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11 - 1
LECTURE FIVE
SOCIAL CLASS
Consumer Behaviour in Travel and TourismDr H. Ruhi Yaman
11 - 2
Social Class
The division of members of a society
into a hierarchy of distinct status classes,
so that members of each class have either higher or lower status than members of other
classes.
11 - 3
Status Consumption
• Consumers endeavor to increase their social standing through consumption
• Very important for luxury goods
• Is different from conspicuous consumption
11 - 4
Discussion Question
• Why is status consumption important for some consumers?
• How can marketers promote increased status consumption?
11 - 5
Social Class Is Hierarchal
• Status is frequently thought of as the relative rankings of members of each social class
11 - 6
Table 11.2 Percent Distribution of Five-Category Social-Class Measure
SOCIAL CLASSES PERCENTAGEUpper 4.3Upper-middle 13.8Middle 32.8Working 32.3Lower 16.8Total percentage 100.0
11 - 7
Social Class Measurement• Subjective Measures
– individuals are asked to estimate their own social-class positions
• Reputational Measures– informants make judgments concerning the social-
class membership of others within the community
• Objective Measures– individuals answer specific socioeconomic
questions and then are categorized according to answers
11 - 8
Objective Measures
• Single-variable indexes– Occupation– Education– Income– Other Variables
• Composite-variable indexes– Index of Status
Characteristics– Socioeconomic
Status Score
11 - 9
Index of Status Characteristics
(ISC)
A composite measure of social
class that combines occupation, source
of income (not amount), house
type/dwelling area into a single
weighted index of social class standing.
11 - 10
Socioeconomic Status Score
(SES)
A multivariable social class measure used by
the United States Bureau of the Census
that combines occupational status, family income, and
educational attainment into a single measure of
social class standing.
11 - 11
Geodemographic Clusters
A composite segmentation
strategy that uses both geographic
variables (zip codes, neighborhoods) and
demographic variables (e.g.,
income, occupation) to identify target
markets.
11 - 12
PRIZM (Potential
Rating Index by Zip
Market)
A composite index of geographic and
socioeconomic factors expressed in
residential zip code neighborhoods from
which geodemographic
consumer segments are formed.
11 - 13
The Affluent Consumer
• Especially attractive target to marketers• Growing number of households can be
classified as “mass affluent” with incomes of at least $75,000
• Some researchers are defining affluent to include lifestyle and psychographic factors in addition to income
• Have different medial habits than the general population
11 - 14
Three segments of affluent
consumers’ average
household expenditures Figure 11-5
11 - 15
What Is the Middle Class?• The “middle” 50 percent of household incomes
- households earning between $22,500 and $80,000
• Households made up of college-educated adults who use computers, and are involved in children’s education
• Lower-middle to middle-middle based on income, education, and occupation (this view does NOT include upper-middle, which is considered affluent)
11 - 16
The Middle Class
• There is evidence that the middle class is slowly disappearing in the U.S.
• Growth of middle class in some Asian and Eastern European countries
• Many companies offering luxury to the masses with near-luxury models and goods
11 - 17
The Working Class?
• Households earning $40,000 or less control more than 30 percent of the total income in the U.S.
• These consumers tend to be more brand loyal than wealthier consumers.
11 - 18
Discussion Question
• What types of products are targeted to the working class?
• What issues must marketers consider when targeting their ads to the working class?
11 - 19
The Techno Class
• Having competency with technology
• Those without are referred to as “technologically underclassed”
• Parents are seeking computer exposure for their children
• Geeks now viewed as friendly and fun
11 - 20
Consumer Behavior and Social Class
• Clothing, Fashion, and Shopping
• The Pursuit of Leisure
• Saving, Spending, and Credit
• Social Class and Communication
11 - 21
Class Situations, Self-Perceptions, and Financial Orientations
Figure 11-9