Advertisement

AMS Review

pp 1–21 | Cite as

Friendships in marketing: a taxonomy and future research directions

  • Diptiman BanerjiEmail author
  • Ramendra Singh
  • Prashant Mishra
Theory/Conceptual
  • 14 Downloads

Abstract

The concept of friendship remains important from societal, academic, and practitioner perspectives. We find that there is a proliferation of research in the marketing discipline on the utilization and applicability of the concept of friendship, but the literature is fragmented. By fragmentation, we refer to the fact that the notion of friendship is tapped in multiple, independent research streams. As a result, there is a lack of an organized and holistic view of friendship-related research in the marketing domain. Drawing on an extensive literature review of 130 papers in more than 30 peer-reviewed scholarly journals across a 37-years time span (1980–2017), this paper synthesizes the extant friendship research in the domain of marketing through a taxonomy, which categorizes the different types of friendship conceptualizations based on two underlying characteristics, or dimensions, the formation of friendship, and consumption timeline. The proposed taxonomy shows the differences as well as the interrelationships between the different publications, giving a systematic view of the research landscape. We suggest future research avenues as well, for further research in the area of marketing-related friendships and highlight why the research is relevant from a real-world perspective.

Keywords

Taxonomy Friendships in marketing Personal friendships Contextual friendships Commercial friendships Business friendships 

Notes

Acknowledgments

The authors sincerely thank the editor, Prof. Manjit Yadav, and three reviewers for their invaluable input and guidance during the review process. This article is based on the dissertation of the first author under the supervision of the last two authors. The first author is grateful for the help from Prof. Rebecca G. Adams, the University of North Carolina at Greensboro, and Prof. Rajiv Kumar, Indian Institute of Management Calcutta, who were members of his thesis advisory committee. This paper has benefitted from constructive comments from Prof. Somnath Lahiri, Prof., Prof. Abhijit Biswas, and Prof. Amna Kirmani on earlier versions of the article.

