• Adam, M., Wessel, M., and Benlian, A. (2020). AI-based chatbots in customer service and their effects on user compliance. Electronic Markets. In press, DOI: https://doi.org/10.1007/s12525-020-00414-7.
• Alexander, M., Jaakkola, E., & Hollebeek, L. (2018). Zooming out: Actor engagement beyond the dyadic. Journal of Service Management, 29(3), 333-351.
• Algesheimer, R., Dholakia, U., & Hermann, A. (2005). The social influence of brand community: Evidence from European car clubs. Journal of Marketing, 69(3), 19-34.
• Aronson, E., Wilson, T., & Akert, R. (2010). Social Psychology. Upper Saddle River, NJ: Prentice Hall.
• Asch, S. (1955). Opinions and social pressure. Scientific American, 193(5), 31-35.
• Bagozzi, R. & Lee, K. (2002). Multiple routes for social influence: The role of compliance, internalization, and social identity. Social Psychology Quarterly, 65(3), 226-247.
• Beckers, S., Van Doorn, J., & Verhoef, P. (2018). Good, better, engaged? The effect of company-initiated customer engagement behavior on shareholder value. Journal of the Academy of Marketing Science, 46, 366-383.
• Bengtsson, M. & Kock, S. (2014). Coopetition-Quo vadis? Past accomplishments and future challenges. Industrial Marketing Management, 43(2), 180-188.
• Bernheim, B. (1994). A theory of conformity. Journal of Political Economy, 102(5), 841-877.
• Blau, P. (1964). Exchange and Power in Social Life. New York: Wiley.
• Brehm, J. (1966). A Theory of Psychological Reactance. Academic Press.
• Brehm, S. & Brehm, J. (1981). Psychological Reactance: A Theory of Freedom and Control. Academic Press.
• Brodie, R., Fehrer, J., Jaakkola, E., Hollebeek, L., & Conduit, J. (2016). From customer to actor engagement: Exploring a broadened conceptual domain. European Marketing Academy Conference Proceedings, Oslo.
• Brodie, R., Hollebeek, L, Ilic, A., & Juric, B. (2011). Customer engagement: Conceptual domain, fundamental propositions & implications for research in service marketing. Journal of Service Research, 14(3), 252-271.
• Calder, B., Malthouse, E., & Schaedel, U. (2009). An experimental study of the relationship between online engagement and advertising effectiveness. Journal of Interactive Marketing, 23(4), 321-331.
• Chang, H. and Wong, K. (2018). Consumer psychological reactance to coalition loyalty program: Price-consciousness as a moderator. Service Business, 12, 379-402.
• Chatterjee, P., Chollet, B., and Trendel, O. (2017). From conformity to reactance: Contingent role of network centrality in consumer-to-consumer influence. Journal of Business Research, 75(Jun), 85-94.
• Cho, S., Park, C., & Lee, F. (2020). Homophily and peer-consumer behaviour in a peer-to-peer accommodation sharing economy platform. Behaviour & Information Technology, In press, DOI: https://doi.org/10.1080/0144929X.2020.1803403.
• Chung, S., Kramer, T., & Wong, E. (2018). Do touch interface users feel more engaged? The impact of input device type on online shoppers’ engagement, affect, and purchase decisions. Psychology & Marketing, 35(11), 795-806.
• Cialdini, R. (1999). Of tricks and tumors: Some little-recognized costs of dishonest use of effective social influence. Psychology & Marketing, 16(2), 91-98.
• Cialdini, R. & Goldstein, N. (2004). Social influence: Compliance and conformity. Annual Review of Psychology, 55, 591-621.
• Cialdini, R. and Griskevicius, V. (2010). Social influence. In: Baumeister, R. and Finkel, E. (Eds.), Advanced Social Psychology: The State of the Science, Oxford University Press, 385-417.
• Clark, M., Lages, C., & Hollebeek, L. (2020). Friend or foe? Customer engagement’s value-based effects on fellow customers and the firm. Journal of Business Research, 121(Dec), 549-556.
• Clee, M. & Wicklund, R. (1980). Consumer behavior and psychological reactance. Journal of Consumer Research, 6(4), 389-405.
