51 Pages Posted: 5 Apr 2014
Date Written: September 4, 2012
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: 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