References

  1. Adams, R. G., & Taylor, E. M. (2015). Friendship and happiness in the third age. In M. Demir (Ed.), Friendship and happiness (pp. 155–170). New York: Springer Science+Business Media.Google Scholar
  2. Ahrens, J., Coyle, J. R., & Strahilevitz, M. A. (2013). Electronic word of mouth: The effects of incentives on e-referrals by senders and receivers. European Journal of Marketing, 47(7), 1034–1051.  https://doi.org/10.1108/03090561311324192.CrossRefGoogle Scholar
  3. Altman, I., & Taylor, D. A. (1973). Social penetration: The development of interpersonal relationships. New York, NY: Holt, Rinehart & Winston.Google Scholar
  4. Amichai-Hamburger, Y., Kingsbury, M., & Schneider, B. H. (2013). Friendship: An old concept with a new meaning? Computers in Human Behavior, 29(1), 33–39.  https://doi.org/10.1016/j.chb.2012.05.025.CrossRefGoogle Scholar
  5. Anderson, K. C., Knight, D. K., Pookulangara, S., & Josiam, B. (2014). Influence of hedonic and utilitarian motivations on retailer loyalty and purchase intention: A facebook perspective. Journal of Retailing and Consumer Services, 21(5), 773–779.  https://doi.org/10.1016/j.jretconser.2014.05.007.CrossRefGoogle Scholar
  6. Andrews, J. C., Netemeyer, R. G., Burton, S., Moberg, D. P., & Christiansen, A. (2004). Understanding adolescent intentions to smoke: An examination of relationships among social influence, prior trial behavior, and antitobacco campaign advertising. Journal of Marketing, 68(July), 110–123.CrossRefGoogle Scholar
  7. Argyle, M., & Henderson, M. (1984). The rules of friendship. Journal of Social and Personal Relationships, 1(2), 211–237.  https://doi.org/10.1177/0265407584012005.CrossRefGoogle Scholar
  8. Arnold, S. L., Nguyen, D. T., & Hartley, N. (2011). Pro bono service sheds new light into commercial friendship. Journal of Strategic Marketing, 19(4), 381–394.  https://doi.org/10.1080/0965254X.2011.586717.CrossRefGoogle Scholar
  9. Australian Business Deans Council. (2016). ABDC journal ratings list. ABDC Website. http://www.abdc.edu.au/master-journal-list.php. Accessed 30 April 2018.
  10. Backer, E., & King, B. (2017). VFR traveller demographics. Journal of Vacation Marketing, 23(3), 191–204.  https://doi.org/10.1177/1356766716665439.CrossRefGoogle Scholar
  11. Bäckström, L., Pitt, L., Campbell, C., & Nel, D. (2009). Personal acquaintances and salespeople in financial services: Differences between customers and friends. Journal of Financial Services Marketing, 14(1), 26–39.  https://doi.org/10.1057/fsm.2009.5.CrossRefGoogle Scholar
  12. Bagozzi, R. P., & Dholakia, U. M. (2006). Antecedents and purchase consequences of customer participation in small group brand communities. International Journal of Research in Marketing, 23(1), 45–61.  https://doi.org/10.1016/j.ijresmar.2006.01.005.CrossRefGoogle Scholar
  13. Bailey, K. D. (1994). Typologies and taxonomies – An introduction to classification techniques. Thousand Oaks: Sage Publications.CrossRefGoogle Scholar
  14. Balbo, N., & Barban, N. (2014). Does fertility behavior spread among friends? American Sociological Review, 79(3), 412–431.  https://doi.org/10.1177/0003122414531596.CrossRefGoogle Scholar
  15. Barnhart, M., & Peñaloza, L. (2013). Who are you calling old? Negotiating old age identity in the elderly consumption ensemble. Journal of Consumer Research, 39(6), 1133–1153.  https://doi.org/10.1086/668536.CrossRefGoogle Scholar
  16. Bayus, B. L. (1985). Word of mouth: The indirect effects of marketing efforts. Journal of Advertising Research, 25(3), 31–39.Google Scholar
  17. Bearden, W. O., Rose, R. L., & Teel, J. E. (1994). Correlates of conformity in the consumption of illicit drugs and alcohol. Journal of Business Research, 30(1), 25–31.  https://doi.org/10.1016/0148-2963(94)90065-5.CrossRefGoogle Scholar
  18. Beatty, S. E., & Talpade, S. (1994). Adolescent influence in family decision making: A replication with extension. Journal of Consumer Research, 21(2), 332.  https://doi.org/10.1086/209401.CrossRefGoogle Scholar
  19. Beatty, S. E., Mayer, M., Coleman, J. E., Reynolds, K. E., & Lee, J. (1996). Customer-sales associate retail relationships. Journal of Retailing, 72(3), 223–247.  https://doi.org/10.1016/S0022-4359(96)90028-7.CrossRefGoogle Scholar
  20. Berg, J. H., & Clark, M. S. (1986). Differences in social exchange between intimate and other relationships: Gradually evolving or quickly apparent? In V. J. Derlega & B. A. Winstead (Eds.), Friendship and social interaction (pp. 104–128). New York: Springer-Verlag.Google Scholar
  21. Berndt, T. J., & Keefe, K. (1995). Friends’ influence on adolescents’ adjustment to school. Child Development, 66(5), 1312–1329.  https://doi.org/10.2307/1131649.CrossRefGoogle Scholar
  22. Berscheid, E., & Reis, H. T. (1998). Attraction and close relationships. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (pp. 193–281). Boston: McGraw-Hill.Google Scholar
  23. Bhayani, A. (2017). Do consumers consider word of mouth for crucial life decisions? International Journal of Nonprofit and Voluntary Sector Marketing, 22(2), e1575.  https://doi.org/10.1002/nvsm.1575.CrossRefGoogle Scholar
  24. Blieszner, R., & Adams, R. G. (1992). In C. Hendrick & S. S. Hendrick (Eds.), Adult friendship. Thousand Oaks: Sage Publications.Google Scholar
  25. Booth, A., Sutton, A., & Papaioannou, D. (2016). Systematic approaches to a successful literature review (2nd ed.). London: Sage Publications.Google Scholar
  26. Bornstein, R. F. (1989). Exposure and affect: Overview and meta-analysis of research, 1968-1987. Psychological Bulletin, 106(2), 265–289.  https://doi.org/10.1037/0033-2909.106.2.265.CrossRefGoogle Scholar
  27. Bozarth, C., & McDermott, C. (1998). Configurations in manufacturing strategy: A review and directions for future research. Journal of Operations Management, 16(4), 427–439.  https://doi.org/10.1016/S0272-6963(98)00022-9.CrossRefGoogle Scholar
  28. Brannan, D., Biswas-Diener, R., Mohr, C. D., Mortazavi, S., & Stein, N. (2013). Friends and family: A cross-cultural investigation of social support and subjective well-being among college students. The Journal of Positive Psychology, 8(1), 65–75.  https://doi.org/10.1080/17439760.2012.743573.CrossRefGoogle Scholar
  29. Buhrmester, D. (1990). Intimacy of friendship, interpersonal competence, and adjustment during preadolescence and adolescence. Child Development, 61(4), 1101–1111.  https://doi.org/10.1111/1467-8624.ep9102040966.CrossRefGoogle Scholar
  30. Bunnell, T., Yea, S., Peake, L., Skelton, T., & Smith, M. (2012). Geographies of friendships. Progress in Human Geography, 36(4), 490–507.  https://doi.org/10.1177/0309132511426606.CrossRefGoogle Scholar
  31. Caldwell, M. A., & Peplau, L. A. (1982). Sex differences in same-sex friendship. Sex Roles, 8(7), 721–732.  https://doi.org/10.1007/BF00287568.CrossRefGoogle Scholar
  32. Cavanaugh, L. A. (2014). Because I (don’t) deserve it: How relationship reminders and deservingness influence consumer indulgence. Journal of Marketing Research, 51(2), 218–232.  https://doi.org/10.1509/jmr.12.0133.CrossRefGoogle Scholar
