Authors Theory

Title Objectives Social influences definition Methodology Summary of findings

and year used
1- Social influence in Jennifer J.  This article review research An active social influence refers to Meta-analysis
the retail context: Argo from the past decade that tangible verbal or physical
a,Darren W. explores how elements of interactions that are both
Dahl. social influence in the recognized and shared between
bricks-and-mortar retail two parties (i.e., actor(s) and the
2019
environment impact focal customer).
customers. focus on
demonstrating how the
active and passive social
influence of the salesforce
and other shoppers in the
retail context can impact a
focal customer.

2- Sources and Kexin Zhao, SIT  Investigate how shoppers SIT, developed by Kelman (1961 &
Impacts of Social et al. 2017 are influenced by online 2006), is the classical socio-
Influence from reviews. psychological theory that explains
Online Anonymous an individual‘s socially induced
User Reviews opinion formation and behavior
change. It posits that changes in
attitudes and actions are
produced by social influence
through different processes:
compliance, identification, and
internalization. Grounded on SIT,
marketing researchers have
identified three types of social
influence, namely, normative
influence, value-expressive
influence, and information
influence, which correspond to
the three processes (Burnkrant &
Cousineau, 1975; Park & Lessig,
1977; Bearden & Etzel, 1982). T
Survey found that perceived review
quality positively impacts
informational influence, while
perceived review quality,
consistency, and social
presence jointly impact value-
expressive influence.
Interestingly, informational
influence impacts both
perceived decision quality and
perceived usefulness of the
website, while value-expressive
influence only impacts
perceived usefulness of the
website.

3- Social influence to Elwin P. -Consumer  The objective of this They divide social influences to: Qualitative Social Influence The result
consumer buying Rompas., F.J. Buying research is to analyze the Primary membership group is a Method revealed that although
decision: A Tumewu. Decision influencing factors on reference group whereby a person consumers already have
Qualitative method Peter & Interview
consumer buying decision interacts informally and face-tot- intention to a product or
on Samsung galaxy 2014 Olson of Samsung Galaxy Series. face in daily life, such as family, brand, but this intention could
series customers in (2005:165). friends, or fellow employees. be changed by the persuasion,
Manado. -Product
Secondary membership group is opinion, or suggestion by
Attribute
reference group whereby a person another person.
Kotler &
Armstrong does a formal interaction with
The findings from the
(2012:231). other members regularly, such as
interviews showed that
-Social a club, professional group, or
product attribute has higher
Influence religious group. Consumers
influence to consumer buying
Kotler & interact socially with reference
decision than social influence.
Keller group, opinion leader, and family
(2011:175) members to obtain product
information and decision
approval. This interaction could
have influence to individual’s
behavior until the buying decision
making.

4- How Positive Matthew   The objective of this study Social influence comes in two Quantitative findings showed that positive
Informational Social K.O. Lee, et is to understand the forms: Normative social influence informational social influence
Influence Affects al moderating role of positive (more commonly referred to as strengthens the relationship
Consumers’ informational social subjective norms) and between consumers’ attitude
2006
Decision of Internet influence on consumers’ informational social influence toward Internet shopping and
Shopping? decision on Internet their intention to shop, as well
shopping. The study tested as the relationship between
the impact using a consumers’ perceived ease of
laboratory experiment. The use and their attitude.
sections below describe in
detail the experimental
task, the participant
profile, the experimental
procedures, and the
measurement.
5- An Examination of Xiaoling  social  To understand how the
Social Influence on Zhang, et al impact interactions between the
Shopper Behavior 2014 theory various social elements of
Using Video (SIT; the store.
Tracking Data Latané  examine social influence
1981). from the perspective of
social impact theory (SIT;
Latané 1981).
 Study the influence of
crowding, shopping group
size, customer interaction,
and salesperson interaction
on product touch and
purchase, controlling for in-
store marketing activities,
shopping path, and other
environmental factors.
He defines “social impact” as “the
great variety of changes in
physiological states and subjective
feeling, motives and emotions,
cognitions and beliefs, values and
behavior, that occur in an
individual, human or animal, as a
result of the real, implied, or
imagined presence or actions of
other individuals”
Quantitative The findings reveal that
interactive social influences
(e.g., salesperson contact,
shopper conversations) tend to
slow the shopper down,
encourage a longer store visit,
and increase product
interaction and purchase. The
effects of social influence vary
by the salesperson’s
demographic similarity to the
shopper and the type of
product category being
shopped. Several behavioral
cues signal when shoppers are
in a potentially high need state
and may be good sales
prospects.

