Social Influence and Consumer Behavior PDF
By:Daniel J. Howard,Amna Kirmani,Priyali Rajagopal
Published on 2014-09-11 by Psychology Press
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.
This Book was ranked at 28 by Google Books for keyword Consumer Behaviour.
Book ID of Social Influence and Consumer Behavior's Books is 0iTkoQEACAAJ, Book which was written byDaniel J. Howard,Amna Kirmani,Priyali Rajagopalhave ETAG "ZsCv+y7V5A4"
Book which was published by Psychology Press since 2014-09-11 have ISBNs, ISBN 13 Code is 9781138844872 and ISBN 10 Code is 113884487X
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