Social influence and consumer behavior : a special issue of the journal Social Influence
Author(s)
Bibliographic Information
Social influence and consumer behavior : a special issue of the journal Social Influence
Psychology Press, 2013
Available at 10 libraries
  Aomori
  Iwate
  Miyagi
  Akita
  Yamagata
  Fukushima
  Ibaraki
  Tochigi
  Gunma
  Saitama
  Chiba
  Tokyo
  Kanagawa
  Niigata
  Toyama
  Ishikawa
  Fukui
  Yamanashi
  Nagano
  Gifu
  Shizuoka
  Aichi
  Mie
  Shiga
  Kyoto
  Osaka
  Hyogo
  Nara
  Wakayama
  Tottori
  Shimane
  Okayama
  Hiroshima
  Yamaguchi
  Tokushima
  Kagawa
  Ehime
  Kochi
  Fukuoka
  Saga
  Nagasaki
  Kumamoto
  Oita
  Miyazaki
  Kagoshima
  Okinawa
  Korea
  China
  Thailand
  United Kingdom
  Germany
  Switzerland
  France
  Belgium
  Netherlands
  Sweden
  Norway
  United States of America
Note
"The chapters in this book were originally published in Social Influence, volume 7, issue 3 (July 2012)."--P. vii
Includes bibliographical references and index
Description and Table of Contents
Description
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.
Table of Contents
1. Social influence and consumer behavior Daniel J. Howard 2. The world's (truly) oldest profession: Social influence in evolutionary perspective Jill M. Sundie, Robert B. Cialdini, Vladas Griskevicius and Douglas T. Kenrick 3. iPhones for friends, refrigerators for family: How products prime social networks Lalin Anik and Michael I. Norton 4. A risk of meaning transfer: Are negative associations more likely to transfer than positive associations? Margaret C. Campbell and Caleb Warren 5. Post-decisional information search: Balancing the pains of suspecting the worst with the comforts of knowing the worst Yaniv Shani and Marcel Zeelenberg 6. Process evidence for the question-behavior effect: Influencing socially normative behaviors Eric R. Spangenberg, David E. Sprott, David C. Knuff, Carl Obermiller and Anthony G. Greenwald 7. Social foundations of emotions in family consumption decision making Rachel Oakley Hsiung, Julie A. Ruth and Richard P. Bagozzi 8. Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence Dariusz Dolinski and Katarzyna Szczucka
by "Nielsen BookData"