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This collection of innovative essays examines the effects of social influence on consumer behavior processes and outcomes. The research focus is on social and consumer theory in helping to understand the interface between these two domains, with chapters investigating this interface from multiple perspectives thus providing diverse theoretical contributions to the discussion. This book was originally published as a special issue of the journal Social Influence.
This forward-looking volume examines the role of social influence--including social media--in creating and fostering sustainable consumer behavior. Using the concepts behind social influence theory as a launching point, it describes humans' need for social networks and identifies the core components of buying, such as consumer goals and the gathering of opinions. From here, chapters examine ways social influence can encourage and support sustainable consumption, from buying green products to recycling packaging materials to supporting environmentally responsible brands. Real-world examples, critical thinking questions, a breakdown of strategies for influencing behavior, and pertinent references give the book extra dimensions of value. Among the featured topics: Social influence: why it matters. Values, attitudes, opinions, goals, and motivation. What we buy and who we listen to: the science and art of consumption. Decision making and problem solving. Households: productivity and consumption. Sustainably managing resources in the built environment. Between its nuanced understanding of social connections and its up-to-date lens on technology, Social Influence and Sustainable Consumption is must reading for researchers in the fields of consumer psychology, consumer behavior, and consumer sustainability.
This book stands out from other books on the topic of influence. Most books on influence or persuasion select authors to focus on subsets of theoretical issues within a fairly narrow research focus. In this book, you will find a set of consumer and social researchers - some among the best in the country who address topics within their areas of expertise. The papers presented here should have a unique appeal because of the diverse range of issues that are examined. The papers are broadly connected within the consumer and social influence domain, but vary considerably in the theoretical matters the chapters address: empirical studies on how indirect social influence can affect different styles of thinking that result in counterintuitive outcomes; new insights into the issue of self-control as a limited resource and how it affects susceptibility to persuasion and compliance; the different types of appeals most effective in facilitating abstinence from unhealthy habits; how the effectiveness of a companys public response to brand failures is contingent on different factors involved in such failures; the persuasiveness of different forms of online versus offline consumer influence strategies; an expanded theoretical approach to social responsiveness integrated into an emerging area of theoretical physics: socio-physical modeling; and finally a controversial chapter that defines, tests and validates a scale that measures a commonly used descriptive vulgarity (negative influence) and then demonstrates its utility in predicting interpersonal and social problems. The empirical and conceptual chapters compiled in this book should be of interest to researchers working in the areas of consumer or social influence looking for new theoretical insights and ideas to investigate, as well as for those seeking stimulating questions or results for classroom learning and discussion. This book provides both.
This collection of innovative essays examines the effects of social influence on consumer behavior processes and outcomes. The research focus is on social and consumer theory in helping to understand the interface between these two domains, with chapters investigating this interface from multiple perspectives thus providing diverse theoretical contributions to the discussion. This book was originally published as a special issue of the journal Social Influence.
This volume provides coverage of the latest social-psychological research into consumer behavior, including cognitive and affective processes, media influences, and self-regulation.
Preface -- Indirect social influence at work : the effect of anticipated discussion on thinking style / Nicole Votolato Montgomery and Rajesh Bhargave, University of Virginia, Charlottesville, VA, USA, and others -- Self-control and the susceptibility to persuasion, compliance, and conformity / Edward Burkley and Thomas Hatvany, Oklahoma State University, OK, USA -- Blowing smoke : how appeal type influences subjective norms and intentions to consume electronic cigarettes / Mitchel R. Murdock and Priyali Rajagopal, University of South Carolina, SC, USA -- Consumer response to brand failure / Sekar Raju, Iowa State University, Ames, IA, USA -- Rethinking the diamond model : theory and research support self-anticonformity as a basic response and influence process / Paul R. Nail and Katarzyna Sznajd-Weron, University of Central Arkansas, AR, USA, and others -- Direct marketing on the internet: implications on customer acquisition, repeat buying, and firm performance / Jacquelyn Thomas, Richard Briesch and Peggy H. Tseng, Southern Methodist University, Dallas, TX, USA, and others -- The vulgar euphemism (VE) scale : entitled incivility in social relations / Daniel J. Howard, Southern Methodist University, Dallas, TX, USA -- Index
How do consumers process information? How do they make choices and decisions? How are decisions translated into actions of consumption? How can marketing influence and respond to consumers? The Social Psychology of Consumer Behaviour illuminates an area of intense academic and wider interest, bringing together research and practical insights into how theories in social psychology can be applied to consumer behaviour. Core themes include information processing and social cognition, communication processes, attitude models, emotion, social identity theory, and action theory. Within each of the major areas of social psychology, a historical perspective is provided, current knowledge reviewed, theories and findings critiqued, and directions for future research appraised. The Social Psychology of Consumer Behaviour provides a deeper perspective than standard texts which tend to be either atheoretical, overly encyclopedic, or outdated. It considers why consumers buy what they do, and how they go about making individual and group decisions concerning consumption. The result is essential reading for students, researchers and practitioners in psychology and marketing, as well as for those in related fields such as public policy, public health, health psychology, political science and sociology.
This book explores how cultural and social influences affect consumer decision making with a focus on uncertainty avoidance, rituals, and external threats. Indeed, uncertainty avoidance can exert significant influence on consumer behavior. For example, consumers in a culture with high uncertainty avoidance may show less positive attitudes towards new products than those in a culture with low uncertainty avoidance. Prior cultural research has mainly focused on how individualism/collectivism or power distance belief influences consumer attitudes and behaviors at an individual level, while seldom does research investigate the effect of uncertainty avoidance on consumption. This book examines how uncertainty avoidance affects superstitious consumption as well as its underlying mechanism and boundary condition. Rituals, as a component of culture, can affect consumer behaviors. However, few studies have shedded light on how repeating rituals can affect consumers’ willingness to use the products involved in the ritual. Consumer behavior is complex. Consumers are surrounded with various external threats such as health, economic, and informational threats, while prior research has primarily focused on health threats. Beyond this, inter-client conflicts, as a special type of social threat, can also affect consumption experience. In all, this book aims to examine how uncertainty avoidance, rituals and external threats influence consumer attitudes and behaviors. In this book, new research models would be developed. This book enriches our understanding on how cultural and social influences affect consumer decision making and provides insights for both researchers and practitioners in marketing.