Playing It Safe: Susceptibility to Normative Influence and Protective Self‐Presentation

By David B. Wooten, Americus Reed. 2004

122 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/46ef4883437548d0f51e6b8255dcc4ab95fc0d33

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Citations in the corpus

A Model of Green Consumption Behavior Constructed by the Theory of Planned Behavior (2014, background): “Wooten and Reed (2004) suggested two factors influence one’s susceptibility to societal pressure: nature (part of one’s inherent character) and nurture (the attitudes inherited from one’s family and cultural background).”
Temporal Construal in Advertising (2009, methodology): “Following Wooten and Reed (2004), we conducted the study as seemingly unrelated studies.”
To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences (2006, background): “Furthermore, research finds that those who are concerned with self- presentation are particularly focused on avoiding negative outcomes (Wooten & Reed, 2004).”
Consumer animosity, economic hardship, and normative influence: how do they affect consumers' purchase intention? (2010, background): “We also know that consumption decisions are generally more influenced by consumers' desire to be respected by fellow members of their reference group or groups, and indeed to avoid presenting themselves in a way that might result in socially unacceptable outcomes ( Wooten and Reed, 2004”
Effects of Susceptibility to Normative Influence and Type of Testimonial on Attitudes Toward Print Advertising (2008, background): “…Netemeyer, and Teel 1989)—especially products that offer conspicuous benefits, such as style (Batra et al. 2000)—and are motivated to avoid in-group disapproval (Wooten and Reed 2004), they should prefer the strong testimonial ad where an in-group member strongly endorses the product's style.”