Access the full text.
Sign up today, get DeepDyve free for 14 days.
Murali Chandrashekaran, B. Walker, J. Ward, Peter Reingen (1996)
Modeling Individual Preference Evolution and Choice in a Dynamic Group SettingJournal of Marketing Research, 33
Chenting Su, Edward Fern, K. Ye (2003)
A Temporal Dynamic Model of Spousal Family Purchase-Decision BehaviorJournal of Marketing Research, 40
J. Larson, Caryn Christensen (1993)
Groups as problem‐solving units: Toward a new meaning of social cognitionBritish Journal of Social Psychology, 32
K. Hass (1999)
Where The Rubber Meets The RoadComputing in Science & Engineering, 1
J. Heckman (1979)
Sample selection bias as a specification errorApplied Econometrics, 31
K. Evans, Tim Christiansen, J. Gill (1996)
The impact of social influence and role expectations on shopping center patronage intentionsJournal of the Academy of Marketing Science, 24
J. Coleman (1988)
FREE RIDERS AND ZEALOTS: THE ROLE OF SOCIAL NETWORKSSociological Theory, 6
Colleen Harmeling, Robert Palmatier, Eric Fang, Dainwen Wang (2017)
Group Marketing: Theory, Mechanisms, and DynamicsJournal of Marketing, 81
D. Seibold, R. Meyers, Sunwolf (1996)
Communication and influence in group decision making.
D. Krackhardt (2003)
The strength of strong ties: The importance of Philos in organizations
Jean Darian (1998)
Parent‐child decision making in children’s clothing storesInternational Journal of Retail & Distribution Management, 26
Puneet Manchanda, Asim Ansari, Sunil Gupta (1999)
The Shopping Basket: A Model for Multicategory Purchase Incidence DecisionsMarketing Science, 18
B. Goff, D. Bellenger, Carrie Stojack (2013)
Cues to consumer susceptibility to salesperson influence: Implications for adaptive retail selling.Journal of Personal Selling and Sales Management
Mark Arnold, K. Reynolds, N. Ponder, Jason Lueg (2005)
Customer delight in a retail context: investigating delightful and terrible shopping experiencesJournal of Business Research, 58
M. McPherson, L. Smith-Lovin, J. Cook (2001)
Birds of a Feather: Homophily in Social NetworksReview of Sociology, 27
Sinan Aral, Dylan Walker (2014)
Tie Strength, Embeddedness, and Social Influence: A Large-Scale Networked ExperimentManag. Sci., 60
M. Ataman, Harald Heerde, C. Mela (2010)
The Long-Term Effect of Marketing Strategy on Brand SalesJournal of Marketing Research, 47
Bill Page, Anne Sharp, L. Lockshin, Herb Sorensen (2018)
Parents and children in supermarkets: Incidence and influenceJournal of Retailing and Consumer Services, 40
Garold Stasser, J. Davis (1981)
Group decision making and social influence: A social interaction sequence model.Psychological Review, 88
(2011)
Shopper influence study. POPAI: The Global Association for Marketing at Retail
KM Propp (1999)
The handbook of group communication: Theory and research
Mark Yim, Seung-Chul Yoo, Paul Sauer, J. Seo (2014)
Hedonic shopping motivation and co-shopper influence on utilitarian grocery shopping in superstoresJournal of the Academy of Marketing Science, 42
Xiaoling Zhang, Shibo Li, Raymond Burke, A. Leykin (2014)
An Examination of Social Influence on Shopper Behavior Using Video Tracking DataJournal of Marketing, 78
(1999)
The Bshopping basket^
Sam Hui, P. Fader, Eric Bradlow (2008)
The Traveling Salesman Goes Shopping: The Systematic Deviations of Grocery Paths from TSP-OptimalityOperations Research eJournal
Neeraj Arora, Greg Allenby (1999)
Measuring the Influence of Individual Preference Structures in Group Decision MakingJournal of Marketing Research, 36
J. Chiang (1991)
A Simultaneous Approach to the Whether, What and How Much to Buy QuestionsMarketing Science, 10
Mark Granovetter (1973)
The Strength of Weak TiesAmerican Journal of Sociology, 78
RR Burke (2005)
Retailing in the 21 st century: Current and future trends
Nancy Puccinelli, R. Goodstein, Dhruv Grewal, Robert Price, Priya Raghubir, D. Stewart (2009)
Customer Experience Management in Retailing: Understanding the Buying ProcessJournal of Retailing, 85