• Cohen, J. & Golden, E. (1972). Informational social influence and product evaluation. Journal of Applied Psychology, 56(1), 54-59.
• Crutchfield, R. (1955). Conformity and character. American Psychologist, 10(5), 191-198.
• Delbaere, M., Michael, B., & Phillips, B. (2021). Social media influencers: A route to brand engagement for their followers. Psychology & Marketing, 38(1), 101-112.
• Deutsch, M. (1949a). A theory of co-operation and competition. Human Relations, 2(2), 129-152.
• Deutsch, M. (1949b). An experimental study of the effects of co-operation and competition upon group process. Human Relations, 2(3), 199-231.
• Deutsch, M. (2014). Cooperation, competition, and conflict. In: Coleman, P., Deutsch, M., and Marcus, E. (Eds.), The Handbook of Conflict Resolution: Theory and Practice, Jossey-Bass/Wiley, 3-28.
• Deutsch, M. & Gerard, H. (1955). A study of normative and informational social influences upon individual judgment. Journal of Abnormal and Social Psychology, 51(3), 629-636.
• Dillard, J. & Shen, L. (2005). On the nature of reactance and its role in persuasive health communication. Communication Monographs, 72(2), 144-168.
• Doms, M. & Van Avermaet, E. (1980). Majority influence, minority influence and conversion behavior: A replication. Journal of Experimental Social Psychology, 16(3), 283-292.
• Fitzsimons, G. and Lehmann, D. (2004). Reactance to recommendations: When unsolicited advice yields contrary responses. Marketing Science, 23(1), 82-94.
• Flach, J. (1988). Direct manipulation, direct engagement, and direct perception: What’s directing what? Proceedings of the Human Factors and Ergonomics Society Annual Meeting, 32(19), 1355-1358.
• Fletcher-Brown, J., Turnbull, S., Viglia, G., Chen, T., & Pereira, V. (2021). Vulnerable consumer engagement: How corporate social media can facilitate the replenishment of depleted resources. International Journal of Research in Marketing, In press, DOI: https://doi.org/10.1016/j.ijresmar.2020.06.002.
• Freeman, R. (1984). Strategic Management: A Stakeholder Approach. Boston: Pitman/Ballinger.
• Geldes, C., Felzensztein, C., Turkina, E., and Durand, A. (2015). How does proximity affect interfirm marketing cooperation? A study of an agribusiness cluster. Journal of Business Research, 68(2), 263-272.
• Geng, L., Yang, Y., & Xu, Y. (2018). To pursue personality or conformity: A study on the impact of face view on consumers’ need for uniqueness. Psychology & Marketing, 36(3), 188-197.
• Gnyawali, D. & Charleton, T. (2018). Nuances in the interplay of competition and cooperation: Towards a theory of coopetition. Journal of Management, 44(7), 2511-2534.
• Gonçalves, F., Cândido, C., and Feliciano, I. (2020). Inertia, group conformity and customer loyalty in healthcare in the information age. Journal of Service Theory and Practice, 30(3), 307-330.
• Gotsopoulos, A. (2018). Coopetition and group dynamics. In: Fernandez, A., Chiambaretto, P., LeRoy, F., & Czakon, W. (Eds.), The Routledge Companion to Coopetition Strategies, London: Routledge, 10.
• Groeger, L., Moroko, L., & Hollebeek, L. (2016). Capturing value from non-paying consumers’ engagement behaviours: Field evidence and development of a theoretical model. Journal of Strategic Marketing, 24(3-4), 190-209.
• Groenendyk, E. & Valentino, N. (2002). Of dark clouds and silver linings: Effects of exposure to issue versus candidate advertising on persuasion, information retention, and issue salience. Communication Research, 29(3), 295-319.
• Harmeling, C., Moffett, J., Arnold, M., & Carlson, B. (2017). Toward a theory of customer engagement marketing. Journal of the Academy of Marketing Science, 45(1), 312-335.
