize quality to most people. In fact, all the elements of the marketing mix-the product, its promotion, its price, and the stores where it is sold-communicate the item's quality, value, image, and prestige.

A ritual is a symbolic activity consisting of a series of steps occurring in a fixed sequence and repeated periodically.12 Rituals can be public, elaborate, or ceremonial (e.g., weddings), or mundane routines (e.g., daily grooming). Typically, ritualized behavior is formal and often scripted (e.g., a religious service or proper conduct in a court of law), and occurs repeatedly (e.g., singing the national anthem before the start of a sports event). Figure 11.4 describes a facial care ritual.

I pull back my hair w ith a headband.

I dry out any blemishes with Clearasil treatment.

Once a week, using a wet, warm cloth, I apply

Clinique Clarifying Lotion to my face and

neck.

I take off my makeup with L'Oreal makeup

remover.

I apply Clinique Dramatically Different Lotion to my face and

neck.

Every three months I get a professional salon

facial.

I gently rub a Q-tip with moisterizer around my

eyes.

I wash my face with Noxzema facial wash.

FIGURE 11.5 Cultural Rituals and Artifacts

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 279

Wedding

• White gown, catered party with friends and family, gifts

50th Wedding Anniversary

• Catered party, card, gift, display of photos of the couple's life, montage

Thanksgiving

• A home-cooked turkey dinner with fami ly and friends

Getting a Promotion at Work

• Taken out to lunch by co-workers

Birth of a Child

• Gifts, U.S. Savings bond, si lver baby spoon

Graduation

• Card, gift, party

Super Bowl Party

• Beer, chips, pretzels, hero sandwiches, nachos

Retirement

• Company party, watch, plaque

Birthday

• Card, gift, cake with candles

Valentine's Day

• Candy, card, flowers, chocolates

Starting a New Job

• Haircut, new clothes

Death • Sympathy cards/notes,

flowers, donations to charity to honor the deceased, home-made food to grieving family's home

Many rituals include artifacts, or something characteristic of the ritual, and some products are marketed specifically for certain rituals. For instance, turkey, stuffing, and cranberries are part of the ritual of Thanksgiving Day in America. Rituals such as graduations, weekly card games, or visits to beauty salons also include artifacts. Figure 11.5 lists culturally appropriate artifacts for various occasions. As you can see, many of these rituals occur around life status changes, such as weddings, births, and deaths, and when one becomes a spouse, a parent, or an orphan. The gifts that are common for these occasions help the recipient enact the new status or the new role.

Measuring Cultural Values Learning Objective 11.3 To understand the

means t o study cu ltural values.

content analysis Analyzing the content of verbal and/or pictorial communications of a given society in order to uncover its members' values, this method is often used in anthropologica l and socio log ical studies.

Culture reflects a society's values, customs, and rituals, which in turn reflect how we live and communicate. The most widely used measurements of cultural values are content analysis, consumer field observation, and value measurement instruments (surveys).

CONTENT ANALYSIS Content analysis analyzes societies' verbal, written, and pictorial communications, includ- ing promotional messages. Content analysis can be applied to marketing, gender and age issues, sociology and political science, psychological studies, and many other fields. Among other concepts, content analysis can:

1. Identify the intentions, focus, or communication trends of an individual, group, or institutions

2. Describe attitudinal and behavioral responses to communications 3. Determine psychological or emotional state of persons or groups 13

Content analysis can determine what social and cultural changes have occurred in a specific society or can compare different cultures. A content analysis of more than 250 ads appearing in 8 issues of Seventeen Magazine 4 Japanese issues and 4 American issues-found that teenage

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field observation A research method, used in anthropological and sociocu l- tura l studies, that consists of observing the daily behavior of selected members of a society in order to learn about its beliefs, values, and customs.

girls are portrayed quite differently. Portrayals of American teen girls often reflected images of independence and determination, whereas those of Japanese teen girls portrayed happy, play- ful, childlike girlish images.14 Another content analysis study compared American and Chinese television commercials targeted to children. It revealed that 82% of the Chinese ads aimed at children were for food products, whereas 56% of the ads directed at American children were for toys. 15 Furthermore, a content analysis of advertising for eco-friendly products found that, over time, consumers are finding environmental claims to be more trustworthy.16

FIELD OBSERVATION When examining a specific society, anthropologists frequently study cultures through field observation, which consists of observing the daily behavior of selected members of a society. Based on their observations, researchers draw conclusions about the values, beliefs, and customs of the society under investigation. For example, if researchers were interested in how women select jeans, they might position trained observers in department and clothing stores and note how many and which types of jeans buyers pick up, look at, and try on.

Field observation:

1. Takes place within a natural environment 2. Generally occurs without the subjects aware that they are being watched 3. Focuses on observation of behavior

Because the emphasis is on a natural environment and observable behavior, field observation of buying and consumption activities occurs in stores, and, less frequently, during in-home product usage.

