Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 2 Consumer Psychology of Groups and Society
- 10 Interpersonal Influences in Consumer Psychology
- 11 The Psychology of Consumer Social Hierarchy and Rank Signaling
- 12 Political Ideology and Consumer Psychology
- 13 Religion and Consumer Psychology
- 14 The Psychology of Consumer Dignity
- 15 The Psychology of Shared Consumption
- 16 The Psychology of Access-Based Consumption
- 17 Word-of-Mouth and Consumer Psychology
- 18 Consumer Culture
- 3 Methods for Understanding Consumer Psychology
- Index
- References
10 - Interpersonal Influences in Consumer Psychology
from 2 - Consumer Psychology of Groups and Society
Published online by Cambridge University Press: 30 March 2023
Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 2 Consumer Psychology of Groups and Society
- 10 Interpersonal Influences in Consumer Psychology
- 11 The Psychology of Consumer Social Hierarchy and Rank Signaling
- 12 Political Ideology and Consumer Psychology
- 13 Religion and Consumer Psychology
- 14 The Psychology of Consumer Dignity
- 15 The Psychology of Shared Consumption
- 16 The Psychology of Access-Based Consumption
- 17 Word-of-Mouth and Consumer Psychology
- 18 Consumer Culture
- 3 Methods for Understanding Consumer Psychology
- Index
- References
Summary
Consumption is inherently a social activity. Interpersonal influences derive from exposure to others’ communications and actions and can affect the motivations, thoughts, emotions, or behaviors of a given focal consumer. Such influences arise from direct interaction between two or more individuals or from indirect exposure to other individual(s), such as via social media, social norms, or thinking about others. This chapter highlights and integrates the large body of interpersonal influence research from approximately the last five years (published between 2014 and 2021) using an organizing framework built around the customer journey. We also offer thoughts on where we see opportunities for moving interpersonal influences research in new directions.
Keywords
- Type
- Chapter
- Information
- The Cambridge Handbook of Consumer Psychology , pp. 273 - 308Publisher: Cambridge University PressPrint publication year: 2023
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