Authors
Christopher N Cascio, Matthew Brook O'Donnell, Joseph Bayer, Francis J Tinney Jr, Emily B Falk
Publication date
2015/8
Journal
Journal of Marketing Research
Volume
52
Issue
4
Pages
559-575
Publisher
SAGE Publications
Description
The present study examines the relationship between social influence and recommendation decisions among adolescents in the new media environment. Participants completed the App Recommendation Task—a task that captures neural processes associated with making recommendations to others, with and without information about peer recommendations of the type commonly available online. The results demonstrate that increased activity in the striatum and orbitofrontal cortex in response to peer recommendations is significantly correlated with participants changing their recommendations to be consistent with this feedback within subjects. Furthermore, individual differences in activation of the temporoparietal junction during feedback that peer recommendations varied from those of the participant correlated with individual differences in susceptibility to influence on recommendation decisions between …
Total citations
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Scholar articles
CN Cascio, MB O'Donnell, J Bayer, FJ Tinney Jr… - Journal of Marketing Research, 2015