You Are What They Eat: The Influence of Reference Groups on Consumers’ Connections to Brands

By Jennifer Edson Escalas, James R. Bettman. 2003

1,579 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/371e6ab9aa08b748fea66b10140494e8f410297c

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Citations in the corpus

Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption (2016, background): “In terms of identity signaling and maintenance, people tend to imitate the behavior of positive (Berger and Heath 2007, 2008; Escalas and Bettman 2003, 2005; McFerran et al. 2010; Wang, Zhu, and Shiv 2012) and aspirational ingroups (Englis and Solomon 1995), while refraining from acting in a…”
The red sneakers effect: Inferring status and competence from signals of nonconformity. (2014, background): “Consumers are motivated to behave like those around them and make choices that are consistent with their in-group due to a need to increase affiliation and express desired identities (Bearden, Netemeyer, and Teel 1989; Escalas and Bettman 2003, 2005; McFerran et al. 2010a, 2010b).”
Reference Group Influences among Chinese Travelers (2006, background): “Reference groups are defined as social groups that are important to a consumer and against which he or she compares him or herself in forming attitudes and behaviors (Escalas and Bettman 2003).”
Exploring brand attachment, its determinants and outcomes (2014, methodology): “This definition goes along with research using self-brand connections, which refer to the extent that a brand has been incorporated into consumers’ self-concept (Escalas, 2004; Escalas & Bettman, 2003).”
Viewing usage of counterfeit luxury goods: Social identity and social hierarchy effects on dilution and enhancement of genuine luxury brands (2016, methodology): “…a certain lifestyle (Englis & Solomon, 1995; Lowry, Englis, Shavitt, & Solomon, 2001), is an important driver in consumers' communicating to others the groups to which they aspire to belong or people to whom they wish to be similar or dissimilar (Escalas & Bettman, 2003; Berger & Heath, 2007).”
More than meets the eye: The influence of implicit and explicit self-esteem on materialism (2011, background): “Although self-enhancement can take many forms, a focus on material goods is an important way that consumers attempt to build and communicate a more positive self-image (Belk, 1988; Escalas & Bettman, 2003; Solomon, 1983), suggesting a link between self-esteem discrepancies and materialism.”
Developing Affective Brand Commitment through Social Media (2013, background): “They often construct their self-identity and present themselves to others through their product and brand selections [Escalas 2004; Escalas and Bettman 2003].”
Self-identification with a heritage tourism site, visitors’ engagement and destination loyalty: the mediating effects of overall satisfaction (2019, background): “A meaningful self-identification occurs when the brand associations or the brand itself satisfies an identified psychological need of the customer (Escalas & Bettman, 2003; Moore & Homer, 2008).”
Consumer Brand Relationships Research: A Bibliometric Citation Meta-Analysis (2015, background): “JMR 13 36 2.75 9 Escalas and Bettman (2003), You are what they eat: The influence of reference groups on consumers' connections to brands JCP 12 6.38 2.38 10 Bhattacharya and Sen (2003), Consumer–company identification: A framework for understanding consumers' relationships with companies JMR 11…”