In some cases, researchers become participant-observers-that is, they are active mem- bers of the environment that they are studying and engage in the same behaviors, rituals, and customs that they study. For example, if researchers were interested in examining how consumers select a washing machine, they might take a sales position in an appliance store and observe and interact with the customers. Researchers who specialize in field observation often videotape subjects at work, at home, in their cars, and in public places. For instance, if researchers ask teenagers directly why they are buying certain T-shirts, teenagers might give answers that they believe will make them look sensible to the researchers . Instead, watching teenagers as they shop and listening to their conversations with other shoppers or salespersons might reveal more about their motivations for buying. As a classic example, when Nissan was designing its Infiniti automobiles in the 1990s, two individuals, posing as students, rented rooms in the suburban homes of two families in the Los Angeles area and observed the car- related behaviors and preferences of "typical" Americans, without the families' awareness. Among other findings, they discovered that the Japanese notion of luxury was very different from the American notion; whereas the Japanese crave simplicity, Americans crave visible opulence. 17

In addition to fieldwork, marketers have used depth interviews and focus groups (see Chapter 16) to study social and cultural changes. In focus-group discussions, consumers are apt to reveal attitudes and behaviors that signal shifts in values that may affect, for exam- ple, the acceptance of new products and services. Focus groups have been used to generate ideas for persuasive strategies designed to reinforce customer loyalty and retention. Studies showed that established customers, especially for services (such as investment and banking), expected marketers to acknowledge their loyalty by providing them with more personalized services. Subsequently, several companies instituted loyalty (or frequency) programs tailored to customers' specific needs.

Researchers exploring the symbolic meanings of foods conducted 30 in-depth interviews (lasting 1.5 to 2.5 hours) of females and males within the (very wide) age range of 22 to 71 years old. They found that, in the context of cultural settings, there are six types of foods: 18

1. Symbolic: Homemade and comfort foods 2. Individual: Healthy foods

terminal values W ithin the Rokeach Value survey, values that reflect goa ls and desired states of existence (i.e., "ends).

instrumental values W ithin the Rokeach Value survey, values that are defined as the "means" to achieve end goals.

FIGURE 11.6 The Rokeach Typology and Promotional Appeals

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 281

3. Social: Foods typically shared with family and others 4. Ritualistic: Foods associated with nostalgic events 5. Context: Date and coffee-break foods 6. Experience: Foods from other cultures

VALUE SURVEYS Anthropologists have traditionally observed the behavior of members of a specific society and inferred the underlying values of the society from the behaviors observed. However, there are also structured, self-administered questionnaires that measure individuals' cultural values, such as the Rokeach Value Survey, the Values and Lifestyles VALS™ (see Chapter 2) measure, Gordon's survey of personal and interpersonal values, and the World Values Survey.

The Rokeach Value Survey is a self-administered, two-part values inventory, where respondents are asked how important each value is to them as a guiding principle in their lives. There are two categories of values and two subsets within each:

1. Eighteen terminal values: The goals and desirable states of existence, defined as ends, such as happiness, pleasure, freedom, and self-respect. Some terminal values focus on personal aspects, such as a comfortable or exciting life, happiness, and inner harmony; the others target interpersonal factors, such as a world of peace and beauty, and national security.

2. Eighteen instrumental values: The means to achieve the ends, such as ambition, honesty, politeness, and responsibility. The instrumental values examine competence, such as being ambitious, intellectual, and responsible, as well as being a moral person-forgiving, helpful, and polite.

According to the Rokeach typology, there are four types of cultural orientation personalities. Figure 11.6 shows the promotional appeals that are likely to appeal to each type.

Terminal Values

Personal Values Social Values

Promotional messages should reflect Promotional messages

Competence Values consumers' sense of should show helping accomplishment, self- others and the role of respect, and striving for one's skills in doing so a comfortable life, and (/) Q) independence ::J

(13 .... c Q)

E ::J .._ .... (/) c Promotional messages Promotional messages

should stress concern should stress for societal issues and conformity, caring for

Moral Values intense conviction to others, and social

advance such causes consc1ousnes

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TABLE 11.1 Marketing-Applicable Values from Gordon's Inventory Personal Values Social Values

Achievement: Enjoying challenge, growth, and accomplishment. Knowing what one wants to accomplish and doing so in an outstanding manner.

Leadership: Being in charge and having authority and power. Having others work under one's direction.

Goal Orientation: Preferring to have well-defined objectives and completing tasks. Knowing exactly what one is aiming for.

Recognition: Being looked up to, considered important, and admired. Having people make favorable remarks. Being noticed.

Variety: Disliking routines and preferring new experiences. Visiting new places. Trying new and different things. Being able to travel.

Conformity: Doing the correct thing and following regulations. Doing what's accepted and proper. Conforming strictly to rules and moral standards.

Gordon's Survey of Personal and Interpersonal Values A research instrument measuring the va lues that represent how people cope w ith their daily lives.

As an example, let's assume that a study employed the Rokeach Value Survey to catego- rize a given population. The members of one segment were mostly concerned with "world peace," followed by "inner harmony" and "true friendship." Members of this segment were involved in domestic-oriented activities (such as gardening, reading, and going out with the family to visit relatives); they were less materialistic, non-hedonistic, and reluctant to try new products. In contrast, the members of another segment were self-centered and concerned with values such as "self-respect," "a comfortable life," "pleasure," "exciting life," "accomplish- ment," and "social recognition." They were least concerned with values related to the family and other people, such as friendship, love, and equality. Because they were self-centered, achievement-oriented, and pleasure seekers, they preferred provocative and highly fashion- able clothes, enjoyed adventurous lifestyles, and were willing to try new products.

This World Values Survey examines four groups of values:

1. Traditional versus Secular: Traditional values emphasize religion, family, and author- ity, whereas secular values do not emphasize these values and are more accepting of divorce, abortion, euthanasia, and suicide.

2. Survival versus Self-Expression: Survival values emphasize security (physical and eco- nomic), whereas self-expression values are less traditional and tend to be pro-environmental protection, pro-acceptance of foreigners, and pro-gay rights and gender equality.

