The effect of social interaction on economic transactions: Evidence from changes in two retail formats


Journal Article

© 2015 INFORMS. Examining changes in two different retail formats, we show that consumers alter their purchases depending on the retail environment. In both settings, the change in behavior coincides with a reduction in the interpersonal interaction required to complete a transaction. As such, we contend that the format changes reduced a "social friction" that would otherwise inhibit consumers due to an implicit cost associated with ordering certain items in social settings.

Full Text

Duke Authors

Cited Authors

  • Goldfarb, A; McDevitt, RC; Samila, S; Silverman, BS

Published Date

  • December 1, 2015

Published In

Volume / Issue

  • 61 / 12

Start / End Page

  • 2963 - 2981

Electronic International Standard Serial Number (EISSN)

  • 1526-5501

International Standard Serial Number (ISSN)

  • 0025-1909

Digital Object Identifier (DOI)

  • 10.1287/mnsc.2014.2030

Citation Source

  • Scopus