What are the three types of reference group influence?
Three types of reference group influences are studied-informational, value expressive and utilitarian.
What is informational influence in psychology?
Definition. Informational influence refers to new information or arguments provided in a group discussion that change a group member’s attitudes, beliefs, or behavior.
What is influence of reference groups?
Reference groups are considered a social influence in consumer purchasing. They are often groups that consumers will look to to make purchasing decisions. So if a reference group endorses a product, either through use or statements about the product, those that look to the group will often purchase that product.
What is referent informational influence?
Referent informational influence theory is the social identity theory of social influence in groups. It considers normative influence and informational influenceseparate concepts in the thinking of other social scientistsas part of a single influence process linked to group membership and social identity.
What are the 3 reference groups?
There are three basic types of reference groups: informational, utilitarian, and value- expressive.
What’s an example of informational influence?
Informational Influence (AO1/AO3) An example of this is if someone was to go to a posh restaurant for the first time, they may be confronted with several forks and not know which one to use, so they might look to a near by person to see what fork to use first.
What is the main reason that informational influence occurs?
The need to know what’s “right”: informational social influence occurs when people do not know what is the correct or best thing to do or say. Informational social influences usually results in private acceptance. Importance of being accurate, when informational conformity backfires (mass psychogenic illness).
What are the marketing applications of reference group influence?
Application of Reference Group Concept: Marketers and advertisers use reference group appeals very effectively to communicate with their customers. They use three types of group influence informational, comparative and normative to develop advertising and personal selling strategies.
What is the difference between normative and informational influence?
Normative Influence is conformity based on one’s desire to fulfill others’ expectations and gain acceptance (Myers, 2009). Informational influence is conformity under acceptance of evidence about reality which has been provided by others (Myers, 2009).