Publication Date

12-2023

Description

The extant literature on influence explores how attitudes, beliefs, and behaviors are shaped. This research falls into three main categories: social influence, persuasive communication–based influence, and choice architecture–based influence. Collectively, these literatures offer conceptualizations of influence that can be applied to improve consumer well-being and business efficacy. Yet while this body of work is impressive, it stops short of illuminating the full spectrum of influence; in particular, current theories has been unable to fully account for embodied activities and the interconnected nature of consumption activities within social influences. This paper begins to fill this gap by exploring the origins (impingement based influence and opportunity-based influence) and outcomes (practice updating, practice abandonment, and new practice adoption) of influence on consumer practices. The study enriches and extends prior research on influence by offering new venues for research and directions for future studies.

Journal

AMS Review

Volume

13

Issue

`

First Page

250

Last Page

261

Department

Markets, Innovation & Design

DOI

https://doi.org/10.1007/s13162-023-00270-6

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