Social influence and stakeholder engagement behavior conformity, compliance, and reactance
(2022) In Psychology and Marketing 39(1). p.90-100- Abstract
Following the proliferation of customer engagement behavior research, rising interest is observed in marketing-based stakeholder engagement behavior, which covers any stakeholder's—including a customer's, employee's, firm's, supplier's, competitor's, and so forth—behavioral engagement in his/her role-related interactions, activities, and relationships. However, despite its importance, understanding of the stakeholder engagement behavior concept remains tenuous, is therefore addressed in this paper. We first conceptualize stakeholder engagement behavior as a stakeholder's behavioral manifestation toward his/her role-related interactions, activities, and relationships, followed by an exploration of the effect of influencor-exerted social... (More)
Following the proliferation of customer engagement behavior research, rising interest is observed in marketing-based stakeholder engagement behavior, which covers any stakeholder's—including a customer's, employee's, firm's, supplier's, competitor's, and so forth—behavioral engagement in his/her role-related interactions, activities, and relationships. However, despite its importance, understanding of the stakeholder engagement behavior concept remains tenuous, is therefore addressed in this paper. We first conceptualize stakeholder engagement behavior as a stakeholder's behavioral manifestation toward his/her role-related interactions, activities, and relationships, followed by an exploration of the effect of influencor-exerted social influence on an influencee's stakeholder engagement behavior. We argue this effect to manifest as stakeholder engagement behavior conformity, -compliance, or -reactance, depending on the influencee's level of acceptance of the influencor's exerted influence. In turn, we propose stakeholder engagement behavior conformity, -compliance, and -reactance to yield cooperation, coopetition, or competition in the influencor/influencee relationship, respectively, as depicted in a conceptual model and an associated set of propositions. By investigating the interface of social influence, stakeholder engagement behavior, and its prevailing relational consequences (i.e., cooperation, coopetition, and competition), our analyses offer novel theoretical acumen and actionable managerial insight.
(Less)
- author
- Hollebeek, Linda D. LU ; Sprott, David E. ; Sigurdsson, Valdimar and Clark, Moira K.
- publishing date
- 2022
- type
- Contribution to journal
- publication status
- published
- subject
- keywords
- competition, compliance, conformity, cooperation, customer engagement (behavior), social influence, stakeholder engagement behavior (SEB)
- in
- Psychology and Marketing
- volume
- 39
- issue
- 1
- pages
- 11 pages
- publisher
- Wiley
- external identifiers
-
- scopus:85112794591
- ISSN
- 0742-6046
- DOI
- 10.1002/mar.21577
- language
- English
- LU publication?
- no
- additional info
- Funding Information: The authors would like to acknowledge the work of Hollebeek, Das, and Shukla (2021: IJIM), which contains foundational thinking that underlies the analyses in this paper. They would also like to thank Prof Edward Kasabov of Tallinn University of Technology for a discussion on compliance/control, and Brodie et al. (2016) for a discussion on engagement and related issues. Linda Hollebeek is also a member of the research center Montpellier Research in Management (MRM; EA 4557, Univ. Montpellier). Publisher Copyright: © 2021 Wiley Periodicals LLC
- id
- d9e42d7b-c7e8-4a94-8629-55a93a7a87d3
- date added to LUP
- 2023-02-22 13:33:33
- date last changed
- 2023-02-23 10:00:07
@article{d9e42d7b-c7e8-4a94-8629-55a93a7a87d3,
abstract = {{<p>Following the proliferation of customer engagement behavior research, rising interest is observed in marketing-based stakeholder engagement behavior, which covers any stakeholder's—including a customer's, employee's, firm's, supplier's, competitor's, and so forth—behavioral engagement in his/her role-related interactions, activities, and relationships. However, despite its importance, understanding of the stakeholder engagement behavior concept remains tenuous, is therefore addressed in this paper. We first conceptualize stakeholder engagement behavior as a stakeholder's behavioral manifestation toward his/her role-related interactions, activities, and relationships, followed by an exploration of the effect of influencor-exerted social influence on an influencee's stakeholder engagement behavior. We argue this effect to manifest as stakeholder engagement behavior conformity, -compliance, or -reactance, depending on the influencee's level of acceptance of the influencor's exerted influence. In turn, we propose stakeholder engagement behavior conformity, -compliance, and -reactance to yield cooperation, coopetition, or competition in the influencor/influencee relationship, respectively, as depicted in a conceptual model and an associated set of propositions. By investigating the interface of social influence, stakeholder engagement behavior, and its prevailing relational consequences (i.e., cooperation, coopetition, and competition), our analyses offer novel theoretical acumen and actionable managerial insight.</p>}},
author = {{Hollebeek, Linda D. and Sprott, David E. and Sigurdsson, Valdimar and Clark, Moira K.}},
issn = {{0742-6046}},
keywords = {{competition; compliance; conformity; cooperation; customer engagement (behavior); social influence; stakeholder engagement behavior (SEB)}},
language = {{eng}},
number = {{1}},
pages = {{90--100}},
publisher = {{Wiley}},
series = {{Psychology and Marketing}},
title = {{Social influence and stakeholder engagement behavior conformity, compliance, and reactance}},
url = {{http://dx.doi.org/10.1002/mar.21577}},
doi = {{10.1002/mar.21577}},
volume = {{39}},
year = {{2022}},
}