Citizens of different countries exhibit different attitudes based on these values . For exam- ple, cultures differ in their attitudes and behaviors toward privacy concerns on Facebook (i.e., who can see your posts, who can find you on Facebook, and what kind of information you choose to share). 19

Gordon's Survey of Personal and Interpersonal Values (or social values) mea- sure values that determine how people cope with their daily lives. 20 There are two surveys- one for personal values and one for social values-described in Table 11.1.

Core Cultural Values Learning Objective 11.4 To understand core

cu ltural va lues and their marketing applications.

In this section, we identify several core values that both affect and reflect the character of U.S. society as well as other cultures. Designating core values for any culture is difficult. However, it is particularly difficult to designate the core values of the United States. First, the United States is a diverse country, consisting of many subcultures whose members interpret and respond differently to the same set of values and beliefs (see Chapter 12). Second, the United States is a dynamic society that has undergone rapid changes throughout its relatively short history, as illustrated by the technological developments that have altered every aspect of our lives during the past 20 years. Finally, there are some contradictory values in this country's society. For instance, as a society, Americans embrace the freedom of choice, but among peers, many Americans tend to conform (in dress, in furnishings, and in fads) to the rest of society. In the context of consumer behavior, Americans like to have a wide choice

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 283

of products and prefer those that uniquely express their personal lifestyles, but also often conform to peer pressures in their consumption behavior.

We used the following criteria to select and designate core values:

1. The value must be pervasive. That is, a significant portion of the U.S. people must have accepted the value and used it to guide their attitudes and actions.

2. The value must be enduring. That is, it must have influenced Americans' actions over an extended period (as distinguished from fads and short -lived fashions).

3. The value must be related to consumption behavior. That is, it must provide insights that help us understand Americans' consumption habits.

The core values identified include achievement and success, time and activity, efficiency and practicality, progress, materialism (comfort and pleasure), individualism and conformity, freedom of choice, humanitarianism, youthfulness, fitness and health, and environmental concern.

ACHIEVEMENT AND SUCCESS Americans maintain that challenges and competition drive people to excel. For example, young children are encouraged to excel in their studies and sports and surpass others. Free enterprise is the core of the U.S. economic system, and has made Americans more produc- tive and allowed them to enjoy better lifestyles than most other nations. Personal achieve- ment is a fundamental American value, with historical roots in the Protestant work ethic, which considers hard work as wholesome, spiritually rewarding, and an appropriate end in itself. Historically, our society's focus on achievement has significantly affected American society's technical development and economic growth.2 1 Individuals who consider a "sense of accomplishment" an important personal value are high achievers and strive for success.

Researchers have discovered that individuals who scored higher on "sense of accom- plishment" use the internet widely for learning or gathering information, making reserva- tions or researching travel, doing work/business tasks, buying goods or services, looking up stock quotes, and participating in online auctions by buying or selling products. Conversely, internet activities not associated with a high "sense of accomplishment" included surfing the Web, communicating with others in chat rooms, and gathering product or retail store information. 22

Success is closely related to achievement, but the two are not identical. Specifically, achievement is its own direct reward (it implicitly satisfies the individual achiever), whereas success includes an extrinsic reward (such as luxury possessions, financial compensation, and high status). A study that examined the choices of majors among incoming college students discovered that, for men, the most important factor was the field's potential for advancement and high salaries, whereas for women the most influential factor was aptitude and interest in the subject.23

Both achievement and success influence consumption and often provide justification for the acquisition of goods and services. For example, "You owe it to yourself," "You worked for it," and "You deserve it" are popular themes used by advertisers to coax consumers into purchasing their products. Marketers know that achievement-oriented people often enjoy conspicuous consumption, which enables them to display symbols of their personal accom- plishments (e.g., a Rolex wristwatch).

TIME AND ACTIVITY Americans consider time valuable (i.e., "time is money" and "time waits for no one"). In fact, many visitors from other countries often comment on how many times Americans look at their watches and how concerned they are about deadlines and promptness. We hold time in high regard because we can accomplish more and be more productive if we use time wisely, keep busy, and do not waste time (e.g., see Figure 11.1). Americans dislike "wasting time"

284 PART iV • so CiAI And Cui Tu RAI sETTinGs

and are discouraged from "sitting around doing nothing," but like to plan and follow sched- ules and, at times, seem to be controlled by timetables. We often speak about being on time, saving time, using time wisely, and not wasting time.

Americans value being active and involved in society, and keeping busy in one's daily life is considered necessary. "Don't just stand there-do something" is an expression that we commonly use and that clearly shows the American preference for action over inaction. Leisure activities occupy a relatively small portion of Americans' lives, and their number of nonwork days-holidays, time off, and vacations-is at least one-third less than that of Europeans. Because we value leisure time less than, say, the Italians and French, but value time spent at work more, we often define ourselves by our professions, as evident in the question, "What do you do for a living?" that we generally ask almost immediately after meeting strangers.

The premium placed on time has had both positive and negative effects on U.S. society. For example, the quest for saving time has driven the development and growth of fast foods, the widespread and often too enthusiastic consumption of which has resulted in poorer health for many Americans and increased medical costs for all. Because Americans are preoccupied with time, they believe it is in short supply and want things to happen quickly (e.g., we hate waiting in line or for deliveries to arrive).

