The psychology of consumer and social influence : theory and research / Daniel J. Howard (Professor of Marketing, Edwin L. Cox School of Business, Dallas, TX, USA), editor.

Format:

Book

Contributor:

Howard, Daniel James, 1952- editor.

Series:

Psychology research progress series.

Psychology research progress

Language:

English

Subjects (All):

Consumer behavior.

Marketing--Psychological aspects.

Marketing.

Physical Description:

1 online resource (238 pages) : illustrations (some color)

Place of Publication:

Hauppauge, New York : Nova Science Publishers, Incorporated, [2016]

Language Note:

English

Summary:

This book stands out from other books on the topic of influence. Most books on influence or persuasion select authors to focus on subsets of theoretical issues within a fairly narrow research focus. In this book, you will find a set of consumer and social researchers - some among the best in the country who address topics within their areas of expertise. The papers presented here should have a unique appeal because of the diverse range of issues that are examined. The papers are broadly connected within the consumer and social influence domain, but vary considerably in the theoretical matters the chapters address: empirical studies on how indirect social influence can affect different styles of thinking that result in counterintuitive outcomes; new insights into the issue of self-control as a limited resource and how it affects susceptibility to persuasion and compliance; the different types of appeals most effective in facilitating abstinence from unhealthy habits; how the effectiveness of a companys public response to brand failures is contingent on different factors involved in such failures; the persuasiveness of different forms of online versus offline consumer influence strategies; an expanded theoretical approach to social responsiveness integrated into an emerging area of theoretical physics: socio-physical modeling; and finally a controversial chapter that defines, tests and validates a scale that measures a commonly used descriptive vulgarity (negative influence) and then demonstrates its utility in predicting interpersonal and social problems. The empirical and conceptual chapters compiled in this book should be of interest to researchers working in the areas of consumer or social influence looking for new theoretical insights and ideas to investigate, as well as for those seeking stimulating questions or results for classroom learning and discussion. This book provides both.

Contents:

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.

Notes:

Includes index.

Description based on print version record.

ISBN:

1-63485-543-4