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The Influence of Friends on Consumer Spending: The Role of Agency–Communion Orientation and Self-Monitoring
16 references·16 citing·42 second hopsampled
The Influence of Friends on Consumer Spending: The Role of Agency–Communion Orientation and Self-Monitoring (2011)The Influence of Friends on Consumer Spen…Sex Differences in Social Behavior (2013)Sex Differences in Social Beh…Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent (2000)Consumers' Use of Persuasion …Commercial Friendships: Service Provider-Client Relationships in Context (1999)Commercial Friendships: Servi…Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management. (1998)Self-promotion as a risk fact…Normative Influences on Impulsive Buying Behavior (1995)Normative Influences on Impul…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…The Influence of Familial and Peer-Based Reference Groups on Consumer Decisions (1992)The Influence of Familial and…Sex Differences in Social Behavior: A Social-Role Interpretation. (1989)Sex Differences in Social Beh…Revision of the Self-Monitoring Scale. (1984)Revision of the Self-Monitori…Reference Group Influence on Product and Brand Purchase Decisions (1982)Reference Group Influence on …The psychology of social impact. (1981)The psychology of social impa…Interpersonal expectancy effects: the first 345 studies (1978)Interpersonal expectancy effe…Self-monitoring of expressive behavior. (1974)Self-monitoring of expressive…The Duality of Human Existence (1969)The Duality of Human ExistenceThe Duality of Human Existence (1967)The Duality of Human ExistenceAn Empirical Investigation of Self-Attitudes (1954)An Empirical Investigation of…Traveling with Companions: The Social Customer Journey (2020)Traveling with Companions: Th…Social Influence in the Retail Context: A Contemporary Review of the Literature (2019)Social Influence in the Retai…Political Identity and Financial Risk Taking: Insights from Social Dominance Orientation (2019)Political Identity and Financ…Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context (2017)Social Consumer Neuroscience:…How to Conduct a Mini-Ethnographic Case Study: A Guide for Novice Researchers (2017)How to Conduct a Mini-Ethnogr…Giving back the “self” in self service: customer preferences in self-service failure recovery (2017)Giving back the “self” in sel…From Browsing to Buying and Beyond: The Needs-Adaptive Shopper Journey Model (2017)From Browsing to Buying and B…Brand tribalism and self-expressive brands: social influences and brand outcomes (2015)Brand tribalism and self-expr…Better Not Smile at the Price: The Differential Role of Brand Anthropomorphization on Perceived Price Fairness (2015)Better Not Smile at the Price…Revisiting gender differences: What we know and what lies ahead (2014)Revisiting gender differences…Footprints in the Sands of Time: A Comparative Analysis of the Effectiveness of Customer Satisfaction and Customer–Company Identification over Time (2014)Footprints in the Sands of Ti…Effects of product type and contextual cues on eliciting naive theories of popularity and exclusivity (2014)Effects of product type and c…Communal and Agentic Content in Social Cognition (2014)Communal and Agentic Content …An Examination of Social Influence on Shopper Behavior Using Video Tracking Data (2014)An Examination of Social Infl…Targeting Revenue Leaders for a New Product (2013)Targeting Revenue Leaders for…How Males and Females Differ in Their Likelihood of Transmitting Negative Word of Mouth (2013)How Males and Females Differ …The Psychology of Interpersonal Relations. 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(2004)Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask (2006)Workplace harassment: Double jeopardy for minority women. (2006)Measurement of Consumer Susceptibility to Interpersonal Influence (1989)Brand Community (2001)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)Gender and leadership style: A meta-analysis. (1990)Description and Prescription: How Gender Stereotypes Prevent Women's Ascent Up the Organizational Ladder (2001)Role congruity theory of prejudice toward female leaders. 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this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 1974Self-monitoring of expressive behavior.3,416 cited
  • 2013Sex Differences in Social Behavior3,322 cited
  • 1989Sex Differences in Social Behavior: A Social-Role Interpretation.3,266 cited
  • 1981The psychology of social impact.2,864 cited
  • 1982Reference Group Influence on Product and Brand Purchase Decisions1,950 cited
  • 1995Normative Influences on Impulsive Buying Behavior1,941 cited
  • 1954An Empirical Investigation of Self-Attitudes1,690 cited
  • 1998Self-promotion as a risk factor for women: The costs and benefits of counterstereotypical impression management.1,511 cited
  • 2000Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent1,339 cited
  • 1984Revision of the Self-Monitoring Scale.1,229 cited
  • 1999Commercial Friendships: Service Provider-Client Relationships in Context1,200 cited
  • 1969The Duality of Human Existence1,168 cited
  • 1978Interpersonal expectancy effects: the first 345 studies1,133 cited
  • 1967The Duality of Human Existence1,121 cited

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  • 1992The Influence of Familial and Peer-Based Reference Groups on Consumer Decisions919 cited
  • Cited by

    • 2014Communal and Agentic Content in Social Cognition669 cited
    • 2014Revisiting gender differences: What we know and what lies ahead613 cited
    • 2020Traveling with Companions: The Social Customer Journey297 cited
    • 2017How to Conduct a Mini-Ethnographic Case Study: A Guide for Novice Researchers184 cited
    • 2013How Males and Females Differ in Their Likelihood of Transmitting Negative Word of Mouth169 cited
    • 2014Footprints in the Sands of Time: A Comparative Analysis of the Effectiveness of Customer Satisfaction and Customer–Company Identification over Time159 cited
    • 2019Social Influence in the Retail Context: A Contemporary Review of the Literature152 cited
    • 2014An Examination of Social Influence on Shopper Behavior Using Video Tracking Data147 cited
    • 2015Better Not Smile at the Price: The Differential Role of Brand Anthropomorphization on Perceived Price Fairness122 cited
    • 2013Targeting Revenue Leaders for a New Product118 cited
    • 2015Brand tribalism and self-expressive brands: social influences and brand outcomes109 cited
    • 2017Social Consumer Neuroscience: Neurophysiological Measures of Advertising Effectiveness in a Social Context107 cited
    • 2014Effects of product type and contextual cues on eliciting naive theories of popularity and exclusivity94 cited
    • 2019Political Identity and Financial Risk Taking: Insights from Social Dominance Orientation84 cited
    • 2017Giving back the “self” in self service: customer preferences in self-service failure recovery82 cited
    • 2017From Browsing to Buying and Beyond: The Needs-Adaptive Shopper Journey Model76 cited