  33. Chan, K., Prendergast, G., Grønhøj, A., & Bech-Larsen, T. (2009). Communicating healthy eating to adolescents. Journal of Consumer Marketing, 26(1), 6–14.  https://doi.org/10.1108/07363760910927000.CrossRefGoogle Scholar
  34. Chang, J., Khan, M. A., & Tsai, C.-T. S. (2012). Dining occasions, service failures and customer complaint behaviours: An empirical assessment. International Journal of Tourism Research, 14(6), 601–615.  https://doi.org/10.1002/jtr.874.CrossRefGoogle Scholar
  35. Chebat, J.-C., Haj-Salem, N., & Oliveira, S. (2014). Why shopping pals make malls different? Journal of Retailing and Consumer Services, 21(2), 77–85.  https://doi.org/10.1016/j.jretconser.2013.10.002.CrossRefGoogle Scholar
  36. Chen, Z. (2017). Social acceptance and word of mouth: How the motive to belong leads to divergent WOM with strangers and friends. Journal of Consumer Research, 44(3), 613–632.  https://doi.org/10.1093/jcr/ucx055.CrossRefGoogle Scholar
  37. Chen, Z., & Berger, J. (2013). When, why, and how controversy causes conversation. Journal of Consumer Research, 40(3), 580–593.  https://doi.org/10.1086/671465.CrossRefGoogle Scholar
  38. Chen, Y., & Feeley, T. H. (2014). Social support, social strain, loneliness, and well-being among older adults: An analysis of the health and retirement study. Journal of Social and Personal Relationships, 31(2), 141–161.  https://doi.org/10.1177/0265407513488728.CrossRefGoogle Scholar
  39. Clark, M. L., & Drewry, D. L. (1985). Similarity and reciprocity in the friendships of elementary school children. Child Study Journal, 15(4), 251–264.Google Scholar
  40. Clarke, G. (2005). An examination of ‘self-monitoring’ and the ‘influence of others’ as determinants of attitude to the higher education application service process in the UK. Journal of Marketing for Higher Education, 15(1), 1–20.  https://doi.org/10.1300/J050v15n01_01.CrossRefGoogle Scholar
  41. Coker, K. K., Altobello, S. A., & Balasubramanian, S. K. (2013). Message exposure with friends: The role of social context on attitudes toward prominently placed brands. Journal of Consumer Behaviour, 12(2), 102–111.  https://doi.org/10.1002/cb.1423.CrossRefGoogle Scholar
  42. Cox, A. D., & Cox, D. (1998). Beyond “peer pressure”: A theoretical framework for understanding the varieties of social influence in adolescent risk behavior. Social Marketing Quarterly, 4(4), 43–47.  https://doi.org/10.1080/15245004.1998.9961017.CrossRefGoogle Scholar
  43. Davis, K. E., & Todd, M. J. (1982). Friendship and love relationships. In K. E. Davis (Ed.), Advances in descriptive psychology, Vol 2 (pp. 79–122). Greenwich: JAI Press.Google Scholar
  44. Demir, M., & Özdemir, M. (2010). Friendship, need satisfaction and happiness. Journal of Happiness Studies, 11(2), 243–259.  https://doi.org/10.1007/s10902-009-9138-5.CrossRefGoogle Scholar
  45. Demir, M., & Weitekamp, L. A. (2007). I am so happy ‘cause today I found my friend: Friendship and personality as predictors of happiness. Journal of Happiness Studies, 8(2), 181–211.  https://doi.org/10.1007/s10902-006-9012-7.CrossRefGoogle Scholar
  46. Denyer, D., & Tranfield, D. (2009). Producing a systematic review. In D. A. Buchanan & A. Bryman (Eds.), The Sage handbook of organizational research methods (pp. 671–689). Thousand Oaks: Sage Publications.Google Scholar
  47. Dong, E., Zhang, L., Choe, J., & Pugh, S. (2013). Rugby union among middle-aged American men: An exploration. Leisure Studies, 32(2), 219–228.  https://doi.org/10.1080/02614367.2012.748089.CrossRefGoogle Scholar
  48. Doty, D. H., & Glick, W. H. (1994). Typologies as a unique form of theory building: Toward improved understanding and modeling. Academy of Management Review, 19(2), 230–251.CrossRefGoogle Scholar
  49. Drake-Bridges, E., & Burgess, B. (2010). Personal preferences of tween shoppers. Journal of Fashion Marketing and Management, 14(4), 624–633.  https://doi.org/10.1108/13612021011081788.CrossRefGoogle Scholar
  50. Dubois, D., Bonezzi, A., & De Angelis, M. (2016). Sharing with friends versus strangers: How interpersonal closeness influences word-of-mouth valence. Journal of Marketing Research, 53(5), 712–727.  https://doi.org/10.1509/jmr.13.0312.CrossRefGoogle Scholar
  51. Duffy, A. (2015). Friends and fellow travelers: Comparative influence of review sites and friends on hotel choice. Journal of Hospitality and Tourism Technology, 6(2), 127–144.  https://doi.org/10.1108/JHTT-05-2014-0015.CrossRefGoogle Scholar
  52. Duhan, D. F., Johnson, S. D., Wilcox, J. B., & Harrel, G. D. (1997). Influences on consumer use of word-of-mouth recommendation sources. Journal of the Academy of Marketing Science, 25(4), 283–295.  https://doi.org/10.1177/0092070397254001.CrossRefGoogle Scholar
  53. Dzhogleva, H., & Lamberton, C. P. (2014). Should birds of a feather flock together? Understanding self-control decisions in dyads. Journal of Consumer Research, 41(2), 361–380.  https://doi.org/10.1086/676599.CrossRefGoogle Scholar
  54. Eagar, T., & Dann, S. (2016). Classifying the narrated #selfie: Genre typing human-branding activity. European Journal of Marketing, 50(9/10), 1835–1857.  https://doi.org/10.1108/EJM-07-2015-0509.CrossRefGoogle Scholar
  55. Elsharnouby, T., & Parsons, E. (2010). A broader concept of relationships: Identifying new forms of consumer–provider interactions in Egyptian financial services. Journal of Marketing Management, 26(13–14), 1367–1388.  https://doi.org/10.1080/0267257X.2010.523833.CrossRefGoogle Scholar
  56. Evans, K. R., Christiansen, T., & Gill, J. D. (1996). The impact of social influence and role expectations on shopping center patronage intentions. Journal of the Academy of Marketing Science, 24(3), 208–218.  https://doi.org/10.1177/0092070396243002.CrossRefGoogle Scholar
  57. Fairhurst, A., Costello, C., & Fogle Holmes, A. (2007). An examination of shopping behavior of visitors to Tennessee according to tourist typologies. Journal of Vacation Marketing, 13(4), 311–320.  https://doi.org/10.1177/1356766707081005.CrossRefGoogle Scholar
  58. Fehr, B. (1996). In C. Hendrick & S. S. Hendrick (Eds.), Friendship processes. Thousand Oaks: Sage Publications.CrossRefGoogle Scholar
  59. Fink, A. (2014). Conducting research literature reviews: From the internet to paper (4th ed.). Thousand Oaks: Sage Publications.Google Scholar
  60. Foley, C. (2015). The art of wasting time: Sociability, friendship, community and holidays. Leisure Studies, 1–21.  https://doi.org/10.1080/02614367.2015.1055296.CrossRefGoogle Scholar
  61. Gafter, L. M., & Tchetchik, A. (2017). The role of social ties and communication technologies in visiting friends tourism- a GMM simultaneous equations approach. Tourism Management, 61, 343–353.  https://doi.org/10.1016/j.tourman.2017.02.024.CrossRefGoogle Scholar
