Reference Group Influence Research Articles

Relevant Others: Identifying the Reference Groups of International Students in the USA

ABSTRACT While studies on reference group influence in commercial consumption settings have been done extensively, the same cannot be said in international education setting. The aim of this study was to identify the reference groups of international students who influence their intention to study abroad. Interviews with international students who were studying in a US higher education institution were conducted. Since graduate students are more likely to have exposure with more reference groups in their decision-making process, this study focused on Master and PhD students. Surprisingly, the students reported that their own opinion and motivation were more influential in their intention to study abroad than the reference groups.’ Besides the self, major reference groups include parents, friends, or relatives who have been abroad and professors. Finally, a number of suggestions for international education marketers were proposed.

Reference group influences and campaign exposure effects on rhino horn demand: Qualitative insights from Vietnam

Abstract While considerable effort is invested in rhino horn demand reduction campaigns, it is unclear to what extent users are exposed to and accept the messages in these ads. We investigate recall as an indicator of exposure and the influence of different reference groups by conducting 50 semi‐structured interviews with self‐reported rhino horn users in Hanoi using an interpretative thematic analysis. The decision to buy or use rhino horn was almost exclusively influenced by peers with perceived expertise using rhino horn, whereas commonly used deliverers of such campaigns—traditional medicine practitioners, doctors, government officials, business leaders and celebrities—had very little influence. Campaign exposure was relatively high, but campaign influence low as consumers considered recent demand reduction campaigns and the reference groups delivering the message as well as the implementing organizations unreliable and driven by profit. Willingness to sign a pledge to refrain from buying, using or gifting rhino horn encouraged by employers or association was relatively high. However, the majority of respondents stated they would not comply with this pledge. Case studies of users or their next of kin having experienced negative or no effect of rhino horn were suggested possibly effective in reducing demand by consumers themselves. To increase the acceptance of demand reduction campaigns, organizations could consider forgoing their own branding to reduce distrust in the target audience. We highlight the importance of conducting formative research using both quantitative and qualitative methods based on interviews with actual rhino horn users. While qualitative studies of motivations by confirmed users entail the risk that they retrospectively explain motivations in order to appear internally consistent with their usage of the product, it provides valuable insight into their self‐image and thereby options for affecting their behaviour. A free Plain Language Summary can be found within the Supporting Information of this article.

The Influence of Financial Literacy and Reference Group toward Consumptive Behavior Across Senior High School Students

Consumptive behavior is the tendency to buy goods or services without rational consideration. This study aims to analyze the influence of financial literacy and reference groups toward consumptive behavior across senior high school students. The study used a cross-sectional design and the research location was selected purposively based on the distance of the school from the shopping center area. Using the self-administered questionnaire, the study involved 125 students of public high school (SMAN) at Bogor City, that is SMAN 3 and SMAN 9. The data were analyzed using descriptive analysis and inferential statistics. The study showed that the level of financial literacy was in the medium category, while the reference group and the level of consumptive behavior were in a low category. Moreover, results indicated a relationship between the characteristics of adolescents, financial literacy, reference groups, and consumptive behavior. The regression test found a significant negative effect of financial behavior toward consumptive behavior. Females were more likely to be more consumptive, while reference groups positively influenced the consumptive behavior of senior high school students.

What Attracts Guest to Stay? Brand Identity, Religiosity, and Reference Group towards Decision to Choose Sharia Hotel

