메뉴 건너뛰기




Volumn 22, Issue 3, 2012, Pages 324-328

Social Influence on consumer decisions: Motives, modes, and consequences

Author keywords

Attitude change; Motives; Social influence

Indexed keywords


EID: 84863111407     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jcps.2012.05.003     Document Type: Article
Times cited : (78)

References (24)
  • 1
    • 0000557991 scopus 로고
    • Studies in the principles of judgments and attitudes: II. Determination of judgments by group and by ego standards
    • Asch S.E. Studies in the principles of judgments and attitudes: II. Determination of judgments by group and by ego standards. The Journal of Social Psychology 1940, 12:433-465. 10.1080/00224545.1940.9921487.
    • (1940) The Journal of Social Psychology , vol.12 , pp. 433-465
    • Asch, S.E.1
  • 2
    • 0002276495 scopus 로고
    • Effects of group pressure on the modification and distortion of judgments
    • Holt, New York, G.E. Swanson, T.M. Newcomb, E.L. Hartley (Eds.)
    • Asch S.E. Effects of group pressure on the modification and distortion of judgments. Readings in social psychology 1952, 2-11. Holt, New York. 2nd ed. G.E. Swanson, T.M. Newcomb, E.L. Hartley (Eds.).
    • (1952) Readings in social psychology , pp. 2-11
    • Asch, S.E.1
  • 3
    • 33748503741 scopus 로고    scopus 로고
    • Where consumers diverge from others: Identity signaling and product domains
    • Berger J., Heath C. Where consumers diverge from others: Identity signaling and product domains. The Journal of Consumer Research 2007, 34:121-134. 10.1086/519142.
    • (2007) The Journal of Consumer Research , vol.34 , pp. 121-134
    • Berger, J.1    Heath, C.2
  • 4
    • 51449097361 scopus 로고    scopus 로고
    • Who drives divergence? Identity signaling, outgroup dissimilarity, and the abandonment of cultural tastes
    • Berger J., Heath C. Who drives divergence? Identity signaling, outgroup dissimilarity, and the abandonment of cultural tastes. Journal of Personality and Social Psychology 2008, 95:593-607. 10.1037/0022-3514.95.3.593.
    • (2008) Journal of Personality and Social Psychology , vol.95 , pp. 593-607
    • Berger, J.1    Heath, C.2
  • 5
    • 51449102006 scopus 로고    scopus 로고
    • Shifting signals to help health: Using identity-signaling to reduce risky health behaviors
    • Berger J., Rand L. Shifting signals to help health: Using identity-signaling to reduce risky health behaviors. The Journal of Consumer Research 2008, 35:509-518. 10.1086/587632.
    • (2008) The Journal of Consumer Research , vol.35 , pp. 509-518
    • Berger, J.1    Rand, L.2
  • 6
    • 21844516812 scopus 로고
    • Change-of-meaning effects in conformity and dissent: Observing construal processes over time
    • Beuhler R., Griffin D. Change-of-meaning effects in conformity and dissent: Observing construal processes over time. Journal of Personality and Social Psychology 1994, 67:984-996. 10.1037/0022-3514.67.6.984.
    • (1994) Journal of Personality and Social Psychology , vol.67 , pp. 984-996
    • Beuhler, R.1    Griffin, D.2
  • 7
    • 84951122659 scopus 로고    scopus 로고
    • A theory of heuristic and systematic information processing
    • Sage, Thousand Oaks, CA
    • Chaiken S., Legerwood A. A theory of heuristic and systematic information processing. Handbook of theories of social psychology 2012, Vol. 1:246-266. Sage, Thousand Oaks, CA.
    • (2012) Handbook of theories of social psychology , vol.1 , pp. 246-266
    • Chaiken, S.1    Legerwood, A.2
  • 8
    • 0030510444 scopus 로고    scopus 로고
    • Getting at the truth or getting along: Accuracy-versus impression-motivated heuristic and systematic processing
    • Chen S., Schechter D., Chaiken S. Getting at the truth or getting along: Accuracy-versus impression-motivated heuristic and systematic processing. Journal of Personality and Social Psychology 1996, 71:262-275. 10.1037/0022-3514.71.2.262.
    • (1996) Journal of Personality and Social Psychology , vol.71 , pp. 262-275
    • Chen, S.1    Schechter, D.2    Chaiken, S.3
  • 9
    • 0242676963 scopus 로고    scopus 로고
    • Party over policy: The dominating impact of group influence on political beliefs
    • Cohen G.L. Party over policy: The dominating impact of group influence on political beliefs. Journal of Personality and Social Psychology 2003, 85:808-822. 10.1037/0022-3514.85.5.808.
    • (2003) Journal of Personality and Social Psychology , vol.85 , pp. 808-822
    • Cohen, G.L.1
  • 10
    • 33846002705 scopus 로고
    • A study of normative and informational influences upon individual judgment
    • Deutsch M., Gerard H.B. A study of normative and informational influences upon individual judgment. Journal of Abnormal and Social Psychology 1955, 51:629-636. 10.1037/h0046408.
