From conformity to reactance: Contingent role of network centrality in consumer-to-consumer influence

Pabitra Chatterjee, Barthélemy Chollet and Olivier Trendel

Journal of Business Research, 2017, vol. 75, issue C, 86-94

Abstract: Central consumers in a group often are influential, because their social prominence commands conformity from other members. Yet, there can be another contradictory effect of centrality, such that other members regard it as a threat to their attitudinal freedom and express reactance instead of conformity. Whether a group member conforms or reacts to the evaluation of a more central member might depend on the strength of their relationship, which determines the social cost of disagreeing. We provide evidence of such an interaction between centrality and relational strength with an experiment where participants with preexisting affective ties of varying strengths taste a snack in groups (Study 1) and a field study where participants connected by instrumental ties consume a complex service (Study 2). A scenario-based experiment manipulating centrality and strength of ties provides further evidence that reactance underlies the observed effects (Study 3).

Keywords: Consumer-to-consumer influence; Centrality; Shared consumption; Tie strength (search for similar items in EconPapers)
Date: 2017
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:75:y:2017:i:c:p:86-94

DOI: 10.1016/j.jbusres.2017.02.012

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