Indonesia has one of largest Muslim population in the world. Therefore, currently it is not surprising that Sharia Branding is currently widely used by business entities ranging from banking to the hospitality business. This phenomenon is observed in the city of Surabaya in which Sharia hotels are mostly found such as the Namira Syariah Hotel. Nevertheless, the growth in the number of consumers who stay in Syariah hotels is not as much as conventional hotels. Therefore, the purpose of this research is to (1) to analyze the effect brand identity on the decision of consumers to stay at the Hotel Namira Syariah Surabaya, (2) to analyze the effect the consumer religiosity on consumers decision to stay at the Hotel Namira Syariah Surabaya, (3) to analyze the effect of the reference group to the decision to stay at the Hotel Namira Syariah Surabaya. This type of research uses a causal research approach. The population in this research is infinite but have ever stayed at the Hotel Namira Syariah Surabaya only but to all Muslim who at least 17 years old. The sample collection technique used is non-probability sampling with the number of samples is 210 respondents. The research instrument used a questionnaire, while data analysis used multiple linear regression analysis. From the results of the discussion and analysis of the data, it can be concluded that there is a positive influence of brand identity, religiosity and reference groups on the decision to stay at the sharia hotel.

Good Reviews Go out the Door, Bad News Travels Fast?—Research on the Influence of Reference Groups and Their Language Styles in Positive Online Reviews on Consumers’ Brand Attitudes

Based on the theory of brand identity and social comparison theory, this study explores how positive comments from different reference group types affect consumers’ brand evaluation and purchasing intentions, and then this study discusses how the language style of positive online reviews can further regulate the influence of positive comments from different reference group types according to social comparison theory. The study by two scenario-based experiments found that when positive comments come from avoided groups compared to desired groups, consumers produce lower brand evaluation and willingness to buy, in which the psychological mechanism is that consumers are influenced by the avoided group and produce lower brand identity. Interestingly, the language style of positive reviews has a significant lytic effect on the effect of positive comments in the reference group. Compared with self-reinforcing language style, when avoiding the group’s self-deprecating language style, consumers will produce higher brand identity based on downward comparison, which in turn leads to higher brand evaluation and willingness to buy. This study examines the influence of reference group type on positive comment effect, and on this basis, for the first time verifies the adjustment effect of different language styles on the positive comment of the reference group, which to some extent makes up for the deficiency of the existing theory, and also gives the enterprise how to view the positive comments correctly. In the era of Internet e-commerce to make good use of the power of online review to build a good brand image, improve marketing effect provides the corresponding management inspiration.

The Influence Of Reference Group And Lifestyle On Consumer Attitudes And Decisions To Buy Red Rice In Medan City

Red rice has long been known to be beneficial to health as well as staple food, but red rice is generally less popular as a staple food, red rice is also limited in the market and the price is relatively higher compared to white rice. Consumers' decision to consume red rice does not just happen, given that most Indonesians are used to consuming white rice. There are several factors that influence consumer decisions before making a decision to purchase red rice. This study aims to determine and analyze the influence of reference group and lifestyle on the attitudes and decisions of consumers to buy red rice in the city of Medan. The number of samples in this study were 100 people using purposive sampling technique. The data were analyzed by using path analysis. The result of the research showed the reference group did not have a positive and significant effect on the attitudes of consumers to buy red rice in the city of Medan, the reference group did not have a positive and significant effect on consumers 'decision to buy red rice in Medan, the reference group indirectly had no positive influence on consumers' decision to buy red rice in Medan through attitude as an intervening variable, lifestyle had a positive and significant effect on the attitudes of consumers to buy red rice in the city of Medan, lifestyle had a positive and significant effect on consumers 'decision to buy red rice in the city of Medan, lifestyle indirectly had a positive and significant influence on consumers' decision to buy red rice in the city of Medan through attitude as an intervening variable and attitude had a positive and significant effect on the decision of consumers to buy red rice in the city of Medan

Influences of Shopping Lifestyle and Reference Groups Towards Purchase Intention of Preloved Fashion

