Pour choisir un produit, le consommateur demande souvent conseil aux personnes de son entourage, c'est-à-dire à des amis, des leaders d'opinion, des consommateurs experts voire à des individus combinant ces caractéristiques. Nos résultats montrent que les conseils des amis et des leaders d'opinion sont plus recherchés, leurs connaissances étant, par ailleurs, surestimées. Les experts sont moins sollicités, leurs connaissances étant sous-estimées. Ces erreurs de calibrage interpersonnel diminuent si la source évalue correctement ses propres connaissances et augmentent dans le cas contraire.
AlbaJ.W.HutchinsonJ.W. (1987), Dimensions of consumer expertise, Journal of Consumer Research, 13, 4, 411–454.
2.
AlbaJ.W.HutchinsonJ.W. (2000), Knowledge calibration: What consumers know and what they think they know, Journal of Consumer Research, 27, 2, 123–156.
3.
AmineA. (1993), La recherche d'information par le consommateur: Proposition d'une échelle de mesure, Recherche et Applications en Marketing, 8, 1, 97–112.
4.
BansalH.S.VoyerP.A. (2000), Word-of-mouth processes within a services purchase decision context, Journal of Services Research, 3, 2, 166–177.
5.
BaronR.M.KennyD.A. (1986), The moderator-mediator variable distinction in social and psychological research: Conceptual, strategic, and statistical considerations, Journal of Personality and Social Psychology, 51, 1173–1182.
6.
BaumannM.R.BonnerB.L. (2004), The effect of variability and expectations on utilization of member expertise and group performance, Organizational Behavior and Human Decision Processes, 93, 89–101.
7.
BelvauxB.MarteauxS. (2007), Les recommandations d'internautes comme source d'information. Quel impact sur les entrées des films au cinéma ?, Recherche et Applications en Marketing, 22, 3, 65–82.
8.
MiledBen H.Le LouarnP. (1994), Analyse comparative de deux échelles de mesure du leadership d' opinion validité et interprétation, Recherche et Applications en Marketing, 9, 4, 23–51.
9.
BertrandiasL. (2007), Proposition et validation d' un modèle théorique de la sélection des sources personnelles d'information, Actes du 23e Congrès international de l' Association Française de Marketing, Aix-les-Bains, 31 mai et 1er juin.
10.
BertrandiasL. (2008), Experts ou proches ? Comprendre les arbitrages des consommateurs dans la sélection des sources de recommandations, in LecoutreM.LièvreP. (coord.), Management et réseaux sociaux, capital social et/ou réseau social en acte: quels outils de gestion ?, Paris, Hermés Lavoisier, 54–66.
11.
BlochP.H.SherrellD.L.RidgwayN.M. (1986), Consumer search: An extended framework, Journal of Consumer Research, 13, 1, 119–126.
12.
BonnerB.L.BaumanM.R.DalalR.S. (2002), The effects of member expertise on group decision making and performance, Organizational Behavior and Human Decision Processes, 88, 719–736.
13.
BrewerM.B. (1988), A dual process model of impression formation, in WyerR.S.SrullT.K. (coord.), Advances in social cognition, 1, Hillsdale, NJ: Erlbaum, 1–36.
14.
BristorJ.M. (1990), Enhanced explanations of word-of-mouth communications: The power of relationships, Research in Consumer Behaviour, 4, 51–83.
15.
BrodinO. (1995), Le contrôle des rumeurs, Décisions Marketing, 4, 1, 15–26.
16.
BrownJ.J.ReingenP.H. (1987), Social ties and word-of-mouth referral behaviour, Journal of Consumer Research, 14, 3, 350–362.
17.
BrucksM. (1985), The effects of product class knowledge on information search behaviour, Journal of Consumer Research, 12 (juin), 1–16.
18.
BrucksM. (1986), A typology of consumer knowledge content, in LutzR.J. (coord.), Advances in Consumer Research, 13, Provo, UT, USA, Association for Consumer Research, 58–63.
19.
BurtR.S. (2008), Commérages et réputation, in LecoutreM.LièvreP. (coord.), Management et réseaux sociaux, ressource pour l'action ou outil de gestion ?, Paris, Hermès Lavoisier, 27–42.
20.
ChildersT.L. (1986), Assessment of psychometrics properties of an opinion leadership scale, Journal of Marketing Research, 23, 2, 184–188.
21.
CoulterR.A.FeickL.F.PriceL. (2002), Changing faces: Cosmetics opinion leadership among women in the new Hungari, European Journal of Marketing, 36, 1, 287–308.
22.