  62. Gainer, B. (1995). Ritual and relationships: Interpersonal influences on shared consumption. Journal of Business Research, 32(3), 253–260.  https://doi.org/10.1016/0148-2963(94)00050-O.CrossRefGoogle Scholar
  63. Gentina, E., & Bonsu, S. K. (2013). Peer network position and shopping behavior among adolescents. Journal of Retailing and Consumer Services, 20(1), 87–93.  https://doi.org/10.1016/j.jretconser.2012.10.009.CrossRefGoogle Scholar
  64. Gershoff, A. D., & Johar, G. V. (2006). Do you know me? Consumer calibration of friends’ knowledge. Journal of Consumer Research, 32(4), 496–503.  https://doi.org/10.1086/500479.CrossRefGoogle Scholar
  65. Gershoff, A. D., Mukherjee, A., & Mukhopadhyay, A. (2007). Few ways to love, but many ways to hate: Attribute ambiguity and the positivity effect in agent evaluation. Journal of Consumer Research, 33(4), 499–505.  https://doi.org/10.1086/510223.CrossRefGoogle Scholar
  66. Gifford-Smith, M. E., & Brownell, C. A. (2003). Childhood peer relationships: Social acceptance, friendships, and peer networks. Journal of School Psychology, 41(4), 235–284.  https://doi.org/10.1016/S0022-4405(03)00048-7.CrossRefGoogle Scholar
  67. Gillespie, B. J., Lever, J., Frederick, D., & Royce, T. (2015). Close adult friendships, gender, and the life cycle. Journal of Social and Personal Relationships, 32(6), 709–736.  https://doi.org/10.1177/0265407514546977.CrossRefGoogle Scholar
  68. Godes, D., & Mayzlin, D. (2009). Firm-created word-of-mouth communication: Evidence from a field test. Marketing Science, 28(4), 721–739.  https://doi.org/10.1287/mksc.1080.0444.CrossRefGoogle Scholar
  69. Godes, D., Mayzlin, D., Chen, Y., Das, S., Dellarocas, C., Pfeiffer, B., et al. (2005). The firm’s management of social interactions. Marketing Letters, 16(3/4), 415–428.CrossRefGoogle Scholar
  70. Granovetter, M. S. (1973). The strength of weak ties. The American Journal of Sociology, 78(6), 1360–1380.CrossRefGoogle Scholar
  71. Grayson, K. (2007). Friendship versus business in marketing relationships. Journal of Marketing, 71(4), 121–139.  https://doi.org/10.1509/jmkg.71.4.121.CrossRefGoogle Scholar
  72. Greenberg, J. (1987). A taxonomy of organizational justice theories. Academy of Management Review, 12(1), 9–22.  https://doi.org/10.5465/AMR.1987.4306437.CrossRefGoogle Scholar
  73. Griffin, E., & Sparks, G. G. (1990). Friends forever: A longitudinal exploration of intimacy in same-sex friends and platonic pairs. Journal of Social and Personal Relationships, 7(1), 29–46.  https://doi.org/10.1177/0265407590071002.CrossRefGoogle Scholar
  74. Grimes, T. (2013). What the Share a Coke campaign can teach other brands. The Guardian Media Network. www.theguardian.com/media-network/media-network-blog/2013/jul/24/share-coke-teach-brands. Accessed 1 Oct 2014.
  75. Grønhøj, A. (2007). The consumer competence of young adults: A study of newly formed households. Qualitative Market Research: An International Journal, 10(3), 243–264.  https://doi.org/10.1108/13522750710754290.CrossRefGoogle Scholar
  76. Guevarra, D. A., & Howell, R. T. (2014). To have in order to do: Exploring the effects of consuming experiential products on well-being. Journal of Consumer Psychology, 25(1), 28–41.  https://doi.org/10.1016/j.jcps.2014.06.006.CrossRefGoogle Scholar
  77. Gulati, R., Wohlgezogen, F., & Zhelyazkov, P. (2012). The two facets of collaboration: Cooperation and coordination in strategic alliances. The Academy of Management Annals, 6(1), 531–583.  https://doi.org/10.1080/19416520.2012.691646.CrossRefGoogle Scholar
  78. Han, X., Kwortnik, R. J., Jr., & Wang, C. (2008). Service loyalty: An integrative model and examination across service contexts. Journal of Service Research, 11(1), 22–42.  https://doi.org/10.1177/1094670508319094.CrossRefGoogle Scholar
  79. Hartup, W. W. (1996). Cooperation, close relationships, and cognitive development. In W. M. Bukowski, A. F. Newcomb, & W. W. Hartup (Eds.), The company they keep: Friendships in childhood and adolescence (pp. 213–236). Cambridge: Cambridge University Press.Google Scholar
  80. Hays, R. B. (1988). Friendship. In S. Duck (Ed.), Handbook of personal relationships (pp. 391–408). New York: John Wiley & Sons.Google Scholar
  81. Haytko, D. L. (2004). Firm-to-firm and interpersonal relationships: Perspectives from advertising agency account managers. Journal of the Academy of Marketing Science, 32(3), 312–328.  https://doi.org/10.1177/0092070304264989.CrossRefGoogle Scholar
  82. Haytko, D. L., & Baker, J. (2004). It’s all at the mall: Exploring adolescent girls’ experiences. Journal of Retailing, 80(1), 67–83.  https://doi.org/10.1016/j.jretai.2004.01.005.CrossRefGoogle Scholar
  83. Heide, J. B., & Wathne, K. H. (2006). Friends, businesspeople, and relationship roles: A conceptual framework and a research agenda. Journal of Marketing, 70(3), 90–103.  https://doi.org/10.1509/jmkg.70.3.90.CrossRefGoogle Scholar
  84. Heimtun, B. (2010). The holiday meal: Eating out alone and mobile emotional geographies. Leisure Studies, 29(2), 175–192.  https://doi.org/10.1080/02614360903261495.CrossRefGoogle Scholar
  85. Heimtun, B., & Abelsen, B. (2012). The tourist experience and bonding. Current Issues in Tourism, 15(5), 425–439.  https://doi.org/10.1080/13683500.2011.609275.CrossRefGoogle Scholar
  86. Herold, K., Tarkiainen, A., & Sundqvist, S. (2016). How the source of word-of-mouth influences information processing in the formation of brand attitudes. Journal of Marketing for Higher Education, 26(1), 64–85.  https://doi.org/10.1080/08841241.2016.1146387.CrossRefGoogle Scholar
  87. Ho, H. (2012). Does friendship help in personal selling? The contingent effect of outcome favorability. Psychology and Marketing, 29(2), 87–97.  https://doi.org/10.1002/mar.20506.CrossRefGoogle Scholar
  88. Hruschka, D. J. (2010). In M. B. Mulder & J. Henrich (Eds.), Friendship: Development, ecology, and evolution of a relationship. Berkeley: University of California Press.CrossRefGoogle Scholar
  89. Huang, S., Broniarczyk, S. M., Zhang, Y., & Beruchashvili, M. (2015). From close to distant: The dynamics of interpersonal relationships in shared goal pursuit. Journal of Consumer Research, 41(5), 1252–1266.  https://doi.org/10.1086/678958.CrossRefGoogle Scholar
  90. Jancic, Z., & Zabkar, V. (2002). Impersonal vs. personal exchanges in marketing relationships. Journal of Marketing Management, 18(7–8), 657–671.  https://doi.org/10.1362/0267257022780705.CrossRefGoogle Scholar
  91. Johar, G. V. (2005). The price of friendship: When, why, and how relational norms guide social exchange behavior. Journal of Consumer Psychology, 15(1), 22–27.  https://doi.org/10.1207/s15327663jcp1501_4.CrossRefGoogle Scholar
  92. John, L. K., Emrich, O., Gupta, S., & Norton, M. I. (2017). Does “liking” lead to loving? The impact of joining a brand’s social network on marketing outcomes. Journal of Marketing Research, 54(1), 144–155.  https://doi.org/10.1509/jmr.14.0237.CrossRefGoogle Scholar
