Interpersonal Influences in Consumer Psychology

doi:10.1017/9781009243957.013

10 - Interpersonal Influences in Consumer Psychology

from 2 - Consumer Psychology of Groups and Society

Published online by Cambridge University Press: 30 March 2023

Rosellina Ferraro and

Edited by

Derek D. Rucker and

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 influence consumer interaction self-presentation interpersonal perception consumer psychology

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Type: Chapter
Information: The Cambridge Handbook of Consumer Psychology , pp. 273 - 308

DOI: https://doi.org/10.1017/9781009243957.013 [Opens in a new window]

Publisher: Cambridge University Press

Print publication year: 2023

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