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Review paper

A contemporary review of three types of social influence in consumer psychology

Volume: 3, Issue: 1, Pages: 126 - 140
Published: Nov 16, 2019
Abstract
This review synthesizes the social presence literature that has been conducted in consumer psychology over the past decade. It provides a framework for understanding the impact of other buyers and salespeople on a consumer's thoughts, feelings, and behaviors. The review is structured around three types of social influence: utilitarian, value‐expressive, and informational. Examples of how recent research has explored each type of influence are...
Paper Details
Title
A contemporary review of three types of social influence in consumer psychology
Published Date
Nov 16, 2019
Volume
3
Issue
1
Pages
126 - 140
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