The Entourage Effect

TitleThe Entourage Effect
Publication TypeJournal Article
Year of Publication2014
AuthorsMcFerran B., Argo J.J
JournalJournal of Consumer Research
Volume40
Issue5
Pagination871-884
Date PublishedFeb
Type of ArticleArticle
ISBN Number0093-5301
Accession NumberWOS:000331705600007
Keywordsappearance, beneficial impression management, conspicuous consumption, CONSUMERS, group identification, help friends, networks, perspective, strategically controlling information, strength
Abstract

Across a series of studies conducted in both the field and the laboratory, the authors demonstrate that the presence of others (i.e., an entourage) alters a VIP's personal feelings of status. Specifically, the authors 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.

DOI10.1086/673262