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The Journal of Social Psychology Volume 117, 1982 - Issue 1
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Original Articles

Effects on Buying Behavior of References to Expert and Referent Power

James L. Taylor Department of Management and Marketing, University of Alabama; and Department of Marketing, University of South Carolina
&
Arch G. Woodside Department of Management and Marketing, University of Alabama; and Department of Marketing, University of South Carolina
Pages 25-31 | Published online: 01 Jul 2010

Citations (11)

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Iryna Pentina, Ainsworth Anthony Bailey & Lixuan Zhang. (2018) Exploring effects of source similarity, message valence, and receiver regulatory focus on yelp review persuasiveness and purchase intentions. Journal of Marketing Communications 24:2, pages 125-145.
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J. David Lichtenthal & Thomas Tellefsen. (2001) Toward a Theory of Business Buyer-Seller Similarity. Journal of Personal Selling & Sales Management 21:1, pages 1-14.
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Robert A. Reeves & Hiram C. Barksdale. (1984) A Framework for Classifying Concepts of and Research on the Personal Selling Process. Journal of Personal Selling & Sales Management 4:2, pages 7-16.
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Articles from other publishers (8)

Matthew Wilson. (2018) Where is the power in numbers? Understanding firm and consumer power when crowdsourcing. Business Horizons 61:4, pages 545-554.
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Iryna Pentina, Lixuan Zhang & Oksana Basmanova. (2013) Antecedents and consequences of trust in a social media brand: A cross-cultural study of Twitter. Computers in Human Behavior 29:4, pages 1546-1555.
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Ahmed Taher, Elnora W. Stuart & Ibrahim Hegazy. (2012) The pharmacist's role in the Egyptian pharmaceutical market. International Journal of Pharmaceutical and Healthcare Marketing 6:2, pages 140-155.
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Carsten Baumgarth & Lars Binckebanck. (2011) Sales force impact on B‐to‐B brand equity: conceptual framework and empirical test. Journal of Product & Brand Management 20:6, pages 487-498.
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Jody L. Crosno, Traci H. Freling & Steven J. Skinner. (2009) Does brand social power mean market might? Exploring the influence of brand social power on brand evaluations. Psychology & Marketing 26:2, pages 91-121.
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Sabine Fließ. 2006. Markt- und Produktmanagement. Markt- und Produktmanagement 369 494 .
Sabine Fließ. 1999. Markt- und Produktmanagement. Markt- und Produktmanagement 327 440 .
Gary L. Sullivan & P. J. O'Connor. (2006) Social power‐based print advertising: Theoretical and practical considerations. Psychology & Marketing 2:3, pages 217-228.
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