EFFICIENCY AND PRACTICALITY People in the United States consider themselves highly efficient and pragmatic. Many business executives pay little attention to theoretical scenarios; instead, they often employ trial-and-error, a pragmatic approach that consists of trying several potential solutions to a given problem individually and selecting the most effective one. This pragmatic ori- entation has led Americans to develop more inventions than most other nations. In addi- tion, Americans hold "practical" disciplines-such as management, economics, law, and medicine-in higher regard than philosophy, anthropology, the arts, and teaching, among many others.

Americans' practical orientation is reflected in their language: "Will the venture be prof- itable?" "Will it pay its own way?" "What's in it for me?'' Rather than being emotional and thinking in subjective terms, Americans pride themselves on judging things on their own merits. We readily adopt practical products that enable us to be more efficient. For example, many manufacturers, in different product categories, offer arrays of interchangeable compo- nents, so consumers can design customized wall units (e.g., IKEA), computers, sunglasses, and many other items at reasonable prices.

The iPhone is probably the best illustration of Americans' desire to carry a single device that performs many functions, such as texting, emailing, knowing up-to-the-minute news, TV remote controlling, watching movies, playing games, enjoying social media, and paying for products and services.

PROGRESS Most Americans view change as desirable because it symbolizes development (personal as well as societal), improvement, and growth. Traditional cultures often consider change dis- ruptive, try to avoid it, and value stability and continuity. For example, in the United States, one's wealth is generally more important than one's heritage, whereas in many European societies, the opposite is true. Together with the notion that saving time, pragmatism, and hard work lead to achievement, innovation, and growth, Americans believe that change (almost) always brings about a better future. Because they hold progress in high regard, Americans react favorably to messages that mention or promise progress. In our consumption-oriented society, new products or services designed to fulfill previously unsatisfied needs or satisfy needs more effectively, represent progress. Therefore, we often buy products advertised as "new" "improved" "better" "longer-lasting" "quicker" "smoother and closer" "increased ' ' ' ' ' ' strength," and "smarter."

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 285

COMFORT AND PLEASURE For most Americans, from a very young age, material comfort and possessions signify attain- ment of "the good life"-a life that likely includes more than one car; a home with air con- ditioning, a hot tub, and a pool; a boat or a camper; and an almost infinite variety of other convenience-oriented and pleasure-providing goods and services. Americans often compare themselves to others in terms of the value of their possessions and tend to believe that they are happier than those who have less. Nevertheless, as many popular songs point out, the ownership of material goods does not always lead to happiness . For instance, many very affluent people have failed marriages and dysfunctional children as a direct result of being extraordinarily wealthy. Still, the expression, "He who dies with the most toys wins" is widely used, and not always ironically.

Stereotypically, people from other nations view Americans as too materialistic-a notion that most Americans shrug off based on their belief that material objects are desirable and just rewards for their hard work, as well as symbols of their achievement. However, most of us do accumulate more possessions than the members of other societies, and, to some extent, obtaining, maintaining, and protecting our possessions comes before developing and enjoy- ing relationships .

American's materialism is often expressed in preferring bigger quantities of things. Recently, however, there has been a noticeable shift away from the more is better viewpoint to a better is better vision-one that stresses better quality and better design. This trend, known as the design economy, includes four elements:24

1. Sustained prosperity 2. Technological development 3. Openness to change 4. Sophisticated marketing

Shopping has always been an important part of Americans' lives. A widely-quoted essay even suggested, "Shopping is what we do to create value in our lives."25 Still further, because online shopping is always available (as opposed to physical stores that are not always open), we now spend more time than ever before on viewing and comparing products, and, presum- ably, buying more objects that we do not truly need.

INDIVIDUALISM AND CONFORMITY Americans value "being themselves." Self-reliance, self-interest, self-confidence, self- esteem, and self-fulfillment are popular expressions of individualism in American language. Striving for individualism is the rejection of dependency; that is, it is better to rely on oneself than on others. Indeed, the opposite of individualism is collectivism, which implies that "being in a group" is a basic human endeavor, so that humans' self-concept involves group membership26; collectivism is also strongly associated with communism-a failed and largely distinct economic system.27 American "rugged individualism" stems from the belief in self-reliance and competition, which consists of outperforming others in order to meet one's individual needs and fulfill one's goals. Rugged individuals consider solo performance superior to teamwork, and maintain that tasks should be accomplished alone and victory should be earned alone.28 The objective of advertising appeals to individualism is to persuade consumers to buy products and services that reflect and emphasize their individual identi- ties. For example, advertisements for high-style clothing and cosmetics promise consumers that these products will enhance their exclusive and distinctive characteristics and set them apart from others.

Conceptually, the marketing concept is congruent with individualism. The essence of the marketing concept lies in understanding consumers' needs and making only those products that customers truly believe will satisfy their needs.

Individualism and conformity exist side by side. Although Americans deeply embrace freedom of choice and individualism, they nevertheless accept the reality of conformity. The

286 PART iV • so CiAI And Cui Tu RAI sETTinGs

FIGURE 11.7 Attitudes toward Donating Money to Charities

individualism-conformity paradox is also manifested in our product choices. On the one hand, standardized products, which have been made possible by mass production, reflect uniformity. On the other hand, online shopping increasingly enables people to purchase cus- tomized personal items (e.g., sneakers, sunglasses, clothing) easily (and often inexpensively) and readily express their individualism.

