{"product_id":"social-influence-and-consumer-behavior-1","title":"Social Influence and Consumer Behavior","description":"\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\u003eThe papers are authored by experts in consumer psychology from both psychology and marketing backgrounds. Some of their key insights include:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\u003e\n\u003cli\u003eThe relationship between the target and the influence agent determines the effectiveness of influence tactics\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\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\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\u003e\n\u003cli\u003eNegative associations of celebrity endorsers can transfer to the brand\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\u003e\n\u003cli\u003eCognitive dissonance underlies the question-behavior effect\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\u003e\n\u003cli\u003eFamily decision-making includes emotional contagion and mirroring\u003c\/li\u003e\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\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\n\u003cli\u003e\n\u003cp\u003e \u003c\/p\u003e \u003c\/li\u003e\n\u003cli\u003eThe fear-then-relief technique can lead to purchase.\u003c\/li\u003e\n\u003c\/ul\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 Ltd","offers":[{"title":"Default Title","offer_id":54262663184728,"sku":"9781848727717","price":192.2,"currency_code":"EUR","in_stock":true}],"url":"https:\/\/agendabookshop.com\/products\/social-influence-and-consumer-behavior-1","provider":"Agenda Bookshop","version":"1.0","type":"link"}