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Linda Hollebeek

Visiting professor

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Social influence and stakeholder engagement behavior conformity, compliance, and reactance

Author

  • Linda D. Hollebeek
  • David E. Sprott
  • Valdimar Sigurdsson
  • Moira K. Clark

Summary, in English

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.

Publishing year

2022

Language

English

Pages

90-100

Publication/Series

Psychology and Marketing

Volume

39

Issue

1

Document type

Journal article review

Publisher

Wiley

Topic

  • Business Administration

Keywords

  • competition
  • compliance
  • conformity
  • cooperation
  • customer engagement (behavior)
  • social influence
  • stakeholder engagement behavior (SEB)

Status

Published

ISBN/ISSN/Other

  • ISSN: 0742-6046