This research aims to analyze the influence of reference groups on shopping lifestyle and also the influence of shopping lifestyle and reference groups towards online preloved fashion’s purchase intention. This research is based on the theory of factors that influence consumer behavior developed by Engel et al., (1994). In addition, shopping lifestyle is based on the theory developed by Seock (2003) and reference groups developed by Schiffman and Kanuk (2007) and Sumarwan (2011). The design of this research was a cross-sectional study with survey method answered by online open-close ended questionnaire and interview. This research involved 201 samples which were selected by using convenience sampling. There are two endogen latent variables in this research include shopping lifestyle (shopping enjoyment, brand consciousness, price consciousness, shopping confidence, in-home shopping tendency, quality and environmental consciousness) and reference groups. Whereas exogen latent variable is purchase intention. The data obtained were processed using Structural Equation Model (SEM) method through SmartPLS 3.0. Shopping lifestyle has a significant and positive influence towards purchase intention. The highest contribution derived from shopping confidence and the lowest contribution derived from environmental consciousness. Reference groups ha a significant and positive influence on shopping lifestyle. But, reference groups ha no influence on purchase intention because it could not give the strong effects both in using and buying process.Keywords: online preloved fashion, purchase intention, reference groups, shopping lifestyle

Influence of Reference Group, Especially Painters on Decorative Paint Buying Decision: A Case Study of Bangladesh

Paint is a semi technical product, where except for the shade selection, other factors such as category, brand and painting process selection require proper technical knowledge. The end users of Bangladesh are highly dependent on the reference groups for product knowledge, technical knowhow, and buying decision. This is why the research focused on the influence of reference groups, especially painters. An elaborated multi-step research method including expert in-depth interview, focus group discussions and a structured questionnaire survey has been conducted. FGDs and expert in-depth interviews’ findings revealed that for paints and painting activities of new architecture about 80% end-user depends on professional reference groups like architects, engineers etc., and rest of the 20% depend on other reference groups like paints dealers, contractors, and painters. But reverse scenario (20% vs. 80%) has been found in painting of old architectures. For brand selection, 80% of the buyers are influenced by dealers with the help of contractors or painters. A unique implication of Pareto’s Principle (80/20 rule) has been observed in the research findings. Questionnaire survey exposed that for category and brand selection, 74% of the end-users depended on the reference groups, 54% of whom on painters. The study will help paint marketer, entrepreneurs, researchers and others stakeholder in their strategic decision making process.

Subjective Norms and Intention- A Study of Crowdfunding in India

The study is aimed to explore the factors of subjective norms and their influence on shaping the intention of people to participate in crowdfunding. Data was collected from 155 respondents who have been involved in one or many crowdfunding campaigns as a contributor or fundraiser. Data was analyzed using various statistical tools like data reliability test, factor analysis, correlation, and regression. It was found that intention to participate in crowdfunding is shaped by the influence of family and friends and people have high motivation to comply with the approval of these reference groups. Influence of other reference groups like a supervisor, teacher, neighbor, social network friend, etc. has no impact on shaping the intention of people towards crowdfunding. The study will be useful for crowdfunding platforms to understand the influence of referent groups on people regarding crowdfunding participation.

Examining Consumers' Adoption of Wearable Healthcare Technology: The Role of Health Attributes.

With the advancement of information technology, wearable healthcare technology has emerged as one of the promising technologies to improve the wellbeing of individuals. However, the adoption of wearable healthcare technology has lagged when compared to other well-established durable technology products, such as smartphones and tablets, because of the inadequate knowledge of the antecedents of adoption intention. The aim of this paper is to address an identified gap in the literature by empirically testing a theoretical model for examining the impact of consumers’ health beliefs, health information accuracy, and the privacy protection of wearable healthcare technology on perceived usefulness. Importantly, this study also examines the influences of perceived usefulness, consumer innovativeness, and reference group influence on the adoption intention of wearable healthcare technology. The model seeks to enhance understanding of the influential factors in adopting wearable healthcare technology. Finally, suggestions for future research for the empirical investigation of the model are provided.

