Article2013

The Entourage Effect

53 citations0/0 files storedJournal of Consumer Research

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Customer Service Quality and Loyalty Consumer Behavior in Brand Consumption and Identification Social Power and Status Dynamics

Abstract

Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, the authors show that VIPs feel higher levels of status when they are able to experience preferential treatment with an entourage, even if this results in the rewards associated with the treatment becoming less scarce. We show that the effect is driven by an increase in feelings of connection with one's guests. Several alternative explanations for the entourage effect are ruled out, and implications for practice are discussed.

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References

1973The Strength of Weak Ties 1995The need to belong: Desire for interpersonal attachments as a fundamental human motivation.1954A Theory of Social Comparison Processes 2017Exchange and Power in Social Life 1995Bowling Alone: America's Declining Social Capital 2002The Forms of Capital 1998The partial least squares approach for structural equation modeling.1988Possessions and the Extended Self

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