Social Influence on consumer decisions: Motives, modes, and consequences
نویسندگان
چکیده
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. © 2012 Society for Consumer Psychology. Published by Elsevier Inc. All rights reserved.
منابع مشابه
Electronic Word-of-Mouth: Motives for and Consequences of Reading Customer Articulations on the Internet
The Internet makes it possible for consumers to obtain electronic word of mouth from other consumers. Customer comments articulated via the Internet are available to a vast number of other customers, and therefore can be expected to have a significant impact on the success of goods and services. This paper derives several motives that explain why customers retrieve other customers’ on-line arti...
متن کاملFundamental motives: How evolutionary needs influence consumer behavior
Can we better understand modern consumer behavior by examining its links to our ancestral past? We consider the underlying motives for consumption and choice from an evolutionary perspective. We review evidence that deep-seated evolutionary motives continue to influence much modern behavior, albeit not always in obvious or conscious ways. These fundamental motives include: (1) evading physical ...
متن کاملFuture Challenges and Opportunities in Online Prescription Drug Promotion Research; Comment on “Trouble Spots in Online Direct-to-Consumer Prescription Drug Promotion: A Content Analysis of FDA Warning Letters”
Despite increased availability of online promotional tools for prescription drug marketers, evidence on online prescription drug promotion is far from settled or conclusive. We highlight ways in which online prescription drug promotion is similar to conventional broadcast and print advertising and ways in which it differs. We also highlight five key areas for future research: branded drug websi...
متن کاملDilemma in two game structures for a closed-loop supply chain under the influence of government incentives
The government organizations grant incentives to promote green product consumption, improve green product quality, boost remanufacturing activities, etc. through various policies. The objective of this study is to highlight pros and cons of two incentive policies, namely (1) incentive on manufacturer’s R&D investment and (2) direct incentive to consumer based on greening level of the product on...
متن کاملRelation of the Consumer Susceptibility to Interpersonal Influence and Pattern of Status Consumption in Citizens of Kashan (2017)
Expended Abstract Introduction: In recent decades, the pattern of consumption and attention to the social and cultural dimensions of consumer behavior has attracted the attention of many of the proprietors of social sciences and cultural studies. In this regard, in the contemporary period, a new phenomenon has emerged that consumption is not needed, rather, is due to other factors such as the ...
متن کامل