A taste of the elite: The effect of pairing food products with elite groups on taste perceptions

Are tasteful foods tastier? Building on reference group influence and the principle of transferred essence, this research investigates the role of pairing foods with elite groups in the taste experience. In four studies involving actual taste tests and online experiments, we show that associating a food product with an elite group increases taste perceptions within various food categories. This effect occurs because of belief in transferred essence (the belief that the product incorporates the unobservable properties of the social elite). The effect is also stronger among participants highly sensitive to disgust. Overall, our results suggest that a taste experience is improved when foods embody the characteristics of the social elite.

A new perspective to promote low-carbon consumption: The influence of reference groups

Reference groups are crucial factor in consumer purchasing decisions. However, we know little about how such groups affect low-carbon consumption behavior (LCB), especially the impact of habitual low-carbon consumption behavior (HLCB). To expand on the previous research and encourage LCB from the perspective of reference groups, we conducted a social study of Xuzhou, Jiangsu Province, China (N = 351). We aim to test how the influences of reference groups act on the purchasing low-carbon consumption behavior (PLCB) and HLCB of residents. The results indicate that all of the influences work indirectly through low-carbon consumption intention (LCI). Among these influences, the informational influence and utilitarian influence positively promote LCI, while the value-expressive influence inhibits it. The intention engendered by reference groups has a significantly greater impact on residents' HLCB than on their PLCB, and it is more conducive to promoting a low-carbon lifestyle.

Prokem Brand: Antecedents of Customers’ Buying Decision on Ayam Neraka

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The Influence Of Reference Group And Perceived Quality Toward Purchase Decision Of Decorative Cosmetics For Lips Without The Halal Label

The purpose of this research is to find out the influence of reference group and perceived quality toward purchase decisions of decorative cosmetics for lips without the halal label. The sample amount of 255 female students at Faculty of Psychology UIN Jakarta which were taken with non probability sampling. Data analysis used binary logistic regression analysis technique. The result found that there was significant effect of reference group and perceived quality on purchase decision which was explained in all independent variables was 30,8%, while 69,2% was influenced by external variable of this research. Overall these result indicated that the best predictor of purchase decision of decorative cosmetics for lips without halal label are performance, beauty bloggers, and serviceability. Therefore, for further research is suggested to examine another variables other namely culture, family, age, job, life style, personality, motivation and attitude is recommended for future research. DOI:10.15408/tazkiya.v22i2.8411

Analisis Pola Konsumsi Masyarakat Kota Jambi Pada Bulan Ramadhan Mengunakan Pendekatan Smart PLs 3.0

This research aims to look at the influence of factors that affect the consumption patterns of the community of the city of Jambi. The approach was conducted using smart analysis pls 3.0 to see lines of influence between formative and reflective variable in variable form the outer model and variable inner model. In this study using the 140 respondents with the outcome variable of influence lines reflective of Psychology factor variable indicator of attitudes, knowledge, perception and motives of the latent variable influence on psychology. While the influence of the outer line model formative factors of religiosity which consists of an indicator variable is unity, cleanliness, simplicity, cleanliness and latent variables affect the mandate factor religiosity and indicator variables for Justice, halal and the principle of generosity, morality has no effect against the latent variable factors of religiosity. Outer formative personal factor model consisting of demographic and situational variables influence on personal factors while variable engagement has no effect. Social factors in the form of structure of outer formative model is an indicator variable reference group, social class and cultural influence on latent from. Latent varibel consumption patterns of the community in the form of outer formative model variable indicator of prices of goods, the level of opinion, tastes, and advertising the products variable latent influence on consumption patterns of society whereas the variable indicator number of families have no effect. In the form of lines of influence of latent variable model of inner factors of influence on latent religiosity variable factors psychology, personal, social and societal consumption patterns of the city of Jambi in Ramadaan. To track social factors against the influential community consumption patterns while the latent variable factors of psychology and latent variable has no effect on personal factors. Determination of the coefficient of variation of the latent variable factors of religiosity was able to explain to the latent variable factors psychology, personal factors, social factors and consumption patterns each of 43.2%, 31.7% and 42.7%. Determination of the coefficient of the latent variable social factors capable of explaining the variation of the latent variable consumption patterns of the community of the city of Jambi in Ramadaan amounting to 61%. Results perhitugan Q square of a variation in the meaning of diversity 0913 model in the study of 91.3% and 8.7% is explained by his side other models outside of this research.