Anocha Aribarg, Neeraj Arora, H. Bodur (2002)
Understanding the Role of Preference Revision and Concession in Group DecisionsJournal of Marketing Research, 39
Tamara Mangleburg, Patricia Doney, Terry Bristol (2004)
Shopping with friends and teens' susceptibility to peer influenceJournal of Retailing, 80
M. Hogg (1992)
The Social Psychology of Group Cohesiveness: From Attraction to Social Identity
Garold Stasser (1988)
Computer simulation as a research tool: The DISCUSS model of group decision makingJournal of Experimental Social Psychology, 24
David Belsley, E. Kuh, R. Welsch (1980)
Regression Diagnostics: Identifying Influential Data and Sources of Collinearity
Xueming Luo (2005)
How Does Shopping with Others Influence Impulsive Purchasing?Fox School of Business
Verlin Hinsz, R. Tindale, D. Vollrath (1997)
The emerging conceptualization of groups as information processors.Psychological bulletin, 121 1
(1991)
Marketplace influencers at the point of purchase: The role of purchase pals in consumer decision making
C. Atkin (1978)
Observation of Parent-Child Interaction in Supermarket Decision-MakingJournal of Marketing, 42
M. Ataman, C. Mela, H. Heerde (2008)
Building BrandsMark. Sci., 27
L Rust (1993)
Observations: Parents and children shopping together: A new approach to the qualitative analysis of observational dataJournal of Advertising Research, 33
S. Lam, Mark Vandenbosch, J. Hulland, Michael Pearce (2001)
Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending EffectsMarketing Science, 20
M Gram (2015)
Buying food for the family: Negotiations in parent/child supermarket shopping: An observational study from Denmark and the United StatesJournal of Contemporary Ethnography, 44
A. Cameron, P. Trivedi (2005)
Microeconometrics: Methods and Applications
D. Tootelian, R. Gaedeke (1992)
The Team Market: An Exploratory Analysis of Income, Spending and Shopping PatternsJournal of Consumer Marketing, 9
(2004)
Modeling Online Browsing and Path Analysis Using Clickstream DataMarketing Science, 23
G. Harrell, M. Hutt, James Anderson (1980)
Path Analysis of Buyer Behavior under Conditions of CrowdingJournal of Marketing Research, 17
Raymond Burke (2010)
The Third Wave of Marketing Intelligence
Terry Childers, A. Rao (1992)
The Influence of Familial and Peer-Based Reference Groups on Consumer DecisionsJournal of Consumer Research, 19
L. Flynn, R. Goldsmith (1993)
Application of the personal involvement inventory in marketingPsychology & Marketing, 10
B. Latané (1981)
The psychology of social impact.American Psychologist, 36
S Hui, P Fader, E Bradlow (2009)
The traveling salesman goes shopping: The systematic deviations of grocery paths from TSP-optimalityMarketing Science, 28
DR Forsyth (2006)
Group dynamics
PL Kiecker, CL Hartman (1994)
Advances in Consumer Research
P. Rosenbaum, Donald Rubin (1983)
The central role of the propensity score in observational studies for causal effectsBiometrika, 70
D. Midgley (1983)
Patterns of Interpersonal Information Seeking for the Purchase of a Symbolic ProductJournal of Marketing Research, 20
K. Lewin (1951)
Field theory in social science
Malene Gram (2015)
Buying Food for the Family: Negotiations in Parent/Child Supermarket ShoppingJournal of Contemporary Ethnography, 44
Anocha Aribarg, Neeraj Arora, M. Kang (2008)
Predicting Joint Choice Using Individual DataMark. Sci., 29
K. Dion (2000)
Group cohesion: From "field of forces" to multidimensional construct.Group Dynamics: Theory, Research, and Practice, 4
(1999)
Collective information processing in groups
K. Corfman, D. Lehmann (1987)
Models of Cooperative Group Decision-Making and Relative Influence: An Experimental Investigation of Family Purchase DecisionsJournal of Consumer Research, 14
Gerald Bell (1967)
Self-Confidence and Persuasion in Car BuyingJournal of Marketing Research, 4
(2002)
Groupthink or Deadlock: When Do Leaders Learn from Their Advisors?