    • (1955) Journal of Abnormal and Social Psychology , vol.51 , pp. 629-636
    • Deutsch, M.1    Gerard, H.B.2
  • 11
    • 30344451651 scopus 로고    scopus 로고
    • Self-construal, reference groups, and brand meaning
    • Escalas J.E., Bettman J.R. Self-construal, reference groups, and brand meaning. The Journal of Consumer Research 2005, 32:378-389. 10.1086/497549.
    • (2005) The Journal of Consumer Research , vol.32 , pp. 378-389
    • Escalas, J.E.1    Bettman, J.R.2
  • 12
    • 48449101733 scopus 로고    scopus 로고
    • Examining the relationship between reviews and sales: The role of reviewer identity disclosure in electronic markets
    • Forman C., Ghose A., Wiesenfeld B. Examining the relationship between reviews and sales: The role of reviewer identity disclosure in electronic markets. Information Systems Research 2008, 19:291-313. 10.1287/isre.1080.0193.
    • (2008) Information Systems Research , vol.19 , pp. 291-313
    • Forman, C.1    Ghose, A.2    Wiesenfeld, B.3
  • 13
  • 16
    • 77950241052 scopus 로고    scopus 로고
    • I'll have what she's having: Effects of social influence and body type on the food choices of others
    • McFerran B., Dahl D.W., Fitzsimons G.J., Morales A. I'll have what she's having: Effects of social influence and body type on the food choices of others. The Journal of Consumer Research 2010, 36:915-929. 10.1086/644611.
    • (2010) The Journal of Consumer Research , vol.36 , pp. 915-929
    • McFerran, B.1    Dahl, D.W.2    Fitzsimons, G.J.3    Morales, A.4
  • 17
    • 0035218788 scopus 로고    scopus 로고
    • Multiple motives and persuasive communication: Creative elaboration as a result of impression motivation and accuracy motivation
    • Nienhuis A.E., Manstead A.S.R., Spears R. Multiple motives and persuasive communication: Creative elaboration as a result of impression motivation and accuracy motivation. Personality and Social Psychology Bulletin 2001, 27:118-132. 10.1177/0146167201271010.
    • (2001) Personality and Social Psychology Bulletin , vol.27 , pp. 118-132
    • Nienhuis, A.E.1    Manstead, A.S.R.2    Spears, R.3
  • 20
    • 29644436622 scopus 로고    scopus 로고
    • Social influence: The role of social concensus in attitudes and attitude change
    • Erlbaum, Hillsdale, NJ, D. Albaraccin, B.T. Johnson, M.P. Zanna (Eds.)
    • Prislin R., Wood W. Social influence: The role of social concensus in attitudes and attitude change. Handbook of attitudes and attitude change 2005, 671-706. Erlbaum, Hillsdale, NJ. D. Albaraccin, B.T. Johnson, M.P. Zanna (Eds.).
    • (2005) Handbook of attitudes and attitude change , pp. 671-706
    • Prislin, R.1    Wood, W.2
  • 21
    • 0032177372 scopus 로고    scopus 로고
    • The self-esteem motive in social influence: Agreement with valued majorities and disagreement with derogated minorities
    • Pool G.J., Wood W., Leck K. The self-esteem motive in social influence: Agreement with valued majorities and disagreement with derogated minorities. Journal of Personality and Social Psychology 1998, 75:967-975. 10.1037/0022-3514.75.4.967.
    • (1998) Journal of Personality and Social Psychology , vol.75 , pp. 967-975
    • Pool, G.J.1    Wood, W.2    Leck, K.3
  • 22
    • 34248550162 scopus 로고    scopus 로고
    • To be or not be: The influence of dissociative reference groups on consumer preferences
    • White K., Dahl D.W. To be or not be: The influence of dissociative reference groups on consumer preferences. Journal of Consumer Psychology 2006, 16:404-414. 10.1207/s15327663.jcp1604_11.
    • (2006) Journal of Consumer Psychology , vol.16 , pp. 404-414
    • White, K.1    Dahl, D.W.2
  • 23
    • 0030346546 scopus 로고    scopus 로고
    • Self-definition, defensive processing, and influence: The normative impact of majority and minority groups
    • Wood W., Pool G.J., Leck K., Purvis D. Self-definition, defensive processing, and influence: The normative impact of majority and minority groups. Journal of Personality and Social Psychology 1996, 71:1181-1193. 10.1037/0022-3514.71.6.1181.
    • (1996) Journal of Personality and Social Psychology , vol.71 , pp. 1181-1193
    • Wood, W.1    Pool, G.J.2    Leck, K.3    Purvis, D.4
  • 24
    • 85047693583 scopus 로고    scopus 로고
    • Forewarned and forearmed? Two meta-analytic syntheses of forewarnings of influence appeals
    • Wood W., Quinn J.M. Forewarned and forearmed? Two meta-analytic syntheses of forewarnings of influence appeals. Psychological Bulletin 2003, 129:119-138. 10.1037/0033-2909.129.1.119.
    • (2003) Psychological Bulletin , vol.129 , pp. 119-138
    • Wood, W.1    Quinn, J.M.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.