The Changing Images of Japan’s Social Stratification: The Other Side of the ‘Quiet Transformation’

The purpose of this study is to investigate longitudinal changes in the association between people’s images of social stratification (ISS) and their social status in Japan. ISS are defined as people’s perceptions of how social stratification is distributed. Existing studies on ISS have discussed how ISS are influenced by people’s reference groups and the socioeconomic situation of their society. Meanwhile, the latest study on the ‘quiet transformation of status identification’ suggested that Japanese people came to have a more realistic view of their own social status and social structure from the 1980s to the 2010s, and that this change was the key mechanism of the transformation. Combining these arguments, I expect to find that the influence of reference groups on ISS weakened from the 1980s to the 2010s. Analyzing representative national survey datasets from 1985 and 2015, I indeed find that the influence of status identification (a proxy of reference groups) on ISS decreased in 2015. This suggests that the mechanism of the ‘quiet transformation’ could be applied in explaining how ISS change over time.

Product conspicuousness and reference group influence among women: an empirical analysis

The aim of this study is to investigate reference group influence (RGI) among women across PRN, PRL, PUN and PUL product categories. During product and service purchases, women are more influenced by RGI compared to men as women are more socially connected. The sample size for the study was 1,044 women from Bengaluru, India. The scale for RGI was developed by Park and Lessig which was partially modified and product conspicuousness paradigm was adopted from Bearden and Etzel. Results of RGI across product categories indicated that IRG was the most universal influence for all four product categories. URG was the most relevant towards PRL while VERG showed significant results towards PUL. RGI within product categories revealed that women rated PRL higher for IRG and URG influences. Additionally, women rated PUL higher for IRG and VERG influences. Post-hoc analysis showed relationship between groups which were significantly different from each other. This resulted in women being important audiences which marketers should not ignore in their advertisements.

Reference group influence on user connections with social networking sites: a study of Facebook

The increasing prevalence of social networking sites (SNS) and their interactive capability have been the subject to sustained interests for researchers and marketers alike. Yet, few insights exist regarding whether online consumer engagement is prone to social influences from other users. Drawing from literature on reference group influence (e.g., Bearden and Etzel, 1982) and social identity (Tajfel and Turner, 1986), this research investigates self-SNS connection – customers' overall experience with the SNS and provides insights into a user's susceptibility to reference group influence. Specifically, the focus is on three motivational influences: informational, value expressive and utilitarian. Employing data collected through a survey, authors find that informational influence and value expressive influence are positively associated with self-SNS connection, but contrary to conventional wisdom, utilitarian influence is not. Furthermore, males are more susceptible to value expressive influences than females, indicating that reference group influences exhibit some gender effect. The results offer insights into designing more effective dissemination of marketing communications through tapping into consumers' informal communication network.

Reference group influence on user connections with social networking sites: a study of Facebook

Reference group influence on user connections with social networking sites: a study of Facebook

Support of reference groups in parent's choice of baby food: An Indian perspective

The parent's concern over child-care and health is universal truth and especially the choice of baby food worries them. The research studies on infant feeding practices conducted globally mention a strong role of reference group members. The present study tests empirically the reference group influence on parents' choice of baby food in Indian context. A survey conducted on a sample of 115 parents based in Delhi-NCR through a structured questionnaire proves that primary reference groups-family and friends plays an important role in parent's choice of baby food, particularly for nuclear families and for young parents. It is heartening to see that involvement of fathers in infant care is on the rise though their knowledge on infant feeding guidelines and baby food products is deficient.