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The Entourage Effect

Author

Listed:
  • Brent McFerran
  • Jennifer J. Argo

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.

Suggested Citation

  • Brent McFerran & Jennifer J. Argo, 2014. "The Entourage Effect," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 40(5), pages 871-884.
    • Handle: RePEc:oup:jconrs:doi:10.1086/673262
    DOI: 10.1086/673262
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    Cited by:

    1. Liu, Stephanie Q. & Bogicevic, Vanja & Mattila, Anna S., 2018. "Circular vs. angular servicescape: “Shaping” customer response to a fast service encounter pace," Journal of Business Research, Elsevier, vol. 89(C), pages 47-56.
    2. Ho, Foo Nin & Wong, Jared & Brodowsky, Glen, 2023. "Does masstige offer the prestige of luxury without the social costs? Status and warmth perceptions from masstige and luxury signals," Journal of Business Research, Elsevier, vol. 155(PA).
    3. Gurzki, Hannes & Woisetschläger, David M., 2017. "Mapping the luxury research landscape: A bibliometric citation analysis," Journal of Business Research, Elsevier, vol. 77(C), pages 147-166.
    4. Hemonnet-Goujot, Aurélie & Kessous, Aurélie & Magnoni, Fanny, 2022. "The effect of sustainable product innovation on the consumer–luxury brand relationship: The role of past identity salience," Journal of Business Research, Elsevier, vol. 139(C), pages 1513-1524.
    5. Choi, Dayeon & Seo, Yuri & Septianto, Felix & Ko, Eunju, 2022. "Luxury customization and self-authenticity: Implications for consumer wellbeing," Journal of Business Research, Elsevier, vol. 141(C), pages 243-252.
    6. Hwang, YooHee & Shin, Joongwon & Mattila, Anna S., 2018. "So private, yet so public: The impact of spatial distance, other diners, and power on solo dining experiences," Journal of Business Research, Elsevier, vol. 92(C), pages 36-47.
    7. Aurélie Hemonnet-Goujot & Aurélie Kessous & Fanny Magnoni, 2022. "The effect of sustainable product innovation on the consumer–luxury brand relationship: The role of past identity salience," Post-Print hal-03511454, HAL.
    8. Holmqvist, Jonas & Wirtz, Jochen & Fritze, Martin P., 2020. "Luxury in the digital age: A multi-actor service encounter perspective," Journal of Business Research, Elsevier, vol. 121(C), pages 747-756.
    9. Fombelle, Paul W. & Sirianni, Nancy J. & Goldstein, Noah J. & Cialdini, Robert B., 2015. "Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers," Journal of Business Research, Elsevier, vol. 68(9), pages 1987-1996.
    10. Viswanathan, Vijay & Sese, F. Javier & Krafft, Manfred, 2017. "Social influence in the adoption of a B2B loyalty program: The role of elite status members," International Journal of Research in Marketing, Elsevier, vol. 34(4), pages 901-918.
    11. Thomas, Tandy Chalmers & Epp, Amber M. & Price, Linda L., 2020. "Journeying Together: Aligning Retailer and Service Provider Roles with Collective Consumer Practices," Journal of Retailing, Elsevier, vol. 96(1), pages 9-24.

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