CulnanM.J. (1983), Environmental scanning: The effects of task complexity and source accessibility on information gathering behavior, Decision Sciences, 14, 2, 194–206.
23.
DegenneA.ForséM. (2004), Les réseaux sociaux, Paris, Armand Colin.
24.
DuhanD.F.JohnsonS.D.WilcoxJ.B.HarrelG.D. (1997), Influences on consumer use of word-of-mouth recommendation sources, Journal of the Academy of Marketing Science, 25, 283–295.
25.
EastmanJ.K.EastmanA.D.EastmanK.L. (2002), Insurance sales agents and internet: The relationship between opinion leadership, subjective knowledge and internet attitudes, Journal of Marketing Management, 18, 259–285.
26.
EastR.HammondK.LomaxW. (2005), What is the effect of a recommendation?, The Marketing Review, 5, 2, 145–157.
27.
EastR.HammondK.LomaxW. (2008), Measuring the impact of positive and negative word of mouth on brand purchase probability, International Journal of Research in Marketing, 25, 3, 215–224.
28.
EliashbergJ.ShuganS.M. (1997), Film critics: Influencers or predictors, Journal of Marketing, 61, 2, 68–78.
29.
FiskeS.T.NeubergS.L. (1990), A continuum of impression formation, from category based to individuating processes: Influences of information and motivation on attention and interpretation, Advances in Experimental Social Psychology, 23, 1–74.
30.
FlynnL.R.GoldsmithR.E. (1999), A short valid measure of perceived knowledge, Journal of Business Research, 46, 1, 57–66.
31.
FrenzenJ.K.DavisH.L. (1990), Purchasing behavior in embedded markets, Journal of Consumer Research, 17, 1, 1–12.
32.
FussellS.R.KraussR.M. (1991), Accuracy and bias in estimates of others' knowledge, European Journal of Social Psychology, 21, 5, 445–454.
33.
GershoffA.D.JoharG.V. (2006), Do you know me? Consumer calibration of friends' knowledge, Journal of Consumer Research, 32, 4, 496–503.
34.
GershoffA.D.BroniarczykS.M.WestP.M. (2001), Recommendation or evaluation? Task sensitivity in information source selection, Journal of Consumer Research, 28, 3, 418–438.
35.
GertsbergerP.G.AllenT.J. (1968), Criteria used by research and development engineers in the selection of an information source, Journal of Applied Psychology, 52, 4, 272–279.
36.
GillyM.C.GrahamJ.L.WolfinbargerM.YaleL.J. (1998), A dyadic study of interpersonal information search, Journal of the Academy of Marketing Science, 26, 2, 83–100.
37.
GodesD.MayzlinD.ChenY.DasS.DellarocasC.PfeifferB.LibaiB.SenS.ShiM.VerleghP. (2005), The firm's management of social interactions, Marketing Letters, 16, 3, 415–428.
38.
GoldsmithR.E.De WittT.S. (2003), The predictive validity of an opinion leadership scale, Journal of Marketing Theory and Practice, 11, 4, 21–35.
39.
GoldsmithR.E.PillaiK.G. (2006), Knowledge calibration, in SchwartzD. (coord.), Encyclopedia of knowledge management, Hershey, PA: Idea Group Publishing, 311–316.
40.
GranovetterM.S. (1973), The strength of weak ties, American Journal of Sociology, 78, 6, 1360–1380.
41.
GrewalR.MehtaR.KardesF. (2000), The role of the social-identity function of attitudes in consumer innovativeness and opinion leadership, Journal of Economic Psychology, 21, 3, 233–252.
42.
HeathC.GonzalesR. (1995), Interaction with others increases decision confidence but not decision quality: Evidence against information collection views of interactive decision making, Organizational Behavior and Human Decision Processes, 61, 305–326.
43.
HenryR.StricklandO.YorgesS.LaddD. (1996), Helping groups determine their most accurate member: The role of outcome feedback, Journal of Applied Social Psychology, 26, 1153–1170.
44.
HerrP.M.KardesF.R.KimJ. (1991), Effects of word-of-mouth and product-attribute information of persuasion: An accessibility-diagnosticity perspective, Journal of Consumer Research, 17, 4, 454–462.
45.
HunterJ.E. (2001), The desperate need for replications, Journal of Consumer Research, 28, 1, 149–158.
46.
JacobyJ.HoyerW. D. (1981), What if opinion leaders didn' t know more? A question of nomological validity, Advances in Consumer Research, 8, 1, 299–303.
47.
KatzE.LazarsfeldP.F. (1955), Personal influence, the part played by people in the flow of mass Communications, Glencoe, IL, Free Press.
