Social Influence on consumer decisions: Motives, modes, and consequences

被引：60
|
作者：
Wood, Wendy [1 ]
Hayes, Timothy [1 ]
机构：
[1] Univ So Calif, Los Angeles, CA 90089 USA
来源：
JOURNAL OF CONSUMER PSYCHOLOGY | 2012年 / 22卷 / 03期
关键词：
Social influence; Motives; Attitude change; IDENTITY; OTHERS; IMPACT;
D O I：
10.1016/j.jcps.2012.05.003
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
Research on consumer decision making has long recognized the influence of others. In this comment on Simpson, Griskevicius, and Rothman (this issue), we agree with them that consumer decisions are best understood in the social contexts in which these decisions are made. We explain how research on consumer social influence incorporates social motives, and we trace the effects of these motives on consumers' information processing and their purchase and consumption decisions. (C) 2012 Society for Consumer Psychology. Published by Elsevier Inc. All rights reserved.
引用
收藏
页码：324 / 328
页数：5
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