Reference Group Influence on Product and Brand Purchase Decisions

Bearden, William O.; Etzel, Michael J.

doi:10.1086/208911

Cited by 1,475 publications

(1,169 citation statements)

References 24 publications

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“…Some research, though it has not focused on divergence directly, has highlighted differences between private and public consumption. People choose more variety in public settings than private ones (Ratner and Kahn 2002), and reference group influence is generally greater for products consumed publicly (e.g., cars and suits as opposed to mattresses; Bearden and Etzel 1982). Combined, these results might predict that divergence depends on whether the domain is publicly visible (also see ).…”

Section: Study 1: Divergence In Selecting Tastesmentioning

confidence: 98%

“…Prior research indicates that consumers' choices are often influenced by reference groups (Bearden and Etzel 1982;Moschis 1976;Stafford 1966), and people may conform to the choices of similar others due to information or a need to belong, avoid punishment, or express identity (Deutsch and Gerard 1955;Park and Lessig 1977). Consumers may also avoid options that are linked to certain out-groups to avoid being associated with them Englis and Solomon 1995;White and Dahl 2006).…”

Section: Study 3: Moderating Influence Of Group Associationmentioning

confidence: 99%

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Where Consumers Diverge from Others: Identity Signaling and Product Domains

Berger

Heath

2007

Journal of Consumer Research

993

829

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We propose that consumers often make choices that diverge from those of others to ensure that they effectively communicate desired identities. Consistent with this identity-signaling perspective, four studies illustrate that consumers are more likely to diverge from majorities, or members of other social groups, in product domains that are seen as symbolic of identity (e.g., music or hairstyles, rather than backpacks or stereos). In identity domains, participants avoided options preferred by majorities and abandoned preferences shared with majorities. The social group associated with a product influenced choice more in identity domains and when a given product was framed as identity relevant. People diverge, in part, to avoid communicating undesired identities. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

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Section: Study 1: Divergence In Selecting Tastesmentioning

confidence: 98%

Section: Study 3: Moderating Influence Of Group Associationmentioning

confidence: 99%

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Berger

Heath

2007

Journal of Consumer Research

993

829

View full text Add to dashboard Cite

show abstract

“…Reference groups have potential in forming a person attitudes or behavior in goods and its brand name (Bearden & Etzel, 1982). Social factors also impact the buying behavior of consumers (Ang et al, 2001).…”

Section: Social Influence and Attitudesmentioning

confidence: 99%

Attitudes and Purchase Intention Towards Counterfeiting Luxurious Fashion Products in Vietnam

Hà

Tam

2015

IJEF

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The research aims to analyze factors affecting the attitudes toward counterfeitingluxurious fashion products, and attitudes" effect on the purchase intention of consumer. A survey was conducted with 585 individuals in Vietnam. The researchused the method of EFA, multiple regressionand testing differenceand found 06 factors, such as brand image, social influence, price-quality inferences, Integrity, novelty seeking, status consumption,influence to attitudes toward counterfeiting luxurious fashion product. A positive correlation between attitudes and intention of purchase counterfeiting luxurious fashion product was also found. In addition, the research figured out the difference between attitude and purchasing intention of the consumer in monthly income, genders andtypes of companies.

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“…The individual not only looks at the group for social acceptance, but also engages in direct verbal interaction to evaluate purchased products. Students tend to rely largely on such groups regarding purchases (Park and Lessig, 1977;Bearden and Etzel, 1982). Mobile phone buying can also be regarded as a product with big social reward/punishment.…”

Section: Influence From Other Peoplementioning

confidence: 99%

Post-purchase cognitive dissonance evidence from the mobile phone market

Graff

Sophonthummapharn

Parida

2012

IJTMKT

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This article investigates whether cognitive dissonance exists in the post-purchase phase in the mobile phone industry. It asks if mobile phone users are fully satisfied since they are usually overloaded with information during the purchasing period. Three dimensions of dissonance were measured in 283 university students. The results provide interesting insights. The major differences between the high and low dissonance groups are being influenced by other people's opinions, difficulty in finding information, product involvement, and satisfaction with mobile phones/operators. These findings reveal that consumers are 'not unhappy' with their mobile phones/operators, but not extremely happy either. However, there is ample room for improvements in the level of consumer satisfaction. Marketers should give consumers' perceptions of communicated messages high priority. The messages need to be straightforward and clear in the consumers' interpretation as this will reduce negative feelings after purchase.

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Reference Group Influence on Product and Brand Purchase Decisions

Cited by 1,475 publications

References 24 publications

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Attitudes and Purchase Intention Towards Counterfeiting Luxurious Fashion Products in Vietnam

Post-purchase cognitive dissonance evidence from the mobile phone market

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Reference Group Influence on Product and Brand Purchase Decisions

Cited by 1,475 publications

References 24 publications

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Attitudes and Purchase Intention Towards Counterfeiting Luxurious Fashion Products in Vietnam

Post-purchase cognitive dissonance  evidence from the mobile phone market

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Product

Resources

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Post-purchase cognitive dissonance evidence from the mobile phone market