48.
KidwellB.HardestyD.M.ChildersT.L. (2008), Emotional calibration effects on consumer choice, Journal of Consumer Research, 35, 4, 611–621.
49.
KielG.C.LaytonR.A. (1981), Dimensions of consumer information seeking behavior, Journal of Marketing Research, 18, 3, 233–239.
50.
KieckerP.HartmanC.L. (1994), Predicting buyers' selection of interpersonal sources: The role of strong and weak ties, in AllenC.T.JohnD.R. (coord.), Advances in Consumer Research, 21, Provo, UT: Association for Consumer Research, 464–469.
51.
KingC.W.SummersJ.O. (1970), Overlap of opinion leadership across consumer product categories, Journal of Marketing Research, 7, 1, 43–50.
52.
KundaZ.ThagardP. (1996), Forming impressions from stereotypes, traits, and behaviors: A parallel constraint-satisfaction theory, Psychological Review, 103, 284–308.
53.
LaughlinP.VanderStoepS.HollingsheadA. (1991), Collective vs. individual induction: Recognition of truth, rejection of error, and collective information processing, Journal of Personality and Social Psychology, 61, 50–67.
54.
LeyensJ.-P.VaesJ. (2000), Théories implicites de la personnalité, in RoussiauN. (coord.), Psychologie sociale, Paris, In Press Editions, 137–145.
55.
LichtensteinD.R.NetemeyerR.G.BurtonS. (1990), Distinguishing coupon proneness from value consciousness: An acquisition-transaction utility, Journal of Marketing, 54, 3, 54–67.
56.
LichtensteinS.FischhoffB.PhillipsL.D. (1982), Calibration of probabilities: The state of the art to 1980, in KahnemanD.SlovicP.TverskyA. (coord.), Judgments under uncertainty: heuristics and biases, New York: Cambridge University Press, 306–334.
57.
LittlepageG.MuellerA. (1997), Recognition and utilization of expertise in problem-solving groups: Expert characteristics and behaviour, Group Dynamics, Theory, Research and Practice, 1, 324–328.
58.
LittlepageG.RobinsonW.ReddingtonK. (1997), Effects of task experience on group performance, member ability, and recognition of expertise, Organizational Behavior and Human Decision Processes, 69, 2, 133–147.
59.
LittlepageG.SchmidtG.WhislerE.FrostA. (1995), An input-process output model of influence and performance in problem-solving group, Journal of Personality and Social Psychology, 69, 877–889.
60.
MartzJ.M.VeretteJ.ArriagaX.B.SlovikL.F.CoxC.L.RusbultC.E. (1998), Positive illusion in close relationships, Personal Relationships, 5, 159–181.
61.
MickD. (2006), Presidential address: Meaning and mattering through transformative consumer research, in PechmannC.PriceL. (coord.), Advances in Consumer Research, 33, Duluth, MN: Association for Consumer Research, 1–4.
62.
MinerC. (1984), Group vs. individual decision making: An investigation of performance measures, decision strategies and process losses/gains, Organizational Behavior and Human Performance, 33, 112–124.
63.
MoormanC.DiehlK.BrinbergD.KidwellB. (2004), Subjective knowledge, search locations, and consumer choice, Journal of Consumer Research, 31, 3, 673–680.
64.
MorelandR.L.LevineJ.M.WingertM.L. (1996), Creating the ideal group: Composition effects at work, in WitteE.H.DavisD.H. (coord.), Understanding group behavior, 2, Mahwah, NJ: Lawrence Erlbaum Associates, 11–35.
65.
MouraliM.LarocheM.PonsF. (2005), Antecedents of consumer relative preference for interpersonal information sources in pre-purchase search, Journal of Consumer Behaviour, 4, 5, 307–318.
66.
MowenJ.C.WeinerJ.L.ShreekantJ. (1987), An information integration analysis of how trust and expertise combine to influence source credibility and persuasion, in WallendorfM.AndersonP. (coord.), Advances in Consumer Research, 14, Provo, UT: Association for Consumer Research, 564–564.
67.
OhanianR. (1990), Construction and validation of a scale to measure celebrity endorsers' perceived expertise, trustworthiness, and attractiveness, Journal of Advertising, 19, 3, 39–52.
68.
O'ReillyC.A. (1982), Variations in decision makers' use of information sources: The impact of quality and accessibility of information, Academy of Management Journal, 25, 756–771.
69.
PettigrewT.F. (1979), The ultimate attribution error: Extending Allport's cognitive analysis of prejudice, Personality and Social Psychology Bulletin, 5, 461–476.
