Socially Distant Reference Groups and Consumer Aspirations

Cocanougher, A. Benton; Bruce, Grady D.

doi:10.2307/3149581

Cited by 35 publications

(26 citation statements)

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“…Aspirational groups can be socially close or distant, real or imaginary, what is important is that a positive view is held of that group (Cocanongher and Bruce, 1971;Lessig and Park 1978).…”

Section: Composition Of Aspirational Groupsmentioning

confidence: 99%

“…Such barriers are also known to exist in the social psychology and marketing literature where although membership of an aspirational group is desired, not all aspirational groups are within reach of the aspiring consumer. In the case of distant groups (Cocanongher and Bruce, 1971) the resources may be impossible to gain to achieve membership. For other, imaginary groups (Lessig and Park, 1978) actual membership is of course impossible.…”

Section: Desirability and Attainability Of Aspirational Groupsmentioning

confidence: 99%

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Senior management perceptions of aspirational groups: A study of the UK general insurance market

Robson

Heijden

2016

Journal of Business Research

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This study examines the concept of aspirational groups: a reference group that a firm wishes to associate with. A desire to belong to an aspirational group may provide an important source of strategy formulation. Drawing from insights from consumer marketing on aspirational groups, the study explores the composition and structure of aspirational groups compared to strategic groups in a market setting. Using qualitative data from senior managers in the UK general insurance market, this study arrives at the following findings. First, aspirational groups do not necessarily share the same composition or structure as strategic groups. Second, selection of aspirational firms is driven by attribute association. Third, aspirations can be conflicting and reversed. Fourth, firms do not seek membership of the aspirational group but isolate key attributes they aspire to. These findings contribute to knowledge on strategy formation by highlighting the important role aspirational groups play in understanding competitive market movements.

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Section: Composition Of Aspirational Groupsmentioning

confidence: 99%

Section: Desirability and Attainability Of Aspirational Groupsmentioning

confidence: 99%

Senior management perceptions of aspirational groups: A study of the UK general insurance market

Robson

Heijden

2016

Journal of Business Research

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“…Evidence suggests that key members from one's social network may exert normative influence upon one's innovation behavior (Valente 1995), since they have more chances to exchange important information (Childers and Rao 1992;Cocanougher and Bruce 1971). Such members may include family, relatives, friends, and peers (Childers and Rao 1992).…”

Section: H2mentioning

confidence: 99%

Understanding Digital Inequality: Comparing Continued Use Behavioral Models of the Socio-Economically Advantaged and Disadvantaged

2008

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“…This may be related to long term motivation. The power of aspiration in influencing consumer behavior cannot be ignored as Cocanougher and Bruce (1971) recognize that there is a strong relationship between the development of an individual's consumption aspirations and his or her perceived behavior in the context of referencing social groups, or in marketing terms an 'aspirational reference group' (Hoyer & Macinnis, 2010)(p393). Aspiration might drive toward future consumption, resources and life-circumstances permitting.…”

Section: Tourist Motivation and Holiday Aspirationmentioning

confidence: 99%

Travel Experiences and Aspirations: A Case Study from Chinese Youth<i> </i>

Brown

Long

2016

IRSPSD International

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Abstract:Understanding cultural values is vital in tourism as these influence an individual's travel experiences and expectations. Students represent an important segment of the international tourist population, and Chinese student tourists are an increasingly significant part of that segment. It is therefore important to understand how cultural values influence Chinese students' experiences and aspirations. Will their past travel experiences influence future aspirations? Using data collected from a free-elicitation method, this paper reports on the travel experiences and aspirations of 284 Chinese students. It explores the notional link between past experiences and future aspirations and discusses the impact of Chinese political history and cultural values on tourist experiences and motivations. Implications for marketing are also drawn.

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Socially Distant Reference Groups and Consumer Aspirations

Cited by 35 publications

References 0 publications

Senior management perceptions of aspirational groups: A study of the UK general insurance market

Senior management perceptions of aspirational groups: A study of the UK general insurance market

Understanding Digital Inequality: Comparing Continued Use Behavioral Models of the Socio-Economically Advantaged and Disadvantaged

Travel Experiences and Aspirations: A Case Study from Chinese Youth<i> </i>

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