{"product_id":"social-influence-and-consumer-behavior-9781138844872","title":"Social Influence and Consumer Behavior","description":"\u003cp\u003e • Author(s): Daniel Howard\u003cbr\u003e • Publisher: Taylor \u0026amp; Francis\u003cbr\u003e • Publisher Imprint: Psychology Press\u003cbr\u003e • BISAC: Social Psychology\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eA good deal of consumer research is focused on social influence, since consumers make purchase decisions in the context of a social framework. This collection of innovative essays examines both the conscious and non-conscious effects of social influence on consumer behavior processes and outcomes, covering a wide variety of topics such as compliance, influence tactics, social networks, social relationships, family decision-making, and spokespersons.\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eThe papers are authored by experts in consumer psychology from both psychology and marketing backgrounds. Some of their key insights include: \u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cul\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eThe relationship between the target and the influence agent determines the effectiveness of influence tactics\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003ePriming consumers with products associated with social networks, such as iPhones for friends or refrigerators with families, makes those products become more attractive\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eNegative associations of celebrity endorsers can transfer to the brand\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eCognitive dissonance underlies the question-behavior effect\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eFamily decision-making includes emotional contagion and mirroring\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003ePost-decisional information search is often conducted even when the search may reveal that a bad decision was made\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e\n\u003cli\u003eThe fear-then-relief technique can lead to purchase.\u003c\/li\u003e \u003cp\u003e\u003c\/p\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eThe papers in this volume offer a rich assortment of research ideas which will prove valuable in furthering theoretical development in the social influence-consumer behavior area. This book will be of interest to consumer researchers and psychologists engaged in active empirical or conceptual work. It was originally published as a special issue of the journal \u003ci\u003eSocial Influence\u003c\/i\u003e.\u003c\/p\u003e","brand":"Taylor \u0026 Francis","offers":[{"title":"Paperback","offer_id":45236835418263,"sku":"9781138844872","price":3987.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9781138844872.webp?v=1769214592","url":"https:\/\/atlanticbooks.com\/products\/social-influence-and-consumer-behavior-9781138844872","provider":"Atlantic Books","version":"1.0","type":"link"}