  93. Jones, T., Taylor, S. F., & Bansal, H. S. (2008). Commitment to a friend, a service provider, or a service company—Are they distinctions worth making? Journal of the Academy of Marketing Science, 36(4), 473–487.  https://doi.org/10.1007/s11747-008-0107-z.CrossRefGoogle Scholar
  94. Journey Australia Staff. (2013). Local idea goes global : Share a Coke. Coca Cola Website. http://www.coca-colajourney.com.au/stories/local-idea-goes-global-share-a-coke. Accessed 21 Sept 2014.
  95. Joy, A. (2001). Gift giving in Hong Kong and the continuum of social ties. Journal of Consumer Research, 28(2), 239–256.  https://doi.org/10.1086/322900.CrossRefGoogle Scholar
  96. Kaul, S., Sahay, A., & Koshy, A. (2010). Impact of initial-trust-image on shopper trust and patronage intentions. International Journal of Retail & Distribution Management, 38(4), 275–296.  https://doi.org/10.1108/09590551011032090.CrossRefGoogle Scholar
  97. Kenny, D. A., & Nasby, W. (1980). Splitting the reciprocity correlation. Journal of Personality and Social Psychology, 38(2), 249–256.  https://doi.org/10.1037/0022-3514.38.2.249.CrossRefGoogle Scholar
  98. Ketelaar, P. E., Janssen, L., Vergeer, M., van Reijmersdal, E. A., Crutzen, R., & van ‘t Riet, J. (2016). The success of viral ads: Social and attitudinal predictors of consumer pass-on behavior on social network sites. Journal of Business Research, 69(7), 2603–2613.  https://doi.org/10.1016/j.jbusres.2015.10.151.CrossRefGoogle Scholar
  99. Kiecker, P., & Hartman, C. L. (1994). Predicting buyers’ selection of interpersonal sources: The role of strong ties and weak ties. In C. T. Allen & D. R. John (Eds.), Advances in consumer research (Vol. 21, pp. 464–469). Provo: Association for Consumer Research http://acrwebsite.org/volumes/7637/volumes/v21/NA-21.
  100. Kim, H. S., & Choi, B. (2016). The effects of three customer-to-customer interaction quality types on customer experience quality and citizenship behavior in mass service settings. Journal of Services Marketing, 30(4), 384–397.  https://doi.org/10.1108/JSM-06-2014-0194.CrossRefGoogle Scholar
  101. Kim, J., & Kim, J.-E. (2014). Making customer engagement fun: Customer-salesperson interaction in luxury fashion retailing. Journal of Fashion Marketing and Management, 18(2), 133–144.  https://doi.org/10.1108/JFMM-04-2013-0050.CrossRefGoogle Scholar
  102. Kim, H., Rhee, E., & Yee, J. (2008). Comparing fashion process networks and friendship networks in small groups of adolescents. Journal of Fashion Marketing and Management, 12(4), 545–564.  https://doi.org/10.1108/13612020810906182.CrossRefGoogle Scholar
  103. Kornish, L. J., & Li, Q. (2010). Optimal referral bonuses with asymmetric information: Firm-offered and interpersonal incentives. Marketing Science, 29(1), 108–121.  https://doi.org/10.1287/mksc.1080.0484.CrossRefGoogle Scholar
  104. Kostiw, T. (2014). Coca-Cola gets personal. Strategy Online Canada. http://strategyonline.ca/2014/07/07/coca-cola-gets-personal/. Accessed 1 May 2015.
  105. Kumar, V., Dixit, A., Javalgi, R. G., & Dass, M. (2016). Research framework, strategies, and applications of intelligent agent technologies (IATs) in marketing. Journal of the Academy of Marketing Science, 44(1), 24–45.  https://doi.org/10.1007/s11747-015-0426-9.CrossRefGoogle Scholar
  106. Kunz, W., & Seshadri, S. (2015). From virtual travelers to real friends: Relationship-building insights from an online travel community. Journal of Business Research, 68(9), 1822–1828.  https://doi.org/10.1016/j.jbusres.2015.01.009.CrossRefGoogle Scholar
  107. Kurt, D., Inman, J. J., & Argo, J. J. (2011). The influence of friends on consumer spending: The role of agency– Communion orientation and self-monitoring. Journal of Marketing Research, 48(4), 741–754.  https://doi.org/10.1509/jmkr.48.4.741.CrossRefGoogle Scholar
  108. Lahey, B. B., Krueger, R. F., Rathouz, P. J., Waldman, I. D., & Zald, D. H. (2017). A hierarchical causal taxonomy of psychopathology across the life span. Psychological Bulletin, 143(2), 142–186.  https://doi.org/10.1037/bul0000069.CrossRefGoogle Scholar
  109. Lala, V., & Priluck, R. (2011). When students complain. Journal of Marketing Education, 33(3), 236–252.  https://doi.org/10.1177/0273475311420229.CrossRefGoogle Scholar
  110. Lam, D., & Mizerski, D. (2005). The effects of locus of control on word-of-mouth communication. Journal of Marketing Communications, 11(3), 215–228.  https://doi.org/10.1080/1352726042000333180.CrossRefGoogle Scholar
  111. Lamell, L. (2018). Harley Owners Group chapter #5218 history. http://www.centralvermonthog.com/uploads/Chapter_History_March25_2018.pdf. Accessed 25 June 2019.
  112. Landry, T. D., Arnold, T. J., & Stark, J. B. (2005). Retailer community embeddedness and consumer patronage. Journal of Retailing and Consumer Services, 12(1), 65–72.  https://doi.org/10.1016/j.jretconser.2004.03.001.CrossRefGoogle Scholar
  113. Lanier, C. D., Rader, C. S., & Fowler, A. R. (2013). Anthropomorphism, marketing relationships, and consumption worth in the toy story trilogy 1. Journal of Marketing Management, 29(1–2), 26–47.  https://doi.org/10.1080/0267257X.2013.769020.CrossRefGoogle Scholar
  114. Lee, A., Xu, Y., & Hyde, K. F. (2013a). Factors influencing investor choice of retirement funds. Journal of Financial Services Marketing, 18(2), 137–151.  https://doi.org/10.1057/fsm.2013.8.CrossRefGoogle Scholar
  115. Lee, C. J., Andrade, E. B., & Palmer, S. E. (2013b). Interpersonal relationships and preferences for mood-congruency in aesthetic experiences. Journal of Consumer Research, 40(2), 382–391.  https://doi.org/10.1086/670609.CrossRefGoogle Scholar
  116. Leung, T. K. P., Chan, R. Y.-K., Lai, K., & Ngai, E. W. T. (2011). An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach. Industrial Marketing Management, 40(7), 1193–1205.  https://doi.org/10.1016/j.indmarman.2010.12.020.CrossRefGoogle Scholar
  117. Li, X., & Zhang, M. (2014). The effects of heightened physiological needs on perception of psychological connectedness. Journal of Consumer Research, 41(4), 1078–1088.  https://doi.org/10.1086/678051.CrossRefGoogle Scholar
  118. Lin, J.-S. C., & Hsieh, C.-C. (2011). Modeling service friendship and customer compliance in high-contact service relationships. Journal of Service Management, 22(5), 607–631.  https://doi.org/10.1108/09564231111174979.CrossRefGoogle Scholar
  119. Lin, Y.-S., & Huang, J.-Y. (2006). Internet blogs as a tourism marketing medium: A case study. Journal of Business Research, 59(10–11), 1201–1205.  https://doi.org/10.1016/j.jbusres.2005.11.005.CrossRefGoogle Scholar
  120. Lindsey-Mullikin, J., & Munger, J. L. (2011). Companion shoppers and the consumer shopping experience. Journal of Relationship Marketing, 10(1), 7–27.  https://doi.org/10.1080/15332667.2011.549385.CrossRefGoogle Scholar
  121. López-López, I., Ruiz-de-Maya, S., & Warlop, L. (2014). When sharing consumption emotions with strangers is more satisfying than sharing them with friends. Journal of Service Research, 17(4), 475–488.  https://doi.org/10.1177/1094670514538835.CrossRefGoogle Scholar