• Hollebeek, L., Andreassen, T., Smith, D., Grӧnquist, Karahasanovic, A., & Márquez, A. (2018). Service innovation actor engagement: An integrative model. Journal of Services Marketing, 32(1), 95-100.
• Hollebeek, L., Das, K., & Shukla, Y. (2021b). Game on! How gamified loyalty programs boost customer engagement value. International Journal of Information Management, In press, 102308.
• Hollebeek, L. et al. (2022). Working paper.
• Hollebeek, L., Kumar, V., & Srivastava, R.K. (2020). From customer-, to actor-, to stakeholder engagement: Taking stock, conceptualization, and future directions. Journal of Service Research, In press, DOI: 10.1177/1094670520977680.
• Hollebeek, L., Sprott, D., and Brady, M. (2021a). Rise of the machines? Customer engagement in automated service interactions. Journal of Service Research, 24(1), 3-8.
• Hollebeek, L., Srivastava, R.K., & Chen, T. (2019). S-D logic-informed customer engagement: Integrative framework, revised fundamental propositions, and application to CRM. Journal of the Academy of Marketing Science, 47(1), 161-185.
• Hook, M. and Kulczynski, A. (2020). Take the pressure down: Investigating the influence of peer pressure on participation desire in child-oriented brand communities. Journal of Strategic Marketing, In press, DOI: https://doi.org/10.1080/0965254X.2020.1783569.
• Itani, O. and Hollebeek, L. (2021). Light at the end of the tunnel: Visitors’ virtual reality (versus in-person) attraction site tour-related behavioral intentions during and post-COVID-19. Tourism Management, 84(Jun), 104290.
• Iyengar, R., Van den Bulte, C., & Valente, T. (2011). Opinion leadership and social contagion in new product diffusion. Marketing Science, 30(2), 195.
• Johnson, D. & Johnson, R. (1989). Cooperation and Competition: Theory and Research. Interaction Book Company.
• Johnson, D. & Johnson, R. (2005). New developments in social interdependence theory. Genetic, Social, and General Psychology Monographs, 131(4), 285-358.
• Jonas, J., Boha, J., Sorhammar, D., & Moeslein, K. (2018). Stakeholder engagement in intra- and inter-organizational innovation: Exploring antecedents of engagement in service ecosystems. Journal of Service Management, 29(3), 399-421.
• Kandel, E. & Lazear, E. (1992). Peer pressure and partnerships. Journal of Political Economy, 100(4), 801-817.
• Kasabov, E. and Warlow, A. (2010). Towards a new model of “customer compliance” service provision. European Journal of Marketing, 44(6), 700-729.
• Kashyap, V. and Murtha, B. (2017). The joint effects of ex ante contractual completeness and ex post governance on compliance in franchised marketing channels. Journal of Marketing, 81(3), 130-153.
• Kelley, H. & Thibaut, J. (1959). The Social Psychology of Groups. London: Routledge.
• Kelman, H. (1958). Compliance, identification, and internalization: Three processes of attitude change. Journal of Conflict Resolution, 2(1), 51-60.
• Kelman, H. (1961). Processes of opinion change. Public Opinion Quarterly, 25, 57-78.
• Kivetz, R. (2005). Promotion reactance: The role of effort-reward congruity. Journal of Consumer Research, 31(4), 725-736.
• Kuan, K., Zhong, Y., and Chau, P. (2014). Informational and normative social influence in group-buying: Evidence from self-reported and EEG data. Journal of Management Information Systems, 30(4), 151-178.
• Kumar, V. & Pansari, A. (2016). Competitive advantage through engagement. Journal of Marketing Research, 53(Aug), 497-514.
• Labrecque, L., Swani, K., & Stephen, A. (2020). The impact of pronoun choices on consumer engagement actions: Exploring top global brands’ social media communications. Psychology & Marketing, 37(6), 796-814.
• Lascu, D. and Zinkhan, G. (1999). Consumer conformity: Review and applications for marketing theory and practice. Journal of Marketing Theory and Practice, 7(3), 1-12.
• Lee, G. and Lee, W. (2009). Psychological reactance to online recommendation services. Information & Management, 46(8), 448-452.
