{"id":"https://openalex.org/W1967255697","doi":"https://doi.org/10.1016/j.jcps.2012.05.003","title":"Social Influence on consumer decisions: Motives, modes, and consequences","display_name":"Social Influence on consumer decisions: Motives, modes, and consequences","publication_year":2012,"publication_date":"2012-05-04","ids":{"openalex":"https://openalex.org/W1967255697","doi":"https://doi.org/10.1016/j.jcps.2012.05.003","mag":"1967255697"},"language":"en","primary_location":{"id":"doi:10.1016/j.jcps.2012.05.003","doi":"https://doi.org/10.1016/j.jcps.2012.05.003","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jcps.2012.05.003","pdf_url":null,"source":{"id":"https://openalex.org/S163545350","display_name":"Journal of Consumer Psychology","issn_l":"1057-7408","issn":["1057-7408","1532-7663"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-b","erih-plus","fnege-1","ft50","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Consumer Psychology","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5070616555","display_name":"Wendy Wood","orcid":"https://orcid.org/0000-0002-6117-558X","observed_orcids":["https://orcid.org/0000-0002-6117-558X"]},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Wendy Wood","raw_affiliation_strings":["University of Southern California, Los Angeles, CA, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Southern California, Los Angeles, CA, USA","institution_ids":["https://openalex.org/I1174212"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5101887166","display_name":"Timothy Hayes","orcid":"https://orcid.org/0000-0001-7530-0241","observed_orcids":["https://orcid.org/0000-0001-7530-0241"]},"institutions":[{"id":"https://openalex.org/I1174212","display_name":"University of Southern California","ror":"https://ror.org/03taz7m60","country_code":"US","type":"education","lineage":["https://openalex.org/I1174212"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Timothy Hayes","raw_affiliation_strings":["University of Southern California, Los Angeles, CA, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Southern California, Los Angeles, CA, USA","institution_ids":["https://openalex.org/I1174212"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5070616555"],"corresponding_institution_ids":["https://openalex.org/I1174212"],"apc_list":{"value":3570,"currency":"USD","value_usd":3570},"apc_paid":null,"fwci":11.8422,"has_fulltext":false,"cited_by_count":122,"citation_normalized_percentile":{"value":0.97715578,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":94,"max":100},"biblio":{"volume":"22","issue":"3","first_page":"324","last_page":"328"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.46070000529289246,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T14244","display_name":"Consumer Behavior and Marketing Influence","score":0.46070000529289246,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10145","display_name":"Consumer Behavior in Brand Consumption and Identification","score":0.21699999272823334,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.07460000365972519,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/social-influence","display_name":"social influence","score":0.8320000171661377},{"id":"https://openalex.org/keywords/purchase-decision","display_name":"purchase decision","score":0.9940000176429749},{"id":"https://openalex.org/keywords/social-motives","display_name":"social motives","score":0.9869999885559082},{"id":"https://openalex.org/keywords/information-processing","display_name":"information processing","score":0.6399999856948853},{"id":"https://openalex.org/keywords/consumer-choice","display_name":"consumer choice","score":0.9269999861717224}],"concepts":[{"id":"https://openalex.org/C30772137","wikidata":"https://www.wikidata.org/wiki/Q5164762","display_name":"Consumption (sociology)","level":2,"score":0.6189601421356201},{"id":"https://openalex.org/C2992166776","wikidata":"https://www.wikidata.org/wiki/Q1141436","display_name":"Consumer research","level":2,"score":0.5331888198852539},{"id":"https://openalex.org/C23213687","wikidata":"https://www.wikidata.org/wiki/Q301468","display_name":"Consumer