  122. Lowe, M. L., & Haws, K. L. (2014). (Im)moral support: The social outcomes of parallel self-control decisions. Journal of Consumer Research, 41(2), 489–505.  https://doi.org/10.1086/676688.CrossRefGoogle Scholar
  123. MacInnis, D. J. (2011). A framework for conceptual contributions in marketing. Journal of Marketing, 75(4), 136–154.  https://doi.org/10.1509/jmkg.75.4.136.CrossRefGoogle Scholar
  124. Mahmood, A., & Sismeiro, C. (2017). Will they come and will they stay? Online social networks and news consumption on external websites. Journal of Interactive Marketing, 37, 117–132.  https://doi.org/10.1016/j.intmar.2016.10.003.CrossRefGoogle Scholar
  125. Mangleburg, T. F., Doney, P. M., & Bristol, T. (2004). Shopping with friends and teens’ susceptibility to peer influence. Journal of Retailing, 80(2), 101–116.  https://doi.org/10.1016/j.jretai.2004.04.005.CrossRefGoogle Scholar
  126. Marketing Magazine Australia. (2012). Share a Coke campaign post-analysis. http://www.marketingmag.com.au/case-studies/share-a-coke-campaign-post-analysis-15944/#.U8Nv6vmSzDs. Accessed 8 May 2014.
  127. Mason, R. B. (2008). Word of mouth as a promotional tool for turbulent markets. Journal of Marketing Communications, 14(3), 207–224.  https://doi.org/10.1080/13527260701754258.CrossRefGoogle Scholar
  128. McColl-Kennedy, J. R., Hogan, S. J., Witell, L., & Snyder, H. (2017). Cocreative customer practices: Effects of health care customer value cocreation practices on well-being. Journal of Business Research, 70, 55–66.  https://doi.org/10.1016/j.jbusres.2016.07.006.CrossRefGoogle Scholar
  129. McNeill, L., & Mather, D. (2016). Social involvement and consumption motivation: Co-creation of magic in the servicescape. Australasian Marketing Journal, 24(4), 315–321.  https://doi.org/10.1016/j.ausmj.2016.11.004.CrossRefGoogle Scholar
  130. McPherson, M., Smith-Lovin, L., & Cook, J. M. (2001). Birds of a feather: Homophily in social networks. Annual Review of Sociology, 27(1), 415–444.  https://doi.org/10.1146/annurev.soc.27.1.415.CrossRefGoogle Scholar
  131. Mendelson, M. J., & Aboud, F. E. (1999). Measuring friendship quality in late adolescents and young adults: McGill friendship questionnaires. Canadian Journal of Behavioural Science, 31(2), 130–132.  https://doi.org/10.1037/h0087080.CrossRefGoogle Scholar
  132. Mitchell, A. A., & Dacin, P. A. (1996). The assessment of alternative measures of consumer expertise. Journal of Consumer Research, 23(3), 219.  https://doi.org/10.1086/209479.CrossRefGoogle Scholar
  133. Morais, D. B., Yarnal, C. M., & Kerstetter, D. L. (2006). The love triangle: Loyal relationships among providers, customers, and their friends. Journal of Travel Research, 44(4), 379–386.  https://doi.org/10.1177/0047287505282955.CrossRefGoogle Scholar
  134. Morman, M. T., Schrodt, P., & Tornes, M. J. (2013). Self-disclosure mediates the effects of gender orientation and homophobia on the relationship quality of male same-sex friendships. Journal of Social and Personal Relationships, 30(5), 582–605.  https://doi.org/10.1177/0265407512463991.CrossRefGoogle Scholar
  135. Mortimer, K., & Pressey, A. (2013). Consumer information search and credence services: Implications for service providers. Journal of Services Marketing, 27(1), 49–58.  https://doi.org/10.1108/08876041311296374.CrossRefGoogle Scholar
  136. Mulcahy, C. M., Parry, D. C., & Glover, T. D. (2010). Play-group politics: A critical social capital exploration of exclusion and conformity in mothers groups. Leisure Studies, 29(1), 3–27.  https://doi.org/10.1080/02614360903266973.CrossRefGoogle Scholar
  137. Mumbrella News. (2011). Coca-Cola puts people’s names on bottles in ‘Share a Coke’ campaign. http://mumbrella.com.au/coca-cola-puts-peoples-names-on-bottles-in-share-a-coke-campaign-59657. Accessed 1 April 2014.
  138. Murphy, L., Mascardo, G., & Benckendorff, P. (2007). Exploring word-of-mouth influences on travel decisions: Friends and relatives vs. other travellers. International Journal of Consumer Studies, 31(5), 517–527.  https://doi.org/10.1111/j.1470-6431.2007.00608.x.CrossRefGoogle Scholar
  139. Nelson, M. R., & McLeod, L. E. (2005). Adolescent brand consciousness and product placements: Awareness, liking and perceived effects on self and others. International Journal of Consumer Studies, 29(6), 515–528.  https://doi.org/10.1111/j.1470-6431.2005.00429.x.CrossRefGoogle Scholar
  140. Newcomb, A. F., & Bagwell, C. L. (1996). The developmental significance of children’s friendship relations. In W. M. Bukowski, A. F. Newcomb, & W. W. Hartup (Eds.), The company they keep: Friendships in childhood and adolescence (pp. 289–321). Cambridge: Cambridge University Press.Google Scholar
  141. Nuttall, P. (2008). Thank you for the music? The role and significance of music for adolescents. Young Consumers, 9(2), 104–111.  https://doi.org/10.1108/17473610810879675.CrossRefGoogle Scholar
  142. O’Loughlin, D., & Szmigin, I. (2006). Customer relationship typologies and the nature of loyalty in Irish retail financial services. Journal of Marketing Management, 22(3–4), 267–293.  https://doi.org/10.1362/026725706776861235.CrossRefGoogle Scholar
  143. Park, H. M., & Manchanda, P. (2015). When Harry bet with Sally: An empirical analysis of multiple peer effects in casino gambling behavior. Marketing Science, 34(2), 179–194.  https://doi.org/10.1287/mksc.2014.0889.CrossRefGoogle Scholar
  144. Parker, J. G., & Asher, S. R. (1993). Friendship and friendship quality in middle childhood: Links with peer group acceptance and feelings of loneliness and social dissatisfaction. Developmental Psychology, 29(4), 611–621.  https://doi.org/10.1037/0012-1649.29.4.611.CrossRefGoogle Scholar
  145. Pentina, I., Taylor, D. G., & Voelker, T. A. (2009). The roles of self-discrepancy and social support in young females’ decisions to undergo cosmetic procedures. Journal of Consumer Behaviour, 8(4), 149–165.  https://doi.org/10.1002/cb.279.CrossRefGoogle Scholar
  146. Pentina, I., Amialchuk, A., & Taylor, D. G. (2011). Exploring effects of online shopping experiences on browser satisfaction and e-tail performance. International Journal of Retail & Distribution Management, 39(10), 742–758.  https://doi.org/10.1108/09590551111162248.CrossRefGoogle Scholar
  147. Pettigrew, T. F. (1998). Intergroup contact theory. Annual Review of Psychology, 49(1), 65–85.  https://doi.org/10.1146/annurev.psych.49.1.65.CrossRefGoogle Scholar
  148. Podsakoff, P. M., MacKenzie, S. B., Bachrach, D. G., & Podsakoff, N. P. (2005). The influence of management journals in the 1980s and 1990s. Strategic Management Journal, 26(5), 473–488.  https://doi.org/10.1002/smj.454.CrossRefGoogle Scholar
  149. Pongjit, C., & Beise-Zee, R. (2015). The effects of word-of-mouth incentivization on consumer brand attitude. Journal of Product and Brand Management, 24(7), 720–735.  https://doi.org/10.1108/JPBM-11-2014-0752.CrossRefGoogle Scholar
