000			nam a22 4500
999			_c48339 _d48339
003			OSt
005			20170925160207.0
008			170925b xxu||||| |||| 00| 0 eng d
100			_aHarmeling, C. M. _927577
245			_aGroup Marketing: Theory, Mechanisms, and Dynamics.
300			_a1-25 p.
520			_aGroup marketing uses the psychological mechanisms underlying group influence to drive customer behaviors that are beneficial to the firm. It is predicated on the firm’s ability to guide two necessary and sufficient conditions: (1) a customer’s awareness of an affiliation with the focal group and (2) exposure to group norms. By examining what it means to be affiliated with a group; determining how group norms are inferred, applied, and maintained; and testing a wide variety of ways in which these conditions become manifest, this research demonstrates the theoretical foundations of group marketing. Groups influence purchase behaviors by altering information and identity appraisals during decision making. Time in a purchase domain emerges as a critical determinant of the strength of group influence. Although previous research has suggested that social influence diminishes over time, a longitudinal field study and an experiment reveal that this prediction holds only when information appraisal dominates; an opposite effect arises when identity appraisal dominates. Group efficacy strengthens, but product price weakens, the effects of groups on purchase behaviors.
653			_aGroup Marketing
653			_aGroup Dynamics
653			_aConforming purchase behaviour
653			_aDynamic Group Influence
653			_aGroup Norms
700			_aPalmatier, R. W. _927578
700			_a Fang, E. _927579
700			_aWang, Dainween _927580
773	0		_029537 _966634 _aFRAZIER GARY L. _o5557628 _tJOURNAL OF MARKETING _x0022-2429
856			_3Volume 81, Number 4, July 2017​​ _uhttp://web.a.ebscohost.com/ehost/detail/detail?vid=0&sid=67a620c1-17ee-4dc1-9773-c752803493aa%40sessionmgr4007&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#db=bsh&AN=125210178
942			_2ddc _cJA-ARTICLE