behaviour","level":2,"score":0.5324780941009521},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.48506060242652893},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.4751415252685547},{"id":"https://openalex.org/C3019394506","wikidata":"https://www.wikidata.org/wiki/Q92783015","display_name":"Consumer information","level":2,"score":0.4632856249809265},{"id":"https://openalex.org/C75291252","wikidata":"https://www.wikidata.org/wiki/Q1315756","display_name":"TRACE (psycholinguistics)","level":2,"score":0.4550926685333252},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.34676939249038696},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.19257953763008118},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.1581733226776123},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.06733188033103943},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/j.jcps.2012.05.003","doi":"https://doi.org/10.1016/j.jcps.2012.05.003","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jcps.2012.05.003","pdf_url":null,"source":{"id":"https://openalex.org/S163545350","display_name":"Journal of Consumer Psychology","issn_l":"1057-7408","issn":["1057-7408","1532-7663"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-b","erih-plus","fnege-1","ft50","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Consumer Psychology","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"id":"https://metadata.un.org/sdg/16","display_name":"Peace, justice, and strong institutions","score":0.7900000214576721}],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":25,"referenced_works":["https://openalex.org/W631150038","https://openalex.org/W1556348243","https://openalex.org/W1983206842","https://openalex.org/W2003955127","https://openalex.org/W2013833032","https://openalex.org/W2037186030","https://openalex.org/W2037964447","https://openalex.org/W2040365734","https://openalex.org/W2041963608","https://openalex.org/W2059555050","https://openalex.org/W2059726439","https://openalex.org/W2060257237","https://openalex.org/W2089697577","https://openalex.org/W2090534120","https://openalex.org/W2096226180","https://openalex.org/W2106901357","https://openalex.org/W2143602302","https://openalex.org/W2149561536","https://openalex.org/W2151318005","https://openalex.org/W2166872324","https://openalex.org/W2417608507","https://openalex.org/W2485419674","https://openalex.org/W2491346448","https://openalex.org/W3122724846","https://openalex.org/W4252403025"],"related_works":["https://openalex.org/W3048927723","https://openalex.org/W564926217","https://openalex.org/W2957425863","https://openalex.org/W594096625","https://openalex.org/W2118802032","https://openalex.org/W2013070581","https://openalex.org/W2744755830","https://openalex.org/W587593377","https://openalex.org/W7215978961","https://openalex.org/W1513780294"],"abstract_inverted_index":{"Abstract":[0],"Research":[1],"on":[2,16,47,62],"consumer":[3,28,48],"decision":[4],"making":[5],"has":[6],"long":[7],"recognized":[8],"the":[9,34,57],"influence":[10,50],"of":[11,59],"others.":[12],"In":[13],"this":[14],"comment":[15],"Simpson,":[17],"Griskevicius,":[18],"and":[19,54,66,69],"Rothman":[20],"(this":[21],"issue),":[22],"we":[23,55],"agree":[24],"with":[25],"them":[26],"that":[27],"decisions":[29,40],"are":[30,41],"best":[31],"understood":[32],"in":[33,37],"social":[35,49,52],"contexts":[36],"which":[38],"these":[39,60],"made.":[42],"We":[43],"explain":[44],"how":[45],"research":[46],"incorporates":[51],"motives,":[53],"trace":[56],"effects":[58],"motives":[61],"consumers\u2019":[63],"information":[64],"processing":[65],"their":[67],"purchase":[68],"consumption":[70],"decisions.":[71]},"counts_by_year":[{"year":2026,"cited_by_count":10},{"year":2025,"cited_by_count":7},{"year":2024,"cited_by_count":7},{"year":2023,"cited_by_count":7},{"year":2022,"cited_by_count":17},{"year":2021,"cited_by_count":12},{"year":2020,"cited_by_count":10},{"year":2019,"cited_by_count":10},{"year":2018,"cited_by_count":11},{"year":2017,"cited_by_count":11},{"year":2016,"cited_by_count":7},{"year":2015,"cited_by_count":7},{"year":2014,"cited_by_count":4},{"year":2013,"cited_by_count":2}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2016-06-24T00:00:00"}