  150. Price, L. L., & Arnould, E. J. (1999). Commercial friendships: Service provider-client relationships in context. Journal of Marketing, 63(4), 38–56.  https://doi.org/10.2307/1251973.CrossRefGoogle Scholar
  151. Ramanathan, U., & Ramanathan, R. (2013). Investigating the impact of resource capabilities on customer loyalty: A structural equation approach for the UK hotels using online ratings. Journal of Services Marketing, 27(5), 404–415.  https://doi.org/10.1108/JSM-12-2011-0186.CrossRefGoogle Scholar
  152. Regan, P. C. (2011). Close relationships. East Sussex: Routledge.CrossRefGoogle Scholar
  153. Reis, H. T., & Shaver, P. (1988). Intimacy as an interpersonal process. In S. Duck (Ed.), Handbook of personal relationships (pp. 367–389). New York: John Wiley & Sons http://psycnet.apa.org/psycinfo/1988-97881-020.Google Scholar
  154. Reynolds, K. E., & Arnold, M. J. (2000). Customer loyalty to the salesperson and the store: Examining relationship customers in an upscale retail context. Journal of Personal Selling and Sales Management, 20(2), 89–98.  https://doi.org/10.1080/08853134.2000.10754228.CrossRefGoogle Scholar
  155. Rodin, M. J. (1982). Non-engagement, failure to engage, and disengagement. In S. Duck (Ed.), Personal relationships (Dissolving personal relationships) (Vol. 4, pp. 31–49). London: Academic Press.Google Scholar
  156. Rose, A. J., & Rudolph, K. D. (2006). A review of sex differences in peer relationship processes: Potential trade-offs for the emotional and behavioral development of girls and boys. Psychological Bulletin, 132(1), 98–131.  https://doi.org/10.1037/0033-2909.132.1.98.CrossRefGoogle Scholar
  157. Rosenbaum, M. S. (2009). Exploring commercial friendships from employees’ perspectives. Journal of Services Marketing, 23(1), 57–66.  https://doi.org/10.1108/08876040910933101.CrossRefGoogle Scholar
  158. Rosenbaum, M. S., & Martin, D. (2012). Wearing community: Why customers purchase a service firm’s logo products. Journal of Services Marketing, 26(5), 310–321.  https://doi.org/10.1108/08876041211245209.CrossRefGoogle Scholar
  159. Rosenbaum, M. S., & Massiah, C. A. (2007). When customers receive support from other customers: Exploring the influence of intercustomer social support on customer voluntary performance. Journal of Service Research, 9(3), 257–270.  https://doi.org/10.1177/1094670506295851.CrossRefGoogle Scholar
  160. Rosenbaum, M. S., Russell-Bennett, R., & Drennan, J. (2015). Commercial friendships between gay sales associates and straight female customers in luxury settings: A proposed theoretical framework. Journal of Retailing and Consumer Services, 27, 179–186.  https://doi.org/10.1016/j.jretconser.2015.08.004.CrossRefGoogle Scholar
  161. Roy, R., Benenson, J. F., & Lilly, F. (2000). Beyond intimacy: Conceptualizing sex differences in same-sex friendships. The Journal of Psychology, 134(1), 93–101.  https://doi.org/10.1080/00223980009600852.CrossRefGoogle Scholar
  162. Sakdiyakorn, M., & Wattanacharoensil, W. (2018). Generational diversity in the workplace: A systematic review in the hospitality context. Cornell Hospitality Quarterly, 59(2), 135–159.  https://doi.org/10.1177/1938965517730312.CrossRefGoogle Scholar
  163. Salazar, H. A., Oerlemans, L., & van Stroe-Biezen, S. (2013). Social influence on sustainable consumption: Evidence from a behavioural experiment. International Journal of Consumer Studies, 37(2), 172–180.  https://doi.org/10.1111/j.1470-6431.2012.01110.x.CrossRefGoogle Scholar
  164. Samu, S., & Bhatnagar, N. (2008). The efficacy of anti-smoking advertisements: The role of source, message, and individual characteristics. International Journal of Nonprofit and Voluntary Sector Marketing, 13(3), 237–250.  https://doi.org/10.1002/nvsm.326.CrossRefGoogle Scholar
  165. Scarpaci, J. L., & Burke, C. S. (2016). Tailoring but not targeting: A critical analysis of “the meth project” aimed at Hispanic youth. International Journal of Nonprofit and Voluntary Sector Marketing, 21(3), 168–179.  https://doi.org/10.1002/nvsm.1553.CrossRefGoogle Scholar
  166. Scelzo, T., & Lerman, D. (2009). Little emperors grown up: A case study of cosmetic usage. Young Consumers, 10(2), 110–119.  https://doi.org/10.1108/17473610910964697.CrossRefGoogle Scholar
  167. Scully, K., & Moital, M. (2016). Peer influence strategies in collectively consumed products (events and festivals): An exploratory study among university students. Young Consumers, 17(1), 46–63.  https://doi.org/10.1108/YC-07-2015-00536.CrossRefGoogle Scholar
  168. Sedikides, C., Olsen, N., & Reis, H. T. (1993). Relationships as natural categories. Journal of Personality and Social Psychology, 64(1), 71–82.  https://doi.org/10.1037/0022-3514.64.1.71.CrossRefGoogle Scholar
  169. Shaver, P., Furman, W., & Buhrmester, D. (1985). Transition to college: Network changes, social skills, and loneliness. In S. Duck & D. Perlman (Eds.), Understanding personal relationships: An interdisciplinary approach (pp. 193–219). Thousand Oaks: Sage Publications.Google Scholar
  170. Shelton, J. N., Trail, T. E., West, T. V., & Bergsieker, H. B. (2010). From strangers to friends: The interpersonal process model of intimacy in developing interracial friendships. Journal of Social and Personal Relationships, 27(1), 71–90.  https://doi.org/10.1177/0265407509346422.CrossRefGoogle Scholar
  171. Singh, V. K., Nishant, R., & Kitchen, P. J. (2016). Self or simulacra of online reviews: An empirical perspective. Psychology and Marketing, 33(12), 1112–1118.  https://doi.org/10.1002/mar.20946.CrossRefGoogle Scholar
  172. Small, D. A., & Simonsohn, U. (2008). Friends of victims: Personal experience and prosocial behavior. Journal of Consumer Research, 35(3), 532–542.  https://doi.org/10.1086/527268.CrossRefGoogle Scholar
  173. Solomon, M. R., Russell-Bennett, R., & Previte, J. (2013). Consumer behavior: Buying, having, being (3rd ed.). Sydney: Pearson Australia.Google Scholar
  174. Stephen, A. T., & Lehmann, D. R. (2016). How word-of-mouth transmission encouragement affects consumers’ transmission decisions, receiver selection, and diffusion speed. International Journal of Research in Marketing, 33(4), 755–766.  https://doi.org/10.1016/j.ijresmar.2016.08.003.CrossRefGoogle Scholar
  175. Sun, Y., Dong, X., & McIntyre, S. (2017). Motivation of user-generated content: Social connectedness moderates the effects of monetary rewards. Marketing Science, 36(3), 329–337.  https://doi.org/10.1287/mksc.2016.1022.CrossRefGoogle Scholar
  176. Swan, J. E., Goodwin, C., Mayo, M. A., & Richardson, L. D. (2001). Customer identities: Customers as commercial friends, customer coworkers or business acquaintances. Journal of Personal Selling and Sales Management, 21(1), 29–37.  https://doi.org/10.1080/08853134.2001.10754254.CrossRefGoogle Scholar
  177. Tarver, E. (2015). What makes the “Share a Coke” campaign so successful? Investopedia Website. http://www.investopedia.com/articles/markets/100715/what-makes-share-coke-campaign-so-successful.asp. Accessed 10 Oct 2015.
