1. Income and Social Class

2. 13-2 Consumer Spending and Economic Behavior General economic conditions affect the way we allocate our money A person’s social class impacts what he/she does with money Choices reflect one’s place in society Products can be status symbols

3. 13-3 Individual Attitudes Toward Money Wal-Mart study on how consumers think about money and brand names Three distinct groups of consumers: Brand Aspirationals: people with lower incomes who are obsessed with names like KitchenAid; Price-Sensitive Affluents: wealthier shoppers who love deals Value-Price Shoppers: like low prices and cannot afford much more.

4. 13-4 Consumer Confidence Consumer Confidence: the extent to which people are optimistic or pessimistic about the future health of the economy Influences how much discretionary money we will pump into the economy Measured by economists and closely tracked by Wall Street, consultants, retailers, etc. Overall savings rate is affected by: Pessimism/optimism about personal circumstances Local and world events Cultural differences in attitudes toward savings

5. 13-5 Social Class Social class is determined by income, family background, and occupation Social class determines access to resources like education, housing, consumer goods and positions of power Marketing strategies focus on the desire for social mobility Homogamy: We tend to marry people in similar social class

6. 13-6 Class Structure in the United States

7. 13-7 Class Structure Around the World China / India: rise of middle class “Affordable luxuries” within reach of many consumers Japan: status- and brand- conscious society Arabic cultures Women treated differently than men U.K.: rigid class structure still exists, but the dominance of its aristocracy is fading (Chavs)

8. 13-8 Relationship Between Income and Social Class Whether social class or income is a better predictor of a consumer’s behavior depends on the type of product being purchased: Social class is better predictor of lower-to-moderately priced symbolic purchases (perfume, I-Phones) Income is better predictor of major non-status / non- symbolic expenditures (“functional” medical procedures) Need both social class and income to predict expensive, symbolic product purchases (i.e. houses, cars and weddings)

9. 13-9 Class Differences in Worldview World of the working class is intimate and constricted Immediate needs dictate buying behavior Dependence on relatives/local community More likely to be conservative/family-oriented Maintaining appearance of home/property is ultra- important Many feel that an upper-echelon lifestyle is NOT worth the effort Affluenza concerns Fears of pressure to maintain upper-echelon status – “hedonic and self-presentational treadmill”

10. 13-10 Living Room Clusters and Social Class

11. 13-11 Targeting the Poor Poor people have the same basic needs as others Staples/food, clothing, health care, shelter Residents of poor neighborhoods travel more to have same access to supermarkets, banks, etc. Redlining

12. 13-12 Targeting the Rich Affluent consumers’ interests/spending priorities are affected by where they got their money how they got their money, and how long they’ve had their money Three different consumer attitudes toward luxury: Luxury is functional: buy things that will last and have enduring value Luxury is a reward: luxury goods say “I’ve made it” or encourage one to keep achieving Luxury is indulgence: extremely lavish and self-indulgent items

13. 13-13 Old Money Families that live on inherited funds Family history of public service and philanthropy “Trained to be rich”

14. 13-14 The Nouveau Riche The working wealthy…“rags to riches” Newcomers to the world of wealth Horatio Algers story Internet billionaires Status anxiety leading to symbolic self-completion (overbuying and bad investment decisions)

15. 13-15 Status Symbols “Keeping up with the Joneses/Satos” What matters is not wealth or fame itself but having more wealth or fame than others Status-Seeking: motivation to obtain products that will let others know that you have “made it” Invidious Distinction: we buy things to inspire envy in others through our display of wealth or power Conspicuous Consumption: people’s desire to provide prominent visible evidence of their ability to afford luxury goods Is this changing?

16. 13-16 Status Symbols (cont.) Status-symbol products vary across cultures and locales Brazil: owning a private helicopter to get around horrible traffic China: showing off pampered only child Russia: cell phones with gems, expensive ties Indonesia: retro cell phone the size of a brick

17. 13-17 Parody Display Parody Display: deliberately avoiding or mocking status symbols – a form of backlash… Examples: Ripped jeans