w2 argo dahl: social influence in retail context

Question 1

The central goal of this article

Answer 1

The central goal of this article is to provide an effective accounting of how social influence in

Question 2

An active social influence in the retail context refers to a

Answer 2

refers to a shared exchange between a focal customer and a secondary actor that involves an actual verbal or physical interaction.

Question 3

social influence in the retail context active 2

Answer 3

sales person based, scondary cuatom basedn

Question 4

social influence in the retail context passive 2

Answer 4

focal recipient. indirect social information

Question 5

Passive social influence arises from

Answer 5

a one-way exchange where the focal customer is impacted by the mere physical presence of another person or other people (e.g., a salesperson or another shopper) with whom they are not interacting, or, through social information present in the retail environment that signals or reminds the focal customer of others.

Question 6

Example active sales person: dress looks good on you
- Persuasion knowledge model:

Answer 6

when we are exposed to a persuasive message we activate and carry out strategies designed to defend against that persuasive message

Question 7

Example active know other 2

Answer 7

• Impulsive shopping can be facilitated by the presence of peers
• Men spend more when in the presence of friends, women behave more modest

Question 8

o The mere presence of having a salesperson or secondary customer there can

Answer 8

positively impact customer satisfaction, but not always (when they push you example) (awkard product)

Question 9

• Crowds and queues 2 facts

Answer 9

o Crowds and queues can be positive and negative
o Longer queus signal that retailer is more desirable