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
相关论文
共 50 条
  • [31] Social motives vs social influence: An experiment on interdependent time preferences
    Rodriguez-Lara, Ismael
    Ponti, Giovanni
    GAMES AND ECONOMIC BEHAVIOR, 2017, 105 : 177 - 194
  • [32] The influence of self-related motives in social inference
    Sanitioso, R
    SWISS JOURNAL OF PSYCHOLOGY, 1997, 56 (02): : 82 - 94
  • [33] Social influence and job choice decisions
    Kulkarni, Mukta
    Nithyanand, Siddharth
    EMPLOYEE RELATIONS, 2013, 35 (02) : 139 - 156
  • [34] Precautionary motives and portfolio decisions
    Hochguertel, S
    JOURNAL OF APPLIED ECONOMETRICS, 2003, 18 (01) : 61 - 77
  • [35] Bequest motives and fertility decisions
    Futagami, Ritsuko
    Kamada, Kimiyoshi
    Sato, Takashi
    ECONOMICS LETTERS, 2006, 92 (03) : 348 - 352
  • [36] Impact of Corporate Social Responsibility and Sustainability Policies on Consumer Decisions
    Menshikova, Maria S.
    UPRAVLENETS-THE MANAGER, 2013, (03): : 46 - 51
  • [37] Social media and consumer buying decisions in tourism: The case of Turkey
    Icoz, Orhan
    Kutuk, Anil
    Icoz, Onur
    PASOS-REVISTA DE TURISMO Y PATRIMONIO CULTURAL, 2018, 16 (04) : 1051 - 1066
  • [38] The Effect of Social Influence on Consumer Regret
    Kuo, Hsiao-Ching
    Marketing Dynamism & Sustainability-Things Change, Things Stay the Same..., 2015, : 663 - 663
  • [39] Consumer sentiment: The influence of social media
    Zhang, Zhengfa
    Keasey, Kevin
    Lambrinoudakis, Costas
    V. Mascia, Danilo
    ECONOMICS LETTERS, 2024, 237
  • [40] SOCIAL INFLUENCE AND THE CONSUMER BANKRUPTCY DECISION
    Fisher, Jonathan D.
    CONTEMPORARY ECONOMIC POLICY, 2020, 38 (03) : 474 - 482
12345