A. Leykin, M. Tuceryan (2007)
Detecting shopper groups in video sequences2007 IEEE Conference on Advanced Video and Signal Based Surveillance
H. Luomala (2002)
Why we buy—The science of shoppingPsychology & Marketing, 19
P. Kiecker, Cathy Hartman (1994)
Predicting Buyers' Selection of Interpersonal Sources: the Role of Strong Ties and Weak TiesACR North American Advances, 21
W. Wood (1987)
Meta-analytic review of sex differences in group performance.Psychological bulletin, 102 1
DR Seibold, RA Meyers, Sunwolf (1996)
Communication and group decision-making
Sam Hui, Yanliu Huang, Jacob Suher (2013)
Deconstructing the “First Moment of Truth”: Understanding Unplanned Consideration and Purchase Conversion Using In-Store Video TrackingJournal of Marketing Research, 50
(2018)
Peer Influence
Sha Yang, V. Narayan, H. Assael (2006)
Estimating the Interdependence of Television Program Viewership Between Spouses: A Bayesian Simultaneous Equation ModelMarketing Science, 25
J. Inman, Rosellina Ferraro, R. Winer, J. Inman, Albert Frey (1998)
Where the rubber meets the road : a model of in-store consumer decision making
X Luo (2005)
How does shopping with others influence impulsive purchasing?Journal of Consumer Psychology, 15
Sam Hui, P. Fader, Eric Bradlow (2009)
Path Data in Marketing: An Integrative Framework and Prospectus for Model BuildingMark. Sci., 28
B. Kamaladevi (2009)
Customer Experience Management in RetailingThe Romanian Economic Journal, 12
D Krackhardt (1992)
Networks and organization: Structure, form, and action
J. Inman, R. Winer, Rosellina Ferraro, A. Frey (2009)
The Interplay among Category Characteristics, Customer Characteristics, and Customer Activities on in-Store Decision MakingJournal of Marketing, 73
(1976)
Retail sales transactions and customer ‘ purchase pal ’ effects on buying behavior
V. Narayan, V. Rao, Carolyne Saunders (2010)
How Peer Influence Affects Attribute Preferences: A Bayesian Updating MechanismMarketing Science eJournal
(1993)
Purchase pal use: Why buyers
Sha Yang, Yi Zhao, Tülin Erdem, Ying Zhao (2010)
Modeling the Intrahousehold Behavioral InteractionJournal of Marketing Research, 47
B. Latané, S. Wolf (1981)
The Social Impact of Majorities and Minorities.Psychological Review, 88
B. Kahn, L. McAlister (1997)
Grocery Revolution: The New Focus on the Consumer
D. Furse, Girish Punj, D. Stewart (1984)
A Typology of Individual Search Strategies Among Purchasers of New AutomobilesJournal of Consumer Research, 10
Langbourne Rust (1993)
Observations: Parents and children shopping together: A new approach to the qualitative analysisJournal of Advertising Research, 33
Richard Hackman, C. Morris (1975)
Group tasks, group interaction process, and group performance effectiveness: A review and proposed integrationAdvances in Experimental Social Psychology, 8
Sam Hui, Eric Bradlow, P. Fader (2009)
Testing Behavioral Hypotheses Using an Integrated Model of Grocery Store Shopping Path and Purchase BehaviorJournal of Consumer Research, 36
In many retail contexts, social interaction plays an important role in the shopping process. We propose a three-stage dynamic linear model that captures the influence of group discussion on shopper behavior within a hierarchical Bayes framework. The model is tested using a video tracking and transaction dataset from a specialty apparel store. The research reveals that group conversations have a significant impact on the shopper’s department or “zone” choice, purchase likelihood, and spending over time. This group influence is magnified by the size of the group (particularly for zone penetration and purchase conversion), and is also moderated by group composition and cohesiveness. The conversations of mixed-age groups and groups who stay together while shopping have a significant influence on shopper behavior across all three stages, while discussions by adult groups exhibit a marginal carryover effect for purchase conversion. When shoppers have repeated discussions in a specific department, they are more likely to return to and buy from this department, while the cumulative number of discussions in the store drives higher spending levels. We also observe that group shoppers visit more departments than their solo counterparts; and mixed-age groups and solo shoppers are more likely to buy than adults-only or teen groups. This study has important implications for how retailers manage shopper engagement and group interaction in their stores.
Journal of the Academy of Marketing Science – Springer Journals
Published: Jun 18, 2018
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.