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The Entourage Effect

51 Pages Posted: 5 Apr 2014  

Brent McFerran

Simon Fraser University (SFU) - Beedie School of Business

Jennifer Argo

University of Alberta - Department of Marketing, Business Economics & Law

Date Written: September 4, 2012

Abstract

Across a series of studies conducted in both the field and the laboratory, we demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, we show that VIPs feel higher levels of status when they are able to experience preferential treatment with an entourage, even if this results in the rewards associated with the treatment becoming less scarce. We show that the effect is driven by an increase in feelings of connection with one's guests. Several alternative explanations for the entourage effect are ruled out, and implications for practice are discussed.

Suggested Citation

McFerran, Brent and Argo, Jennifer, The Entourage Effect (September 4, 2012). Journal of Consumer Research, Forthcoming; University of Alberta School of Business Research Paper No. 2014-05. Available at SSRN: https://ssrn.com/abstract=2320657

Brent McFerran

Simon Fraser University (SFU) - Beedie School of Business ( email )

8888 University Drive
Burnaby, British Colombia V5A 1S6
Canada

HOME PAGE: http://beedie.sfu.ca/profiles/BrentMcFerran

Jennifer Argo (Contact Author)

University of Alberta - Department of Marketing, Business Economics & Law ( email )

Edmonton, Alberta T6G 2R6
Canada

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