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Social Influence and Consumer Behavior

Social Influence and Consumer Behavior

          
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About the Book

A good deal of consumer research is focused on social influence, since consumers make purchase decisions in the context of a social framework. This collection of innovative essays examines both the conscious and non-conscious effects of social influence on consumer behavior processes and outcomes, covering a wide variety of topics such as compliance, influence tactics, social networks, social relationships, family decision-making, and spokespersons.

The papers are authored by experts in consumer psychology from both psychology and marketing backgrounds. Some of their key insights include:

  • The relationship between the target and the influence agent determines the effectiveness of influence tactics
  • Priming consumers with products associated with social networks, such as iPhones for friends or refrigerators with families, makes those products become more attractive
  • Negative associations of celebrity endorsers can transfer to the brand
  • Cognitive dissonance underlies the question-behavior effect
  • Family decision-making includes emotional contagion and mirroring
  • Post-decisional information search is often conducted even when the search may reveal that a bad decision was made
  • The fear-then-relief technique can lead to purchase.

The papers in this volume offer a rich assortment of research ideas which will prove valuable in furthering theoretical development in the social influence-consumer behavior area. This book will be of interest to consumer researchers and psychologists engaged in active empirical or conceptual work. It was originally published as a special issue of the journal Social Influence.


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Product Details
  • ISBN-13: 9781848727717
  • Publisher: Psychology Press
  • Publisher Imprint: Psychology Press
  • Depth: 13
  • Language: English
  • Returnable: N
  • Spine Width: 15 mm
  • Weight: 453 gr
  • ISBN-10: 1848727712
  • Publisher Date: 08 Dec 2012
  • Binding: Hardback
  • Height: 249 mm
  • No of Pages: 150
  • Series Title: Special Issues of Social Influence
  • Sub Title: A Special Issue of the Journal Social Influence
  • Width: 178 mm


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