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Informational and Normative Social Influence in Buyer Behavior

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  • Burnkrant, Robert E
  • Cousineau, Alain
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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 2 (1975)
    Issue (Month): 3 (December)
    Pages: 206-15

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    Handle: RePEc:ucp:jconrs:v:2:y:1975:i:3:p:206-15

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    Cited by:
    1. Goodrich, Kendall & Mangleburg, Tamara F., 2010. "Adolescent perceptions of parent and peer influences on teen purchase: An application of social power theory," Journal of Business Research, Elsevier, vol. 63(12), pages 1328-1335, December.
    2. Basuroy, Suman & Chatterjee, Subimal, 2008. "Fast and frequent: Investigating box office revenues of motion picture sequels," Journal of Business Research, Elsevier, vol. 61(7), pages 798-803, July.
    3. Lim, Boon C. & Chung, Cindy M.Y., 2011. "The impact of word-of-mouth communication on attribute evaluation," Journal of Business Research, Elsevier, vol. 64(1), pages 18-23, January.
    4. Arvid Oskar Ivar Hoffmann & Wander Jager & J. H. Von Eije, 2007. "Social Simulation of Stock Markets: Taking It to the Next Level," Journal of Artificial Societies and Social Simulation, Journal of Artificial Societies and Social Simulation, vol. 10(2), pages 7.
    5. Pech, Wesley & Milan, Marcelo, 2009. "Behavioral economics and the economics of Keynes," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 38(6), pages 891-902, December.
    6. Philipp Kircher & Andrew Postlewaite, 2008. "Strategic firms and endogenous consumer emulation," LSE Research Online Documents on Economics 29699, London School of Economics and Political Science, LSE Library.
    7. Andreas Karpf, 2014. "Expectation Formation and Social Influence," Université Paris1 Panthéon-Sorbonne (Post-Print and Working Papers) halshs-00951588, HAL.
    8. João Proença & Inês Pereira, 2008. "Exploring the consumption of charity-linked products," International Review on Public and Nonprofit Marketing, Springer, vol. 5(1), pages 53-69, June.
    9. Yaniv, Ilan & Choshen-Hillel, Shoham & Milyavsky, Maxim, 2011. "Receiving advice on matters of taste: Similarity, majority influence, and taste discrimination," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 111-120, May.
    10. Andreas Karpf, 2014. "Expectation Formation and Social Influence," Documents de travail du Centre d'Economie de la Sorbonne 14005, Université Panthéon-Sorbonne (Paris 1), Centre d'Economie de la Sorbonne.
    11. Leal, Gabriela Pasinato Alves & Hor-Meyll, Luis Fernando & de Paula Pessôa, Luís Alexandre Grubits, 2014. "Influence of virtual communities in purchasing decisions: The participants' perspective," Journal of Business Research, Elsevier, vol. 67(5), pages 882-890.
    12. Kuenzel, Johanna & Musters, Pieter, 2007. "Social interaction and low involvement products," Journal of Business Research, Elsevier, vol. 60(8), pages 876-883, August.
    13. Chuang, Shih-Chieh & Cheng, Yin-Hui & Hsu, Chun-Ting, 2012. "The influence of suggestions of reference groups in the compromise effect," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 554-565.
    14. Shukla, Paurav, 2011. "Impact of interpersonal influences, brand origin and brand image on luxury purchase intentions: Measuring interfunctional interactions and a cross-national comparison," Journal of World Business, Elsevier, vol. 46(2), pages 242-252, April.
    15. Rachel Croson & Americus Reed & Jen Shang, 2007. "We give more: The impact of identity and the mere information effect on donation behavior," Natural Field Experiments 00324, The Field Experiments Website.
    16. Bublitz, Melissa G. & Peracchio, Laura A. & Andreasen, Alan R. & Kees, Jeremy & Kidwell, Blair & Miller, Elizabeth Gelfand & Motley, Carol M. & Peter, Paula C. & Rajagopal, Priyali & Scott, Maura L. &, 2013. "Promoting positive change: Advancing the food well-being paradigm," Journal of Business Research, Elsevier, vol. 66(8), pages 1211-1218.
    17. Jamal, Ahmad & Shukor, Syadiyah Abdul, 2014. "Antecedents and outcomes of interpersonal influences and the role of acculturation: The case of young British-Muslims," Journal of Business Research, Elsevier, vol. 67(3), pages 237-245.

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