The acceptance of casual dressing in the workplace is an interesting example of the "ping-pong" relationship between seeking individualism and accepting conformity. Male and female executives alike are abandoning decades-old workplace dress codes and wear- ing casual slacks, sport shirts, and blazers to work rather than traditional business attire. Increasingly, businesspeople (including some lawyers and even accountants) have sought more comfortable work clothes and have become more confident in their ability to choose casual yet appropriate clothing.

FREEDOM OF CHOICE Freedom as an American core value stems from the nation's fundamental principles: Free- dom of speech, press, assembly, and religion. Americans prefer and even expect to be able to choose from a wide range of alternatives in all aspects of their lives, as illustrated by the large number of competitive brands and product variations on the shelves of supermarkets, spe- cialty stores, drugstores, and other outlets. Apparently, such varieties are uncommon outside of the United States. One of the authors, who resides in midtown Manhattan-an area where tourists are always present-has seen, on numerous occasions, tourists pointing excitedly at (and even taking pictures of) the scores of shampoos, soaps, shaving creams, and other personal-care products displayed in drugstores. For many products, American consumers can select from a wide variety of sizes, colors, flavors, features, styles, and even special ingredients.

HUMANIT-ARIANISM Americans are often generous and willing (and even eager) to help those in need. They sup- port many humane and charitable causes, and often sympathize with the underdog who must overcome adversity to get ahead. They also tend to be charitable and willing to aid people who are less fortunate than they are. Illustrations of attitudes about charitable giving appear in Figure 11.7.29

In 2015, the ALS Ice Bucket Challenge was all over social media. The ALS Association, a nonprofit organization fighting Lou Gehrig's Disease, sponsored the challenge as a viral fundraising campaign. This viral campaign asked people to drop ice water on themselves and then to challenge others to pour a bucket of ice water on themselves as well. Just search on Google for images or videos of "ALS Ice Bucket Challenge" and you will see thousands of people-famous people and everyday people-dropping buckets of ice on themselves. This viral campaign encouraged consumers to take the challenge and donate to the ALS Associa- tion to help fund research. The Ice Bucket Challenge raised an incredible amount of money for research. Their website states, "When you participated in the ALS Ice Bucket Challenge, you contributed to a phenomenon that continues to fuel progress. Every person helped, every

I am willing to help others who are in need

and less fortunate.

I believe that those who can should be charitable

toward the needy.

I believe that money donated to charities

goes to good uses and helps those in need.

I believe that charitable organizations are

effective in helping the needy.

I believe that charitable organizations perform a

useful function.

FIGURE 11.8 ALS Ice Bucket Challenge

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 287

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research project funded, every discovery made-it all adds up!"30 Notice the appeal to prog- ress and humanitarianism. The infographic in Figure 11.8 represents the accomplishments with the money raised for the ALS association from the Ice Bucket Challenge.

Another study investigated the motivations of alumni who donated money to intercol- legiate athletic programs and identified four distinct benefits that donors received from their monetary pledges:

1. Belongingness: Being associated with and loyal to the institution, helping to build a successful athletic program, and continue tradition

2. Trusting: Confidence in the institution's leadership and vision 3. Social-practical motivation: Exploring social and professional contacts, receiving pri-

ority seating at sports events, and tax deductions 4. Prestige: Pride in supporting a prestigious institution and sports teams31

Based on knowledge of these motivations, universities and colleges can segment potential donors according to the benefits they seek and create persuasive messages directed at the different motivations for donating money.

Americans' humanitarianism has also affected their consumption and investments. For example, some refuse to invest in companies that use child labor (in foreign countries), harm the environment, or make weapons, and investments in socially conscious mutual funds are now commonplace. One study showed that during Christmas shopping, the number of con- sumers indicating that they intend to purchase from retailers that support social causes has been steadily increasing. 32

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YOUTHFULNESS The emphasis on youthfulness in the United States contrasts sharply with traditional European and Asian societies, where older people are looked up to for their wisdom and the experience that comes with age. Nevertheless, youthfulness should not be confused with youth: youth designates an age cohort. Americans are preoccupied with looking and acting young, regard- less of their chronological age. For Americans, youthfulness is a state of mind and a state of being, sometimes expressed as being young at heart, spirit, and appearance.

Many advertising messages create a sense of urgency about retaining one's youth and avoiding aging. Hand-cream ads talk about "young hands"; skin-treatment ads state, "I dreaded turning 30"; fragrance and makeup ads focus on looking "sexy and young" or "denying your age"; detergent ads ask readers, "Can you match their hands with their ages?" Countless advertising themes promise consumers youthfulness and reflect the high premium Americans place on appearing and acting young.

FITNESS AND HEALTH Being fit and healthy is an important core value and very evident in many aspects of American life. Witness the large number of health clubs and chains of fitness-related services, including yoga and similar forms of body-and-mind conditioning; a seemingly endless array of innova- tive fitness equipment (often featured in long TV infomercials); fitness centers and activities in some companies; biking and running lanes in many cities; the increasing availability of organic, low-fat, and no-fat foods and foods with less sodium and sugar; the sizable number of fitness magazines; the large array of vitamins and other supplements, backed by aggressive advertising; the variety of diet programs, "gurus," and exercise equipment designed specifi- cally for reducing weight; portable monitors of heart rate, body fat, and the number of calories used during physical activities; wearable fitness trackers such as the titbit; the increasing popularity of "active" and "adventure" vacations (e.g., backroads.com); and reductions in health insurance costs to nonsmokers and people who enroll in wellness programs. These are only an exemplary few of the products and services available because of Americans' preoc- cupation with fitness and health.

