The Effect of Social Interaction on Economic Transactions: Evidence from Changes in Two Retail Formats

• 成果类型: Article
• 署名作者: Goldfarb, Avi; McDevitt, Ryan C.; Samila, Sampsa; Silverman, Brian S.
• 署名单位: University of Toronto; Duke University; National University of Singapore
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.2014.2030
• 发表日期: 2015
• 页码: 2963-2981
• 关键词: social cues; Consumer choice; retail; social frictions

摘要

Examining changes in two different retail formats, we show that consumers alter their purchases depending on the retail environment. In both settings, the change in behavior coincides with a reduction in the interpersonal interaction required to complete a transaction. As such, we contend that the format changes reduced a social friction that would otherwise inhibit consumers due to an implicit cost associated with ordering certain items in social settings.