  178. Taylor, R., & Shanka, T. (2008). Cause for event: Not-for-profit marketing through participant sports events. Journal of Marketing Management, 24(9–10), 945–958.  https://doi.org/10.1362/026725708X381984.CrossRefGoogle Scholar
  179. Thomas, P. A. (2016). The impact of relationship-specific support and strain on depressive symptoms across the life course. Journal of Aging and Health, 28(2), 363–382.  https://doi.org/10.1177/0898264315591004.CrossRefGoogle Scholar
  180. Thomas, J. B., & Peters, C. (2011). An exploratory investigation of black Friday consumption rituals. International Journal of Retail & Distribution Management, 39(7), 522–537.  https://doi.org/10.1108/09590551111144905.CrossRefGoogle Scholar
  181. Toker-Yildiz, K., Trivedi, M., Choi, J., & Chang, S. R. (2017). Social interactions and monetary incentives in driving consumer repeat behavior. Journal of Marketing Research, 54(3), 364–380.  https://doi.org/10.1509/jmr.13.0482.CrossRefGoogle Scholar
  182. Torres, E. N. (2016). Guest interactions and the formation of memorable experiences: An ethnography. International Journal of Contemporary Hospitality Management, 28(10), 2132–2155.  https://doi.org/10.1108/IJCHM-02-2015-0065.CrossRefGoogle Scholar
  183. Trump, R. K., Finkelstein, S. R., & Connell, P. M. (2015). I will risk a stranger’s money, but not my own or my friend’s money: Effect of proximity of the money source to the self on financial risk-taking. Marketing Letters, 26(4), 501–512.  https://doi.org/10.1007/s11002-014-9280-7.CrossRefGoogle Scholar
  184. Trusov, M., Bodapati, A. V., & Bucklin, R. E. (2010). Determining influential users in internet social networks. Journal of Marketing Research, 47(4), 643–658.  https://doi.org/10.1509/jmkr.47.4.643.CrossRefGoogle Scholar
  185. Tuk, M. A., Verlegh, P. W. J., Smidts, A., & Wigboldus, D. H. J. (2009). Sales and sincerity: The role of relational framing in word-of-mouth marketing. Journal of Consumer Psychology, 19(1), 38–47.  https://doi.org/10.1016/j.jcps.2008.12.007.CrossRefGoogle Scholar
  186. Turnbull, P. W., & Wilson, D. T. (1989). Developing and protecting profitable customer relationships. Industrial Marketing Management, 18(3), 233–238.  https://doi.org/10.1016/0019-8501(89)90040-0.CrossRefGoogle Scholar
  187. Umashankar, N., Ward, M. K., & Dahl, D. W. (2017). The benefit of becoming friends: Complaining after service failures leads customers with strong ties to increase loyalty. Journal of Marketing, 81(6), 79–98.  https://doi.org/10.1509/jm.16.0125.CrossRefGoogle Scholar
  188. Üstüner, T., & Thompson, C. J. (2012). How marketplace performances produce interdependent status games and contested forms of symbolic capital. Journal of Consumer Research, 38(5), 796–814.  https://doi.org/10.1086/660815.CrossRefGoogle Scholar
  189. Vassallo, M., Scalvedi, M. L., & Saba, A. (2016). Investigating psychosocial determinants in influencing sustainable food consumption in Italy. International Journal of Consumer Studies, 40(4), 422–434.  https://doi.org/10.1111/ijcs.12268.CrossRefGoogle Scholar
  190. Wan, L. C., Hui, M. K., & Wyer, R. S. (2011). The role of relationship norms in responses to service failures. Journal of Consumer Research, 38(2), 260–277.  https://doi.org/10.1086/659039.CrossRefGoogle Scholar
  191. Ward, M. K., & Broniarczyk, S. M. (2011). It’s not me, it’s you: How gift giving creates giver identity threat as a function of social closeness. Journal of Consumer Research, 38(1), 164–181.  https://doi.org/10.1086/658166.CrossRefGoogle Scholar
  192. Ward, M. K., & Broniarczyk, S. M. (2016). Ask and you shall (not) receive: Close friends prioritize relational signaling over recipient preferences in their gift choices. Journal of Marketing Research, 53(6), 1001–1018.  https://doi.org/10.1509/jmr.13.0537.CrossRefGoogle Scholar
  193. Wentzel, D., Tomczak, T., & Henkel, S. (2014). Can friends also become customers? The impact of employee referral programs on referral likelihood. Journal of Service Research, 17(2), 119–133.  https://doi.org/10.1177/1094670513518271.CrossRefGoogle Scholar
  194. Wilcox, K., & Stephen, A. T. (2013). Are close friends the enemy? Online social networks, self-esteem, and self-control. Journal of Consumer Research, 40(1), 90–103.  https://doi.org/10.1086/668794.CrossRefGoogle Scholar
  195. Wilkins, S., Beckenuyte, C., & Butt, M. M. (2016). Consumers’ behavioural intentions after experiencing deception or cognitive dissonance caused by deceptive packaging, package downsizing or slack filling. European Journal of Marketing, 50(1/2), 213–235.  https://doi.org/10.1108/EJM-01-2014-0036.CrossRefGoogle Scholar
  196. Wirtz, J., Orsingher, C., Chew, P., & Tambyah, S. K. (2013). The role of metaperception on the effectiveness of referral reward programs. Journal of Service Research, 16(1), 82–98.  https://doi.org/10.1177/1094670512462138.CrossRefGoogle Scholar
  197. Wood, L. (1990). The end of the product life cycle? Education says goodbye to an old friend. Journal of Marketing Management, 6(2), 145–155.  https://doi.org/10.1080/0267257X.1990.9964122.CrossRefGoogle Scholar
  198. Woodside, A. G., & Singer, A. E. (1994). Social interaction effects in the framing of buying decisions. Psychology and Marketing, 11(1), 27–34.  https://doi.org/10.1002/mar.4220110105.CrossRefGoogle Scholar
  199. Wright, P. H., & Wnght, P. H. (2004). Men’s friendships, women’s friendships and the alleged inferiority of the latter. Sex Roles, 8(1), 1–20.  https://doi.org/10.1007/BF00287670.CrossRefGoogle Scholar
  200. Wu, M.-S. S., Chaney, I., Chen, C.-H. S., Nguyen, B., & Melewar, T. C. (2015). Luxury fashion brands. Qualitative Market Research: An International Journal, 18(3), 298–319.  https://doi.org/10.1108/QMR-02-2014-0016.CrossRefGoogle Scholar
  201. Yadav, M. S. (2010). The decline of conceptual articles and implications for knowledge development. Journal of Marketing, 74(1), 1–19.  https://doi.org/10.1509/jmkg.74.1.1.CrossRefGoogle Scholar
  202. Yadav, M. S. (2014). Enhancing theory development in marketing. AMS Review, 4(1–2), 1–4.  https://doi.org/10.1007/s13162-014-0059-z.CrossRefGoogle Scholar
  203. Yousuf, M. S., & Backer, E. (2015). A content analysis of visiting friends and relatives (VFR) travel research. Journal of Hospitality and Tourism Management, 25, 1–10.  https://doi.org/10.1016/j.jhtm.2015.07.003.CrossRefGoogle Scholar
  204. Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology, 9(2), 1–27.  https://doi.org/10.1037/h0025848.CrossRefGoogle Scholar
  205. Zhang, J., Liu, Y., & Chen, Y. (2015). Social learning in networks of friends versus strangers. Marketing Science, 34(4), 573–589.  https://doi.org/10.1287/mksc.2015.0902.CrossRefGoogle Scholar

Copyright information

© Academy of Marketing Science 2019

Authors and Affiliations

  1. 1.Jindal Global Business SchoolO.P. Jindal Global UniversitySonipat, HaryanaIndia
  2. 2.Marketing GroupIndian Institute of Management CalcuttaKolkataIndia

Personalised recommendations