Health and fitness are now reflected in American jargon, with such phrases as, "You are what you eat," "Fitness is a way of life," "well-balanced diet," "fitness culture," "wellness programs," and "No pain, no gain." Other, less popular slogans include: "Move it or lose it," "Why put off feeling good?" "Too fit to quit," "Commit to be fit," "Don't be a brat, burn that fat," and "Rest a while then run a mile."

The reasons behind the growing importance of fitness and health in America have been investigated continually. One study suggested that Americans believe they have lost the ability to control their environment and, as a result, feel anxious and insecure and also experience self-doubt. People who feel that they lack external self-control turn inward; they feel that if they can't control the world, they can at least control and change their own bodies through exercise.33

Many Americans have adopted healthier lifestyles and buy healthier foods at least some of the time.34 Virtually all food companies have modified at least some of their products to cater to health-conscious consumers. Frozen dinners have become more nutritious and some "junk foods" have become less unhealthy. Makers of high-calorie and low-nutrition snack foods have introduced "light" "fat-free" "low-sodium" "no-preservatives" "no-cholesterol" ' ' ' ' versions. Even marketers of alcoholic beverages realize that consumers are interested and therefore they are offering healthier versions of their products. 35 One study sponsored by Progressive Grocer, a leading food retailing publication, suggested that "the most lucrative consumer trend in the next five to ten years" is going to be "health and wellness," and that consumers who currently make their grocery shopping decisions based on price, taste, and convenience will upgrade "health benefits to a No. 1 or No.2 priority."36 Consumers have also become concerned with more hygienic home maintenance products, such as antimicrobial home-cleaning solutions. 37

Websites are the most popular sources of health and fitness information. Countless web- sites are devoted to fitness and health, offering workout tips, nutritional information, and

green marketing Green marketing is the process of p roducing and promoting reusable, recycled, and recy- clable, eco-friend ly products, as wel l as p romoting the idea of reuse, reduce, and recycle for a sustainable future.

consumer environmental stewardship Consumer environmental stew- ardship is one's personal sense of responsibi lity for the environ- ment, accountabil ity for pur- chases' environmenta l impact, and wi llingness to sacrifice per- sonal comfort for the good of the environment.

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 289

fitness-related products and services, among many others. In addition, most of the websites set up by companies that market consumer goods provide health and fitness information asso- ciated with their products (e.g., sellers of cleaning products offering advice on more sanitary housekeeping and marketers of sunglasses advising consumers how to protect their eyes from the sun even when not wearing glasses). A website that monitors online surfing reported that in a given period, most internet users have looked online for information on health topics, with increased interest in diet, fitness, drugs, health insurance, experimental treatments, and particular doctors and hospitals .38

In spite of the explosive growth of the fitness and wellness industry and the scores of healthier foods introduced, about two-thirds of Americans are overweight, and, as reported by the Centers for Disease Control and Prevention (CDC), 36% of American adults are obese (as defined clinically), as are 17% of children ages 2 to 19. At this rate, 44% of all American will be obese within the next 15 years or so; obesity-related medical costs, which presently amount to $150 billion, will double or even triple.39 (A discussion of marketers' impact on obesity rates appears in Chapter 15.) As expected, losing weight and eating healthier have been at the top of Americans' New Year's resolutions for decades (usually followed by getting out of debt and saving more money).4° Campbell's Healthy Request soup-featured in Figure 11.2-is one of the thousands of products introduced in response to Americans' health concerns.

ENVIRONMENTAL CONCERNS Green marketing is producing and promoting reusable and eco-friendly products. Over the past 20 or more years, virtually all companies have adopted at least some environmentally friendly practices in response to the global awareness of climate change and its potentially dire consequences for our planet and its inhabitants. For instance, because emissions from cars are a prominent contributor to environmental deterioration, automobile makers now produce more environmentally sound cars. Most advertisers inform consumers that they use renewable, clean, and sustainable energy and recycled and nonpolluting materials.

Many Americans consider buying environmentally sound products to be part of their duties as consumers and a societal and cultural priority. Although numerous consumers claim to be "green" and support ecological causes, studies indicate that such attitudes do not always result in pro-environmental behavior. That is, there is a discrepancy between what people say and what they do. 41 Furthermore, consumers' eco-consciousness is fickle, and the sales of such products as recycled toilet paper, organic foods, and hybrid cars sharply decline during economic recessions.42

The Harris Poll has been investigating ecologically sound attitudes (Figure 11.9A) and behaviors (Figure 11.9B). Somewhat surprisingly, the poll discovered that "green" attitudes and behaviors have declined over a relatively recent three-year gap.43 Another study found that most consumers did not know which lifestyle changes were the best means to reduce global warming.44

Researchers have also discovered that consumers find environmental labels difficult to understand and that this issue increases their price sensitivity regarding ecologically sound products.45 Yet another study indicated that even consumers with pro-environmental beliefs have difficulty correctly identifying "green" products (other than cleaning items) and do not find "green" marketing engaging.46 Together, these studies indicate that marketers must improve their promotion of "green" products.

Several studies have focused on consumers' likelihood to buy environmentally safe products. One study examined online consumer reviews of "green" (e.g., environmentally friendly) automobiles to uncover the values that are at the heart of purchasing hybrid and electric cars. The research found that Americans buy these cars more for the other values discussed (e.g., progress, saving time, efficiency, and freedom of choice) than for their envi- ronmental concern. 47

Consumer environmental stewardship is one's personal sense of responsibility for the environment, accountability for purchases' environmental impact, and willingness to sacrifice personal comfort for the good of the environment. People with strong environmental

290 PART iV • so CiAI And Cui Tu RAI sETTinGs

FIGURE 11.9A Americans' "Green" Attitudes Source: Based on Maryam Banikarim, "Seeing Shades in Green Consumers," ADWEEK, April l 9, 2010.

