The Psychology Of Consumer And Social Influence

Author : Daniel James Howard
Publisher : Nova Publishers
Page : 226 pages
File Size : 48,7 Mb
Release : 2016
Category : BUSINESS & ECONOMICS
ISBN : 1634855434

Get Book

The Psychology of Consumer and Social Influence by Daniel James Howard Pdf

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

Author : Daniel J. Howard,Amna Kirmani,Priyali Rajagopal
Publisher : Psychology Press
Page : 0 pages
File Size : 42,5 Mb
Release : 2014-09-11
Category : Consumer behavior
ISBN : 113884487X

Get Book

Social Influence and Consumer Behavior by Daniel J. Howard,Amna Kirmani,Priyali Rajagopal Pdf

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.

Author : Anonim
Publisher : Unknown
Page : 141 pages
File Size : 50,5 Mb
Release : 2013
Category : Consumer behavior
ISBN : 1315825058

Get Book

Social Influence and Consumer Behavior by Anonim Pdf

Author : Richard Bagozzi,Zynep Gurhan-Canli,Joseph Priester
Publisher : McGraw-Hill Education (UK)
Page : 238 pages
File Size : 51,8 Mb
Release : 2002-08-16
Category : Psychology
ISBN : 9780335230563

Get Book

The Social Psychology of Consumer Behaviour by Richard Bagozzi,Zynep Gurhan-Canli,Joseph Priester Pdf

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.

Author : Dariusz Dolinski
Publisher : Routledge
Page : 181 pages
File Size : 43,9 Mb
Release : 2015-07-03
Category : Psychology
ISBN : 9781317599630

Get Book

Techniques of Social Influence by Dariusz Dolinski Pdf

Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.

Author : Anonim
Publisher : Unknown
Page : 141 pages
File Size : 51,8 Mb
Release : 2013
Category : Consumer behavior
ISBN : 1317836723

Get Book

Social Influence and Consumer Behavior by Anonim Pdf

Author : Daniel J. Howard,Amna Kirmani,Priyali Rajagopal
Publisher : Psychology Press
Page : 0 pages
File Size : 49,9 Mb
Release : 2013
Category : Consumer behavior
ISBN : 1848727712

Get Book

Social Influence and Consumer Behavior by Daniel J. Howard,Amna Kirmani,Priyali Rajagopal Pdf

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.

Author : Elizabeth B Goldsmith
Publisher : Springer
Page : 191 pages
File Size : 43,9 Mb
Release : 2015-07-11
Category : Social Science
ISBN : 9783319207384

Get Book

Social Influence and Sustainable Consumption by Elizabeth B Goldsmith Pdf

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.

Author : Cait Lamberton,Derek D. Rucker,Stephen A. Spiller
Publisher : Cambridge University Press
Page : 873 pages
File Size : 49,8 Mb
Release : 2023-04-06
Category : Psychology
ISBN : 9781009243940

Get Book

The Cambridge Handbook of Consumer Psychology by Cait Lamberton,Derek D. Rucker,Stephen A. Spiller Pdf

In the last two years, consumers have experienced massive changes in consumption – whether due to shifts in habits; the changing information landscape; challenges to their identity, or new economic experiences of scarcity or abundance. What can we expect from these experiences? How are the world's leading thinkers applying both foundational knowledge and novel insights as we seek to understand consumer psychology in a constantly changing landscape? And how can informed readers both contribute to and evaluate our knowledge? This handbook offers a critical overview of both fundamental topics in consumer psychology and those that are of prominence in the contemporary marketplace, beginning with an examination of individual psychology and broadening to topics related to wider cultural and marketplace systems. The Cambridge Handbook of Consumer Psychology, 2nd edition, will act as a valuable guide for teachers and graduate and undergraduate students in psychology, marketing, management, economics, sociology, and anthropology.

Author : Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver
Publisher : OUP USA
Page : 206 pages
File Size : 48,7 Mb
Release : 2012-02-10
Category : Psychology
ISBN : 9780199743056

Get Book

Six Degrees of Social Influence by Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver Pdf

Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

Author : Michaela Wanke
Publisher : Psychology Press
Page : 786 pages
File Size : 40,7 Mb
Release : 2008-12-16
Category : Psychology
ISBN : 9781136642838

Get Book

Social Psychology of Consumer Behavior by Michaela Wanke Pdf

The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Experts from both fields – social psychology and consumer behavior – provide an informed, up-to-date overview, from an original integrative perspective. The aim of this volume is two-fold. On the one hand, the application of social psychology to consumer behavior is meant to broaden the horizon of social psychologists. On the other hand, students and researchers of consumer behavior will be offered an advanced account of relevant theories tailored to their interests. While the range of topics is rather broad – including the construal of judgments and decisions, affective and cognitive feelings, social and media influences, and goals and self-regulation – each chapter is focused on one specific theoretical or methodological perspective and thereby gives a comprehensive and penetrative account of the relevant issues and the respective research. The volume provides an invaluable resource to students, researchers, and instructors in social psychology, consumer psychology, consumer behavior, and marketing.

Author : Gordon Sammut,Martin W. Bauer
Publisher : Cambridge University Press
Page : 331 pages
File Size : 45,8 Mb
Release : 2021-01-07
Category : Language Arts & Disciplines
ISBN : 9781108416375

Get Book

The Psychology of Social Influence by Gordon Sammut,Martin W. Bauer Pdf

Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.

Author : Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger
Publisher : Oxford University Press
Page : 497 pages
File Size : 52,9 Mb
Release : 2017
Category : Psychology
ISBN : 9780199859870

Get Book

The Oxford Handbook of Social Influence by Stephen G. Harkins,Kipling D. Williams,Jerry M. Burger Pdf

The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.

Author : Joop van der Pligt,Michael Vliek
Publisher : Taylor & Francis
Page : 250 pages
File Size : 45,5 Mb
Release : 2016-10-04
Category : Psychology
ISBN : 9781317212348

Get Book

The Psychology of Influence by Joop van der Pligt,Michael Vliek Pdf

Whether it’s our choice of a new car or what we think about our neighbours, our opinions and attitudes are a way of negotiating the world around us. The Psychology of Influence explores how these preferences and behaviours are influenced and affected by the messages we receive in daily life. From consumer choices to political, lifestyle and financial decisions, the book examines how and why we may be influenced by a range of sources, from written text and television to social media and interpersonal communication. In a field that has fascinated scholars since Plato, the book addresses the key questions across cognitive, social and emotional domains: When do arguments become persuasive? What influence do role models have? What role do simple rules of thumb, social norms or emotions play? Which behaviours are difficult to influence, and why? Covering topics from attraction, prejudice and discrimination to reward, punishment and unconscious bias, The Psychology of Influence will be invaluable reading for students and researchers across a range of areas within applied and social psychology, as well as those in political science, communications, marketing and business and management.

Author : Philip G. Zimbardo,Michael R. Leippe
Publisher : McGraw-Hill Humanities, Social Sciences & World Languages
Page : 464 pages
File Size : 46,5 Mb
Release : 1991
Category : Attitude change
ISBN : UOM:39076002085475

Get Book

The Psychology of Attitude Change and Social Influence by Philip G. Zimbardo,Michael R. Leippe Pdf

This text, part of the McGraw-Hill Series in Social Psychology, is for the student with no prior background in social psychology. Written by Philip Zimbardo and Michael Leippe, outstanding researchers in the field, the text covers the relationships existing between social influence, attitude change and human behavior. Through the use of current, real-life situations, the authors illustrate the principles of behavior and attitude change at the same time that they foster critical thinking skills on the part of the reader.