Abstract
The extant literature on influence explores how attitudes, beliefs, and behaviors are shaped. This research falls into three main categories: social influence, persuasive communication–based influence, and choice architecture–based influence. Collectively, these literatures offer conceptualizations of influence that can be applied to improve consumer well-being and business efficacy. Yet while this body of work is impressive, it stops short of illuminating the full spectrum of influence; in particular, current theories has been unable to fully account for embodied activities and the interconnected nature of consumption activities within social influences. This paper begins to fill this gap by exploring the origins (impingement-based influence and opportunity-based influence) and outcomes (practice updating, practice abandonment, and new practice adoption) of influence on consumer practices. The study enriches and extends prior research on influence by offering new venues for research and directions for future studies.
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Acknowledgements
The author would like to extend sincere gratitude to Eileen Fischer for her invaluable comments and continuous support during the development of this article. Special thanks are also due to AMSR Editor Stephen Vargo and the two anonymous reviewers for their constructive feedback and valuable contributions to this work. Additionally, the author would like to express thanks to Melissa Akaka and Vanessa Hill for their valuable feedback and encouragement during the article’s development.
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Taltekin Guzel, G. A practice theoretic perspective on influence. AMS Rev 13, 250–261 (2023). https://doi.org/10.1007/s13162-023-00270-6
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DOI: https://doi.org/10.1007/s13162-023-00270-6