70.
PillaiK.G.GoldsmithR.E. (2006), Calibrating managerial knowledge of customer feedback measures: A conceptual model, Marketing Theory, 6, 2, 223–243.
71.
PillaiK.G.HofackerC. (2007), Calibration of consumer knowledge of the web, International Journal of Research in Marketing, 24, 3, 254–267.
72.
PriceL.L.FeickL.F. (1984), The role of interpersonal sources in external search: An informational perspective, Advances in Consumer Research, 11, 1, 250–255.
73.
PriceL.L.FeickL.F.HigieR.A. (1987), Information sensitive consumers and market information, The Journal of Consumer Affairs, 21, 2, 328–341.
74.
PriceL.L.FeickL.F.HigieR.A. (1989), Preference heterogeneity and coorientation as determinants of perceived informational influence, Journal of Business Research, 19, 3, 227–242.
75.
RajuP.S.LonialS.C.MangoldW.G. (1995), Differential effects of subjective knowledge, objective knowledge, and usage experience on decision making: An exploratory investigation, Journal of Consumer Psychology, 4, 2, 153.
76.
RaoA.R.MonroeK.B. (1988), The moderating effect of prior knowledge on cue utilization in product evaluations, Journal of Consumer Research, 15, 2, 253–264.
77.
RenekerM.H. (1993), A qualitative study of information seeking among members of an academic community: Methodological issues and problem, Library Quarterly, 63, 4, 487–507.
78.
RubleD.N.MartinC.L. (1998), Gender development, in DamonW. (Series Ed.) et EisenbergV. (Vol. Ed.), Handbook of child psychology: Vol. 3. Social, emotional, and personality development, New York: Wiley, 933–1016.
79.
SchmidtJ.B.SprengR.A. (1996), A proposed model of external consumer information search, Journal of the Academy of Marketing Science, 24, 3, 246–256.
80.
SirgyM.J.LeeD.-J. (2008), Well-being marketing: An ethical business philosophy for consumer goods firms, Journal of Business Ethics, 77, 377–403.
81.
SmithD.C.ParkC.W. (1992), The effects of brand extensions on market share and advertising efficiency, Journal of Marketing Research, 29, 3, 296–313.
82.
SobelM.E. (1982), Asymptotic confidence intervals for indirect effects in structural equation models, in LeinhardtS. (coord.), Sociological methodology, Washington, DC: American Sociological Association, 290–312.
83.
SrinivasanN.RatchfordB.T. (1991), An empirical test of a model of external search for automobiles, Journal of Consumer Research, 18, 2, 233–242.
84.
StiglerG.J. (1961), The economics of information, The Journal of Political Economy, 69, 213–225.
85.
StoltmanJ.J.MorganF.GentryJ.LaczniakR. (1992), The many facets of knowledge revisited, Actes de l'AMA Educator's, American Marketing Association, 422–429.
86.
TrotmanK.YettonP.ZimmerI. (1983), Individual and group judgements of internal control systems, Journal of Accounting Research, 21, 1, 286–292.
87.
TurnerJ.C. (1991), Social influence, Buckingham, Open University Press.
88.
VernetteE. (2004), Targeting women's clothing fashion opinion leaders in media planning: An application for magazines, Journal of Advertising Research, 44, 1, 90–107.
89.
VernetteE.GiannelloniJ.-L. (2004), L'auto-évaluation du leadership d' opinion en marketing: Nouvelles investigations psychométriques, Recherche et Applications en Marketing, 19, 4, 65–87.
90.
WattsD.J.DoddsP.S. (2007), Networks, influence, and public opinion formation, Journal of Consumer Research, 34, 4, 441–458.
91.
WeimannG. (1994), The influentials: people who influence people, NY, SUNY series.
92.
WienerJ.MowenJ.C. (1986), Source credibility: On the independent effects of trust and expertise, in LintzR. (coord.), Advances in Consumer Research, 15, Association for Consumer Research, 306–310.
93.
YaleL.J.GillyM.C. (1995), Dyadic perceptions in personal source information search, Journal of Business Research, 32, 3, 225–237.
94.
ZemoreS.E.FiskeS.T.KimH.J. (2000), Gender stereotypes and the dynamics of social interaction, in EckesT.TrautnerH.M. (coord.), The developmental social psychology of gender, Mahwah, NJ, Erlbaum, 207–242.
95.
ZimmerJ.C.HenryR.M.ButlerB.S. (2007), Determinants of the use of relational and non relational information sources, Journal of Management Information Systems, 24, 3, 297–331.
