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

页码：324 / 328

页数：5

共 50 条

[21] MOTIVES, MEANS AND CONSEQUENCES
NYE, JS
SOCIETY, 1985, 22 (03) : 17 - 20
[22] Stereotypes and Social Decisions: The Interpersonal Consequences of Socioeconomic Status
Hughes, Bradley T.
Jacobson, Rachel
Rule, Nicholas O.
Srivastava, Sanjay
JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 2025,
[23] Editorial: The Social Life of Healthcare Decisions: Contexts and Consequences
Benzer, Matthias
Samiolo, Rita
FRONTIERS IN SOCIOLOGY, 2022, 7
[24] Why People Gossip: An Empirical Analysis of Social Motives, Antecedents, and Consequences
Beersma, Bianca
Van Kleef, Gerben A.
JOURNAL OF APPLIED SOCIAL PSYCHOLOGY, 2012, 42 (11) : 2640 - 2670
[25] Consumer Perceptions of the Antecedents and Consequences of Corporate Social Responsibility
Andrea J. S. Stanaland
May O. Lwin
Patrick E. Murphy
Journal of Business Ethics, 2011, 102 : 47 - 55
[26] Consumer Perceptions of the Antecedents and Consequences of Corporate Social Responsibility
Stanaland, Andrea J. S.
Lwin, May O.
Murphy, Patrick E.
JOURNAL OF BUSINESS ETHICS, 2011, 102 (01) : 47 - 55
[27] Integrating social networks and human social motives to achieve social influence at scale
Contractor, Noshir S.
DeChurch, Leslie A.
PROCEEDINGS OF THE NATIONAL ACADEMY OF SCIENCES OF THE UNITED STATES OF AMERICA, 2014, 111 : 13650 - 13657
[28] The Antecedents and Consequences of Consumer Engagement in Social Networking Sites
Ozata, F. Zeynep
Lujja, Abubakar
VISION 2020: SUSTAINABLE ECONOMIC DEVELOPMENT, INNOVATION MANAGEMENT, AND GLOBAL GROWTH, VOLS I-IX, 2017, 2017, : 2534 - 2535
[29] Consumer attributions for corporate social responsibility: causes and consequences
Konalingam, Kajenthiran
Sivapalan, Achchuthan
Ratnam, Umanakenan
Sivapiragasam, Sivanenthira
SOCIETY AND BUSINESS REVIEW, 2023, 18 (02) : 321 - 344
[30] Attachment Style and its Influence on the Activities, Motives, and Consequences of SNS Use
Baek, Young Min
Cho, Yunkyoung
Kim, Heejeong
JOURNAL OF BROADCASTING & ELECTRONIC MEDIA, 2014, 58 (04) : 522 - 541

← 1 2 3 4 5 →