• Lee, L., Yip, L., & Chan, K. (2018). An exploratory study to conceptualize press engagement behavior with public relations practitioners. Public Relations Review, 44(4), 490-500.
• Lee, M., Shi, N., Cheung, C., Kim, K., Lim, K., and Sia, C. (2011). Consumer’s decision to shop online: The moderating role of positive informational social influence. Information & Management, 48(6), 185-191.
• Lewin, K. (1948). Resolving social conflicts: In: Lewin, G. (Ed.), Selected Papers on Group Dynamics, New York: Harper & Row.
• Litz, R. (1996). A resource-based view of the socially responsible firm: Stakeholder interdependence, ethical awareness, and issue responsiveness as strategic assets. Journal of Business Ethics, 15, 1355-1363.
• MacInnis, D. (2011). A framework for conceptual contributions in marketing. Journal of Marketing, 75(4), 136-154.
• Malhotra, N. (2019). Marketing Research: An Applied Orientation (7e). Pearson.
• Mandrik, C., Fern, E., & Bao, Y. (2005). Intergenerational influence: Roles of conformity to peers and communication effectiveness. Psychology & Marketing, 22(10), 813-832.
• Martin, K. and Johnson, J. (2008). A framework for ethical conformity in marketing. Journal of Business Ethics, 80, 103-109.
• Mirbagheri, S. and Najmi, M. (2019). Consumers’ engagement with social media activation campaigns: Construct conceptualization and scale development. Psychology & Marketing, 36(4), 376-394.
• Moriuchi, E. (2019). Okay, Google! An empirical study on voice assistants on consumer engagement and loyalty. Psychology & Marketing, 36(5), 489-501.
• Oh, C., Roumani, Y., Nwankpa, J., & Hu, H. (2017). Beyond likes and tweets: Consumer engagement behavior and movie box office in social media. Information & Management, 54(1), 25-37.
• Ozuem, W., Willis, M., Howell, K., Lancaster, G., & Ng, R. (2021). Determinants of online brand communities’ and millennials’ characteristics: A social influence perspective. Psychology & Marketing, 38(5), 794-818.
• Perfumi, S., Bagnoli, F., Caudek, C., and Guazzini, A. (2019). Deindividuation effects on normative and informatonal social influence within computer-mediated communication. Computers in Human Behavior, 92(March), 230-237.
• Poirier, J. & Cobb, N. (2012). Social influence as a driver of engagement in a web-based health intervention. Journal of Medical Internet Research, 14(1), e36, DOI: doi:10.2196/jmir.1957.
• Pullins, E. (2001). The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer-seller negotiations. Psychology & Marketing, 18(12), 1241-1257.
• Rashotte, L. (2007). Social influence. In: Ritzer, G. (Ed.), The Blackwell Encyclopedia of Sociology.
• Rich, B., LePine, J., & Crawford, E. (2010). Job engagement: Antecedents and effects of job performance. Academy of Management Journal, 53(3), 617-635.
• Scheer, L., Miao, C., and Palmatier, R. (2015). Dependence and interdependence in marketing relationships: Meta-analytic insights. Journal of the Academy of Marketing Science, 43, 694-712.
• Septianto, F. & Garg, N. (2021). Grateful compliance: Gratitude effects on willingness to comply with responsible drinking messages. Psychology & Marketing, In press, DOI: https://doi.org/10.1002/mar.21535.
• Sherif, M. (1935). A study of some social factors in perception. Archives of Psychology, 27(187), 1-60.
• Siami, S., Martin, A., Gorji, M., & Grimmer, M. (2020). How discretionary behaviors promote customer engagement: The role of psychosocial safety climate and psychological capital. Journal of Management & Organization, In press, DOI: doi:10.1017/jmo.2020.29.
• Stadtler, L. & Van Wassenhove, L. (2016). Coopetition as a paradox: Integrative approaches in a multi-company, cross-sector partnership. Organization Studies, 37, 655-685.
• Stibe, A., Oinas-Kukkonen, H., & Lehto, T. (2013). Exploring social influence on customer engagement: A pilot study on the effects of social learning, social comparison, and normative influence. IEEE, Accessed (Jun 7, 2021) at: https://ieeexplore.ieee.org/abstract/document/6480175.
