Areference groupis “a group whose presumed perspectives or
values are being used by an individual as the basis for his or her
judgments, opinions, and actions.” Consumers use reference
groups as a guide to specific behaviors, even when the groups are
not present.
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In the party example, your peers—although not
present—provided a standard of dress that you referred to in your
clothing selection. Likewise, your college classmates, family, and
co-workers, or even a group to which you aspire, may serve as referents, and your consumption patterns will typically conform to
the expectations of the groups that are most important to you