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10 - Interpersonal Influences in Consumer Psychology

from 2 - Consumer Psychology of Groups and Society

Published online by Cambridge University Press:  30 March 2023

By
Rosellina Ferraro  and
Brent McFerran
Edited by
Cait Lamberton ,
Derek D. Rucker  and
Stephen A. Spiller
Cait Lamberton
Affiliation:
Wharton School, University of Pennsylvania
Derek D. Rucker
Affiliation:
Kellogg School, Northwestern University, Illinois
Stephen A. Spiller
Affiliation:
Anderson School, University of California, Los Angeles
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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

interpersonal influenceconsumer interactionself-presentationinterpersonal perceptionconsumer psychology
Type
Chapter
Information
The Cambridge Handbook of Consumer Psychology , pp. 273 - 308
Publisher: Cambridge University Press
Print publication year: 2023

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