Reference Group Influence: they influence the information, attitudes, and aspiration levels that help set a consumer’s standards. 1. Aspiration group: one that a person wishes to be a member of or wishes to be identified with, such as a professional society or sports team, 2. Dissociative group: one that a person wishes to maintain a distance from because of differences in values or behaviors.

Family Influence: 1. Consumer socialization: the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers. 2. Family Life Cycle: describes the distinct phases that a family progresses through from formation to retirement, each phase brining with it identifiable purchasing behaviors. 3. Family Decision Making: decision made by husband or wife or both.

Consumer Values, Beliefs, and Attitudes:
Attitude formation:
Attitude—Ex: if you believe a specific car brand has this attribute, you are likely to have a favorable attitude toward it.
Believe—Ex: create favorable or unfavorable attitude the consumer has toward certain products, services, and brands.
Attitude change: 1. Changing beliefs about the extent to which a brand has certain attributes 2. Changing the perceived importance of attributes 3. Adding new attributes to the product

Selective Perception: 1. Selective perception: people pay attention to messages that are consistent with their attitudes and beliefs and ignore messages that are inconsistent with them. 2. Selective comprehension: interpreting information so that it is consistent with your attitudes and belief. 3. Selective retention: consumers do not remember all the info they see, read, or hear. 4. Subliminal perception: you see or hear messages without being aware of them.