6- Consumer’s Matthew   The prime objective of our Informational social influence is a Quantitative The result showed that
decision to shop K.O. Lee , et study was to explore the process in which people method positive informational social
online: The al. moderating role of positive determine the successful influence strengthened the
moderating role of informational social experience of their social group in relationship between
positive 2011
influence on a consumer’s using an innovation, before consumer’s attitude toward
informational social deciding to adopt it. online shopping and their
decisgbion to shop online.
influence
intention to shop, as well as on
the relationship between
consumer’s PEoU and their
attitude.

7- Social influence K. Roethke,   examining the distinct and Social proof is a social influence Aqq2 results show that both social
tactics in e- J. Klumpe, joint effects of two social tactic that indicates product influence tactics and both
commerce M. Adam, et influence tactics —namely , demand and popularity [10]. In reciprocity variants have
onboarding: The al. reciprocity and social situations of uncertainty, people positive effects on users’
role of social proof proof—and how they affect draw on social proof as a source of registration behavior if applied
and reciprocity in 2020
user onboarding in the information to derive guidance for individually. However, when
affecting user
context of user registration their own actions. both tactics are employed
registrations
decisions. together, the effect of
reciprocity is moderated by
social proof such that social
proof nullifies the effect of
monetary -based reciprocity
whereas it amplifies the effect
of utility -based reciprocity

8- Informational and Kevin K. Y. The objectives of this study are
Normative Social Kuan , et al twofold. First, understanding
Influence in Group- (2014) the social influences
Buying: Evidence (informational versus
from Self-Reported normative) exerted by the two
and EEG Data. types of group-buying
information and their effects
on opinions (attitude and
intention). Second, examined
the effects of the two types of
group-buying information on
emotions.
Informational social influence
refers to one’s tendency to
conform to the opinions of others,
based on information obtained as
evidence in judgment.
Normative social influence refers
to one’s tendency to comply with
the expectations of a group or
other individuals.
Quantitative results show that positive and
negative “buy” information has
an asymmetric influence on
attitude and intention, whereas
“like” information has a
positive influence on intention.
The presence of “buy”
information is associated with
EEG activity that is generally
linked to negative emotions.

9- Impact of Social Kim, Young The objective of this study is to A social network is a graph of Quan identify how data about social
Influence in E- Ae; explore how positive messages relationships and interactions influence can be captured from
Commerce Decision Srivastava, in online discussion forums within a group of individuals, online customer behaviors and
Making. Jaideep may affect consumers’ which often plays a fundamental how social influence can be
(2007) decisions to shop online. role as a medium for the spread of used by E commerce websites
information, ideas, and influence to aid the user decision making
among its members process. We also provide a
summary of technology for
social network analysis and
identify the research challenges
of measuring and leveraging
the impact of social influence
on E-commerce decision
making
10- Consumer’s Matthew SI , Theory The prime objective of our Opinions of others influence findings showed that positive
decision to shop K.O., et al. of Reasoned study was to explore the consumers’ purchasing intent. informational social influence
online: The 2011 Action (TRA) moderating role of positive Normative intent involves social strengthened the relationship
moderating role of laboratory
informational social influence pressure from colleagues, friends, between consumer’s attitude
positive experiment
on a consumer’s decision to etc. to conform to their toward online shopping and
informational social shop online. expectations, while informational their intention to shop, as well
influence
social influence involves accepting as on the relationship between
information from another person consumer’s PEoU and their
without question. attitude.

11- Consumer Feng Yang, examines how the consumers’ Quan The results show that
perceived value and et,al. 2021 perceived values (utilitarian environmental stimuli
impulse buying and hedonic values) impact significantly influence
behavior on mobile their impulse buying behavior consumer perceived values
commerce: The (IBB) in the mobile commerce (i.e., perceived utilitarian value
moderating effect (m-commerce) context. and perceived hedonic value),
of social influence Moreover, we view
and the consumers’ perception
interpersonal influence as a
of hedonic value significantly
moderator
and directly impacts their IBB.
In addition, the inter action
effect of perceived hedonic
value and interpersonal
influence significantly affects
IBB. The findings provide
valuable guidance for m-
commerce retailers to induce
consumer IBB.

12- A passion for Sandra ,et,al Social The purpose of this study is to Solomon et al. (2006) define value Quantitative The findings of phase 2 reveal
fashion: the impact , (2017) Comparison explore the effect of social as “a belief about some desirable that social influence is more
of social influence, Theory influence and individual vanity end-state that transcends specific important than individual
vanity and on passion for fashion in situations and guides selection of vanity in increasing the desire
exhibitionism on clothes and accessories, and behaviour to buy and wear fashionable
consumer behavior. the mediating role of clothes and accessories.
exhibitionist tendency. Furthermore, exhibitionist
tendency acts as a mediator
between passionate desire for
fashion and self-expression
word-of-mouth.