• Stibe, A. & Oinas-Kukkonen, H. (2015). User engagement in feedback sharing through social influence. The Evolution of the Internet in the Business Sector: Web 1.0 to Web 3.0. IGI Global, 234-257.
• Tajfel, H. (1974). Social identity and intergroup behavior. Social Science Information, 13(2), 65-93.
• An integrative theory of intergroup conflict. In: W. G. Austin & S. Worchel (Eds.), The Social Psychology of Intergroup Relations. Monterey, CA: Brooks/Cole, 33-48.
• Taylor, V. & Bower, A. (2004). Improving product instruction compliance: “If you tell me why, I might comply.” Psychology & Marketing, 21(3), 229-245.
• Tobia, K. (2013). Rule consequentialism and the problem of partial acceptance. Ethical Theory and Moral Practice, 16, 643-652.
• Trampe, D., Konus, U., and Verhoef, P. (2014). Customer responses to channel migration strategies toward the e-channel. Journal of Interactive Marketing, 28(4), 257-270.
• Tu, Y., Neuhofer, B., & Viglia, G. (2018). When co-creation pays: Stimulating engagement to increase revenues. International Journal of Contemporary Hospitality Management, 30(4), 2093-2111.
• Turner, J. (1991). Mapping Social Psychology Series: Social influence. Thomson Brooks/Cole Publishing.
• Vaidyanathan, R., Aggarwal, P., and Kozlowski, W. (2013). Interdependent self-construal in collectivist cultures: Effects on compliance in a cause-related marketing context. Journal of Marketing Communications, 19(1), 44-57.
• Van Doorn, J., Lemon, K., Mittal, V., & Nass, S., Pick, D., Pirner, P., & Verhoef, P. (2010). Customer engagement behavior: Theoretical foundations and research directions. Journal of Service Research, 13(3), 253-266.
• Vargo, S. & Lusch, R. (2016). Institutions and axioms: An extension and update of service-dominant logic. Journal of the Academy of Marketing Science, 44(1), 5-23.
• Viglia, G., Pera, R., & Bigné, E. (2018). The determinants of stakeholder engagement in digital platforms. Journal of Business Research, 89(Aug), 404-410.
• Vinuales, G. & Thomas, V. (2021). Not so social: When social media increases perceptions of exclusions and negatively affects attitudes toward content. Psychology & Marketing, 38(2), 313-327.
• Vivek, S., Beatty, S., Dalela, V., Morgan, M. (2014). A generalized multidimensional scale for measuring customer engagement. Journal of Marketing Theory & Practice, 22(4), 401-420.
• Wang, Y. & Krakover, S. (2008). Destination marketing: Competition, cooperation or competition? International Journal of Contemporary Hospitality Management, 20(2), 126-141.
• White, T., Zahay, D., Thorbjørnsen, H., and Shavitt, S. (2008). Getting too personal: Reactance to highly personalized email solicitations. Marketing Letters, 19, 39-50.
• Wild, T., Cunningham, J., & Ryan, R. (2006). Social pressure, coercion, and client engagement at treatment entry: A self-determination theory perspective. Addictive Behaviors, 31(10), 1858-1872.
• Wills, J., Kelley, M., and Frings, D. (2019). Nurses as role models in health promotion: Piloting the acceptability of a social marketing campaign. Journal of Advanced Nursing, 75(2), 423-431.
• Wolf, T., Jahn, S., Hammerschmidt, M., & Weiger, W. (2021). Competition versus cooperation: How technology-facilitated social interdependence initiates the self-improvement chain. International Journal of Research in Marketing, In press, DOI: https://doi.org/10.1016/j.ijresmar.2020.06.001.
• Yadav, M. (2010). The decline of conceptual articles and implications for knowledge development. Journal of Marketing, 74(Jan), 1-19.
• Yang, S. and Ghose, A. (2010). Analyzing the relationship between organic and sponsored search advertising: Positive, negative, or zero interdependence? Marketing Science, 29(4), 602-623.