Term
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Definition
| groups of consumers who share a common disdain for a celebrity, store, or brand |
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Term
| Aspirational Reference Group |
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Definition
| high-profile athletes and celebrities used in marketing efforts to promote a product |
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Term
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Definition
| a set of consumers who share a set of social relationships based on usage or interest in a product |
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Term
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Definition
| a corporate-sponsored event intended to promote strong brand loyalty among customers |
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Term
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Definition
| the degree to which members of a group are attracted to each other and how much each values their membership in this group |
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Term
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Definition
| the process whereby a reference group influences decisions about specific brand or activities |
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Term
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Definition
| a change in beliefs or actions as a reaction to real or imagined group pressure |
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Term
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Definition
| group of people who share a lifestyle and who can identify with each other because of a shared allegiance to an activity or product |
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Term
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Definition
| the process whereby individuals' choices tend to become more extreme, in either a conservative or risky direction, following group discussion of alternatives |
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Term
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Definition
| the process whereby individual identities get submerged within a group, reducing inhibitions against socially inappropriate behavior |
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Term
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Definition
| promotional strategies that use unconventional locations and intensive word-of-mouth campaigns |
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Term
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Definition
| a gathering where a company representative makes a sales presentation to a group of people who have gathered in the home of a friend or acquaintance |
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Term
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Definition
| the degree to which a pair of individuals are similar in terms of education, social status, and beliefs |
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Term
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Definition
| a two-way dialogue between participants in a social network and opinion leaders |
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Term
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Definition
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Term
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Definition
| a person who often serves as a source of information about marketplace activities |
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Term
| Membership Reference Group |
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Definition
| ordinary people whose consumption activities provide informational social influence |
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Term
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Definition
| the tendency to like persons or things if we see them more often |
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Term
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Definition
| the network of virtual worlds where people interact in 3D immersive digital environments |
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Term
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Definition
| all things equal we like others who share our names or even initials better than those who don't |
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Term
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Definition
| the passing on of negative experiences involved with products or services by consumers to other potential customers to influence others' choices |
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Term
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Definition
| the process in which a reference group helps to set and enforce fundamental standards of conduct |
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Term
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Definition
| the informal rules that govern what is right or wrong |
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Term
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Definition
| person who is knowledgeable about products and who frequently is able to influence others' attitudes or behaviors with regard to a product category |
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Term
| Principle of Least Interest |
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Definition
| the person who is least committed to staying in a relationship has the most power |
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Term
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Definition
| as physical distance between people decreases and opportunities for interaction increase, they are more likely to form relationships |
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Term
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Definition
| an actual or imaginary individual or group that has a significant effect on an individual's evaluations, aspirations, or behaviors |
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Term
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Definition
| a person or group with the means to provide positive reinforcement |
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Term
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Definition
| the tendency for individuals to consider riskier alternatives after conferring with a group than if members made their own decisions with no discussion |
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Term
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Definition
| strangers organize online around a specific product or service and arrange to meet at a certain date and time in a real-world store to negotiate a group discount |
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Term
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Definition
| the tendency for people not to devote as much to a task when their contribution is part of a larger group effort |
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Term
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Definition
| a growing practice whereby web sites let members post information about themselves and make contact with others who share similar interests and opinions or who want to make business contacts |
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Term
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Definition
| the capacity of one person to alter the actions of outcome of another |
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Term
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Definition
| the techniques for measuring group dynamics that involve tracing communication patterns in and among groups |
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Term
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Definition
| a professional who is retained to evaluate and/or make purchases on behalf of a consumer |
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Term
| Susceptibility to Interpersonal Influence |
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Definition
| the extent to which an individual needs to have others think highly of him or her |
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Term
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Definition
| the nature and potency of the bond between members of a social network |
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Term
| Tribal Marketing Strategy |
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Definition
| linking a product's identity to an activity-based "tribe" such as basketball players |
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Term
| Two Step Flow Model of Influence |
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Definition
| proposes that a small group of influencers disseminate information since they can modify the opinions of a large number of other people |
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Term
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Definition
| an unsubstantiated "fact" that many people accept as true |
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Term
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Definition
| the strategy of getting customers to sell a product on behalf of the company that creates it |
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Term
| Virtual Community of Consumption |
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Definition
| a collection of people who online interactions are based on shared enthusiasm for and knowledge of a specific consumption activity |
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Term
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Definition
| digital items that people buy and sell online |
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Term
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Definition
| immersive 3D virtual environments such as second life |
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Term
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Definition
| rebirth of the internet as a social, interactive medium from its original roots as a form of one-way transmission from producers to consumers |
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Term
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Definition
| one or more people post malicious comments about someone online in a coordinated effort to harass them |
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Term
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Definition
| a perspective that argues under the right circumstances, groups are smarter than the smartest people in them; implies that large numbers of consumers can predict successful products |
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Term
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Definition
| product information transmitted by individual consumers on an informal basis |
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