FIGURE 11.98 Americans' "Green" Behaviors Source: Based on Maryam Banikarim, "Seeing Shades in Green Consumers," ADWEEK, April l 9, 2010.

Am "green"

Encourage others to be more environmentally friendly

Feel personally responsible for protecting the environment

Care a lot about the present and future of the environment

Concerned about the planet we are leaving behind

0 1 0 20 30 40 50 60%

Purchase organic products Walk or bike instead of driving or

using public transport Purchase all-natural products

Carpool or take public transport

Compost food and organic waste

Purchase used items rather than new

Purchase locally manufactured products

Buy food in bulk

Purchase locally grown produce

Unplug electric appliances when not using them

Make an effort to use less water

Reuse things rather than throw out or buy new

Recycle

Turn off unneeded light and when leaving room

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• Describes Me Fairly Well

• Describes Me Very Well

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concerns believe that each person can take measures to decrease pollution by consuming responsibly, and they feel empathy and affinity toward future generations.48

"Green" consumers are attractive prospects for many products, so it comes as no surprise that marketers have explored targeting them. One study identified three types of "green" consumers:49

1. Environmental Activists: These "green" enthusiasts adopt lifestyles focused on health and sustainability. They seek foods from farms that not only produce organic products but also cut down on water use, power use, and trash.

2. Organic Eaters: These consumers are concerned about sustaining their own health and not so much about sustaining the planet.

3. Economizers: These consumers experiment with buying eco-friendly products in order to save money.

Another study identified four groups of "green" consumers:50

1. True Greens: These enthusiasts have adopted environmental-friendly behaviors. They try to convince friends to use environmental-friendly products and to avoid buying products that have a negative environmental impact. "True Greens" switch brands for ecological reasons and are willing to make personal sacrifices to protect the environ- ment. Furthermore, they maintain that the government should do more to protect the

CHAPTER 11 • Cu i Tu RAI V A lu Es And Consum ER BEHAVioR 291

environment and educate children regarding future environmental protection. They also want companies to be transparent when marketing environmentally friendly products.

2. Donor Greens: These individuals feel guilty about their lack of environmentally sound buying behavior, and sometimes consider environmental impacts when purchasing products. They are willing to sacrifice financially to support the environment but are unwilling to change their shopping behaviors.

3. Learning Greens: These people are still learning about environmental issues but are not actively engaged in ecological causes. They sometimes consider environmental impact when purchasing products but are skeptical about environmentalists' claims.

4. Non-Greens: These consumers do not care about wildlife or environmental issues. They neither engage in environmental-friendly behaviors nor feel guilty about adversely impacting the environment. Although some of them acknowledge environ- mental problems, "Non-Greens" still buy ecologically unsound products, do not look for "green" seals when shopping, and believe that it is okay for large companies to act in ways that have negative effects on the environment.

Table 11 .2 summarizes Americans' core values and illustrates their persuasive potential. One study indicated that nearly identical values have influenced consumer behavior in other countries. 51

TABLE 11.2 Core Cultural Values Core Value

Achievement and Success

Time and Activity

Efficiency and Practicality

Progress

Comfort and Pleasure

Individualism and Conformity

Freedom of Choice

Humanitarianism

Youthfulness

Fitness and Health

Environmental Concerns

Definition

Working hard and excelling in other aspects of life.

Being active and busy in one's job and life and expanding one's horizons.

Saving time and effort and finding pragmatic products and solutions. Less theory, more practice.

Seeking and adopting new processes that replace less advanced ones.

Accumulating possessions that enable a more comfortable and pleasurable life.

Individualism: Being yourself and marching to the "beat of your own drum," as opposed to adhering to group norms and being the same as others. Conformity: Desiring to fit in.

Having freedom of choice and expression.

Helping the less fortunate and people in need.

Looking youthful and remaining "young at heart" despite aging chronologically.

Caring about one's health and ability to be physically active.

Caring about the environment and buying "green" products.

Promotional Appeals

"Fact: Our car members experience more" "You're worth it" "For people who are in the best shape they've ever been in but still aren't satisfied"

"A new challenge daily-Wow, I' m so fortunate" "Prepare today, to lead for a lifetime"

"The taste you want, the energy you need" "So easy, even an adult can open our container"

"One-step process to a better complexion" "Only 4 minutes to a great family meal"

"Bring the family together: Create a great backyard" "Even more legroom"

Individualism: "You answered to your own drum in college, now how about a challenging position for your career?" Conformity: "Drive carefully" "Respect others" "Be included: Vote this November"

"Almost more colors than hairs on your head" "America is about choice"

"No kid should go hungry" "We combat natural disasters with human kindness"

"Never look your age again" "Be Young. It's a state of open-mindedness"

"Relax-It's the good fat" "Create your perfect body"

Clorox Green Works cleaner-"Shockingly Powerful, Naturally" "Planet's favorite hybrid"

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Summary • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • • •

Learning Objective 11.1: To understand culture's dynamics and impact on consumer behavior.

