Premium
Social Influence on consumer decisions: Motives, modes, and consequences
Author(s) -
Wood Wendy,
Hayes Timothy
Publication year - 2012
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1016/j.jcps.2012.05.003
Subject(s) - consumption (sociology) , consumer research , consumer behaviour , psychology , marketing , consumer information , trace (psycholinguistics) , social psychology , business , sociology , social science , philosophy , linguistics
Abstract Research on consumer decision making has long recognized the influence of others. In this comment on Simpson, Griskevicius, and Rothman (this issue), we agree with them that consumer decisions are best understood in the social contexts in which these decisions are made. We explain how research on consumer social influence incorporates social motives, and we trace the effects of these motives on consumers’ information processing and their purchase and consumption decisions.