Purchase Pals and Surrogate Buyers

 Purchase Pals

– Information sources who accompany a consumer on a shopping trip

 Surrogate Buyers

– Professional buyers who help consumers with their purchases

Key Differences Between Opinion Leaders and Surrogate Buyers

OPINION LEADER

1. Informal relationship with end users

2. Information exchange occurs in the context of a casual interaction
3. Homophilous (to a certain extent) to end users
4. Does not get paid for advice
5. Usually socially more active than end users
6. Accountability limited regarding the outcome of advice
7. As accountability limited, rigor in search and screening of alternatives low
8. Likely to have used the product personally
9. More than one can be consulted before making a final decision
10. Same person can be an opinion leader for a variety of related product categories

SURROGATE BUYER

1. Formal relationship; occupation-related status

2. Information exchange in the form of formal instructions/advice
3. Heterophilus to end users (that is, is the source of power)
4. Usually hired, therefore gets paid
5. Not necessarily socially more active than end-users
6. High level of accountability
7. Search and screening of alternatives more rigorous
8. May not have used the product for personal consumption
9. Second opinion taken on rare occasions
10. Usually specializes for a specific product/service category