Chapter 6 Families and Households Based on Consumer Behavior, 10 th ed. by Hawkins, Mothersbaugh and Best
Dec 23, 2015
Chapter 6Families and Households
Based on Consumer Behavior, 10th ed. byHawkins, Mothersbaugh and Best
The Nature of American HouseholdsThe Nature of American Households
The Household Influences Most Consumption DecisionsThe Household Influences Most Consumption Decisions
The Traditional Family Life CycleThe Traditional Family Life Cycle
1. 1. People married People married by their early by their early
20s20s
2. 2. Couple had Couple had
several several childrenchildren
3. 3. Their children Their children grew up and grew up and started their started their own familiesown families
6.6. A few years A few years later the female later the female
would diewould die
5. 5. The male The male
would would eventually dieeventually die
4. 4. The original The original
couple retiredcouple retired
The Household Life CycleMore complex and
varied than the traditional view
Each HLC stage includes unique needs and wants as well as financial condition and experiences
Marketing Strategy Based on the Marketing Strategy Based on the Household Life CycleHousehold Life Cycle
HLC/Occupational Category Matrix
6-9
Family Decision MakingFamily Decision Making
Family Purchase Roles
Determinants of Family Purchase Roles
Conflict Resolution
Marketing Strategy and Family Decision Making
Consumer Socialization and Marketing to Children
Family Decision MakingFamily Decision Making
The Household Decision-Making Process for Children’s The Household Decision-Making Process for Children’s ProductsProducts
Family Decision MakingFamily Decision Making
Husband/Wife Decision Roles for ServicesHusband/Wife Decision Roles for Services
Family Decision MakingFamily Decision MakingDeterminants of Family Purchase Roles
How families interact in a purchase decision is largely dependent on the
cultureculture and subculturesubculture in which the family exists
the role specializationrole specialization of different family members
the degree of involvementinvolvement each has in the product area of concern, and
their personal characteristicspersonal characteristics of the family members
Consumer SocializationConsumer Socialization
Consumer socializationConsumer socialization is the process by which young people acquire skills, knowledge, and attitudes relevant to their functioning as consumers in the marketplace.
Consumer socializationConsumer socialization content refers to what children learn with respect to consumption.
Consumer socializationConsumer socialization process refers to how they learn it.
Consumer SocializationConsumer Socialization
Piaget’s Stages of Cognitive Development
Stage Description
Stage 1 The period of sensorimotor intelligence (0-2 yrs.) - behavior is primarily motor - the child does not yet “think” conceptually, though cognitive development is seen
Stage 2 The period of preoperational thoughts (3-7 yrs.) - Characterized by the development of language and rapid conceptual development
Stage 3 The period of concrete operations (8-11 yrs.) - the child develops the ability to apply logical thought to concrete problems
Stage 4 The period of formed operations (12-15 yrs.) - the child’s cognitive structures reach their greatest level of development, and the child becomes able to apply logic to all classes of problems.
Consumer SocializationConsumer Socialization
Parents socialize their children through the following:
The Process of Consumer Socialization
6-17
Marketing to ChildrenMarketing to Children
very large market
ethical concerns
The limited ability of younger children to process information and to make informed purchase decisions.
Marketing activities, particularly advertising, can produce undesirable values in children, resulting in inappropriate diets, and cause unhealthy levels of family conflict.