Social Influence in the Retail Context: A Contemporary Review of the Literature

Jennifer J. Argo and Darren W. Dahl

Journal of Retailing, 2020, vol. 96, issue 1, 25-39

Abstract: In this article we review research from the past decade that explores how elements of social influence in the bricks-and-mortar retail environment impact customers. We focus our discussion on demonstrating how the active and passive social influence of the salesforce and other shoppers in the retail context can impact a focal customer’s thoughts, feelings, and behaviors. Additionally, we utilize our review as an opportunity to highlight a variety of directions future research could pursue to further our understanding of the impact of the social retail environment.’

Keywords: Social influence; Retail; Consumer behavior (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (40)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:96:y:2020:i:1:p:25-39

DOI: 10.1016/j.jretai.2019.12.005

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