1. Chapter 12 The Influence of Culture on Consumer Behavior
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Chapter Outline
What is Culture?
How Culture Is Learned
The Measurement of Culture
American Core Values
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Culture
The sum total of learned beliefs, values, and customs that serve to regulate the consumer behavior of members of a particular society.
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4. A Theoretical Model of Cultures’ Influence on Behavior Figure 12-1
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Culture Is Learned
Issues
Enculturation and acculturation
Language and symbols
Ritual
Sharing of culture
Enculturation
The learning of one’s own culture
Acculturation
The learning of a new or foreign culture
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Discussion Question
How do U.S. marketers target consumers who have moved to the U.S. and are new to the U.S. culture?
How do U.S. marketers target consumers who live outside the U.S. and are adopting parts of the U.S. culture?
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7. This ad would appeal to those from other countries who are now interested in buying a house in the U.S.

8. The EU has a Web site for new citizens.
weblink
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9. The Movement of Cultural Meaning
Figure 12.2
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Culture Is Learned
Issues
Enculturation and acculturation
Language and symbols
Ritual
Sharing of culture
Without a common language shared meaning could not exist
Marketers must choose appropriate symbols in advertising
Marketers can use “known” symbols for associations
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11. This Web site explores animals as symbols for advertising.
weblink
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12. This ad uses the symbol of a magnet to emphasize its benefits.

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Culture Is Learned
Issues
Enculturation and acculturation
Language and symbols
Ritual
Sharing of culture
A ritual is a type of symbolic activity consisting of a series of steps
Rituals extend over the human life cycle
Marketers realize that rituals often involve products (artifacts)
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Discussion Question
What are some rituals (religious, educational, social) that you have experienced?
What artifacts or products were part of that ritual?
How did marketers influence the choice of these artifacts?
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Culture Is Learned
Issues
Enculturation and acculturation
Language and symbols
Ritual
Sharing of Culture
To be a cultural characteristic, a belief, value, or practice must be shared by a significant portion of the society
Culture is transferred through family, schools, houses of worship, and media
weblink
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16. This ad uses characters well known in the U.S. culture.

17. Table 12.2 Selected Rituals and Associated Artifacts
TYPICAL ARTIFACTS
Wedding
White gown (something old, something new, something borrowed, something blue)
Birth of child
U.S. Savings Bond, silver baby spoon
Birthday
Card, present, cake with candles
50th Wedding anniversary
Catered party, card and gift, display of photos of the couple’s life together
Graduation
Pen, U.S. Savings Bond, card, wristwatch
Valentine’s Day
Candy, card, flowers
New Year’s Eve
Champagne, party, fancy dress
Thanksgiving
Prepare a turkey meal for family and friends
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Table 12.3 Facial Beauty Ritual of a Young TV Advertising Sales Representative
1. I pull my hair back with a headband.
2. I take all of my makeup off with L’Oreal eye makeup remover.
3. Next, I use a Q-tip with some moisturizer around my eyes to make sure all eye makeup is removed.
4. I wash my face with Noxzema facial wash.
I apply Clinique Dramatically Different Lotion to my face, neck, and throat.
If I have a blemish, I apply Clearasil Treatment to the area to dry it out.
6. Twice weekly (or as necessary) I use Aapri Facial Scrub to remove dry and dead skin.
7. Once a week I apply Clinique Clarifying Lotion 2 with a cotton ball to my face and throat to remove deep-down dirt and oils.
8. Once every three months I get a professional salon facial to deep-clean my pores.
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19. The Measurement of Culture
Content Analysis
Consumer Fieldwork
Value Measurement Instruments
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Content Analysis
A method for systematically analyzing the content of verbal and/or pictorial communication. The method is frequently used to determine prevailing social values of a society.
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Field Observation
A cultural measurement technique that takes place within a natural environment that focuses on observing behavior (sometimes without the subjects’ awareness).
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22. Characteristics of Field Observation
Takes place within a natural environment
Performed sometimes without the subject’s awareness
Focuses on observation of behavior
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23. Participant-Observers
Researchers who participate in the environment that they are studying without notifying those who are being observed.
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24. Value Measurement Survey Instruments
Rokeach Value Survey (RVS)
A self-administered inventory consisting of eighteen “terminal” values (i.e., personal goals) and eighteen “instrumental” values (i.e., ways of reaching personal goals)
List of Values (LOV)
A value measurement instrument that asks consumers to identify their two most important values from a nine-value list that is based on the terminal values of the Rokeach Value Survey
Values and Lifestyles (VALS)
A value measurement based on two categories: self-definition and resources
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25. Table 12.5 Excerpt from the Rokeach Value Survey
TERMINAL VALUES
INSTRMENTAL VALUES
A comfortable life
Ambitious
An exciting life
Broad-minded
A world at peace
Capable
Equality
Cheerful
Freedom
Clean
Happiness
Courageous
National security
Forgiving
Pleasure
Helpful
Salvation
Honest
Social recognition
Imaginative
True friendship
Independent
Wisdom
Intellectual
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26. This ad references a terminal value.

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American Core Values
Achievement and success
Activity
Efficiency and practicality
Progress
Material comfort
Individualism
Freedom
External conformity
Humanitarianism
Youthfulness
Fitness and health
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Discussion Question
Have you observed changes in any of the core values over the past 4 years?
Why did those changes occur?
How have they affected marketers?
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29. Criteria for Value Selection
The value must be pervasive.
The value must be enduring.
The value must be consumer-related.
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30. Toward a Shopping Culture
Is shopping what we do to create value in our lives?
The younger generation is shopping more
This has an effect on credit card debt
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