Social Influence and Intentional Social Action in Dyadic Relationship Decisions under a Key Informant Methodology

  • Richard P. Bagozzi University of Michigan
  • Sanjaya S. Gaur Business School Marketing Department, Sunway University, Malaysia
  • Shalini Pathak Tiwari National Insurance Academy 25, Balewadi, Baner Road, Pune 411045, India

Abstract

Drawing upon seminal and recent foundations of joint-decision making and social influence, we develop a model of dyadic relationships and test it in a family consumption context. Three kinds of social influence – social identity, group norms, and mutual expectations—were used to explain shared intentions to eat together in a restaurant with one’s family. Shared intentions in turn, were found to significantly predict behavior a month later. One hundred and fifty husbands and their wives provided data. A multi-trait, multimethod matrix design was employed to establish construct validity of measures, and structural equation models were applied to test hypotheses, while explicitly controlling for random and systematic error. Prevention regulatory focus was found to moderate the effect of mutual expectations on shared intentions.

Author Biographies

Richard P. Bagozzi, University of Michigan

University of Michigan, USA

Sanjaya S. Gaur, Business School Marketing Department, Sunway University, Malaysia

Business School Marketing Department, Sunway University, Malaysia

Shalini Pathak Tiwari, National Insurance Academy 25, Balewadi, Baner Road, Pune 411045, India

National Insurance Academy 25, Balewadi, Baner Road, Pune 411045, India

Published
2018-06-15
How to Cite
BAGOZZI, Richard P.; GAUR, Sanjaya S.; TIWARI, Shalini Pathak. Social Influence and Intentional Social Action in Dyadic Relationship Decisions under a Key Informant Methodology. Archives of Psychology, [S.l.], v. 2, n. 6, june 2018. ISSN 2573-7902. Available at: <https://archivesofpsychology.org/index.php/aop/article/view/60>. Date accessed: 26 sep. 2018. doi: https://doi.org/10.31296/aop.v2i6.60.
Section
Research Articles

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