Culture represents a society's values, customs, norms, arts, social institutions, and intellectual achievements of a particular society. Cultural values express the collective principles, standards, and pri- orities of a community. Most of the promotional messages across the world reflect, to some degree, the cultural values of the target audiences. Cultures always evolve, so marketers must monitor the sociocultural environment so as to market existing products more effectively and develop new products that are congruent with chang- ing cultural trends. Understanding cultural changes is not an easy task because many factors produce cultural changes within a given society, including new technologies, population shifts, resource shortages, and customs from other cultures.

Learning Objective 11.2: To understand cultural learning.

Society's members share their values and customs through a com- mon language, although some cultures include more than one lan- guage. We learn cultural norms and customs mostly from family and peers, and begin at a very young age to understand that some behaviors are appropriate and others are not. Anthropologists have identified three forms of cultural learning: formal learning, infor- mal learning, and technical learning. Our ethical values are also formed during childhood, as we learn them from parents, teachers, and other significant adults. Anthropologists distinguish between enculturation (learning one's own culture) and acculturation (learning about a new or foreign culture). The contents of media, advertising, and marketing reflect cultural values and convey them to all members of society very effectively. Given Americans' exten- sive exposure to print, broadcast, and online media, as well as the easily ingested and entertaining presentation formats of their contents, media and advertising are powerful vehicles for impart- ing cultural values.

Review and Discussion Questions 11.1. Distinguish among beliefs, values, and customs. Illustrate

how the clothing a person wears at different times or for dif- ferent occasions is influenced by customs.

11.2. A manufacturer of fat-free granola bars is considering target- ing school-age children by positioning its product as a healthy, nutritious snack food. How can the three forms of cultural learning be used in developing applicable marketing strategies?

11.3. The Citrus Growers of America is designing an advertising campaign aimed at getting consumers to switch to orange and grapefruit juices instead of soft drinks as a "sugar jolt" in the late afternoon. Describe how the organization can use the Rokeach and the Gordon measures in planning its campaign.

11.4. For each of the following products and activities: a. List two relevant core values and explain your choices. b. Describe how each value either encourages or discour-

ages buying the product or engaging in the activity.

Cultural values are reflected in societies' languages, symbols, communications, and artifacts. A symbol is anything that repre- sents something else; symbols can be either verbal or nonverbal. Words are verbal symbols, and the text of any ad is a composition of symbols. In addition to language and symbols, cultures include ritualized behaviors. A ritual is a symbolic activity consisting of a series of steps (multiple behaviors) occurring in a fixed sequence and repeated periodically.

Learning Objective 11.3: To understand the means to study cultural values.

The most widely used measurements of cultural values are con- tent analysis, consumer field observation, and value measurement instruments. Content analysis focuses on the content of societies' verbal, written, and pictorial communications, including promo- tional messages. When examining a specific society, anthropolo- gists frequently study cultures through field observation, which consists of observing the daily behavior of selected members of a society. Based on their observations, researchers draw conclusions about the values, beliefs, and customs of the society under investi- gation. There are also structured, self-administered questionnaires that measure individuals' cultural values, such as the Rokeach Value Survey, the Values and Lifestyles instrument, and Gordon's Survey of Personal and Interpersonal Values.

Learning Objective 11.4: To understand core cultural values and their marketing applications.

Americans' and other societies' core values-often employed as persuasive appeals in advertising campaigns-include achievement and success, time and activity, efficiency and practicality, progress, comfort and pleasure, individualism and conformity, freedom of choice, humanitarianism, youthfulness, fitness and health, and envi- ronmental concerns.

The products and activities are: 1. Donating blood 2. Visiting tanning salons 3. Buying a smartphone 4. Buying a tablet device 5. Drinking diet beverages 6. Travelling overseas 7. Using sun protection products regularly 8. Buying a convection oven 9. Buying a pair of sneakers online

10. Following the latest fashions 11.5. Why are companies increasingly introducing "green" prod-

ucts and engaging in ecological- friendly practices? 11.6. How did consumers react to "green" products?

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Hands-on Assignments 11.7. Identify a singer or singing group whose music you like and

discuss the symbolic function of the clothes that person (or group) wears.

11.8. Thinking of your daily routines, identify one routine that you consider a ritual. Describe it and explain why it is a ritual. Assume that you allow a marketing researcher come to your house and observe your entire ritual. Explain how the marketer of a product that you use during your routine can employ the observation to design an ad aimed at getting you to switch brands.

11.9. a. Summarize an episode of a Netflix, TV show, or online series that you watch regularly. Describe how the episode transmitted cultural beliefs, values, and customs.

Key Terms • Acculturation 276 • Enculturation 276

b. Select three commercials that were broadcast during the episode and describe how each reflects a cultural value(s).

11.10. a. Find advertisements for two brands of deodorants. Do a content analysis of the written and pictorial aspects of each ad. Identify any core values portrayed in each ad and explain your choices.

b. Describe how the symbols in each ad convey the deo- dorant 's characteristics and brand image.

11.11. Find five ads promoting "green" products or activities and explain whether you believe each one is effective or not.

• Instrumental values 281 • Consumer environmental • Field observation 280 • Materialism 285

stewardship 289 • Focus groups 280 • Ritual 278 • Consumer socialization 277 Formal learning 276 Rokeach Value Survey 281 • • • Content analysis 279 Gordon 's Survey of Personal and Symbol278 • • • Core values 282 Interpersonal Values 282 Technical learning 276 • • Culture 272 • Green marketing 289 • Terminal values 281 • Depth interviews 280 • Informal learning 276 VALS™281 •