Consumer susceptibility to interpersonal influence and attributional sensitivity

This research examines the relationship between consumer susceptibility to interpersonal influence and attributional sensitivity. It is hypothesized that consumer susceptibility to interpersonal influence is moderated by the level of attributional sensitivity. Across two studies, this hypothesis was...

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Bibliographic Details
Published in:Psychology & marketing 1992-09, Vol.9 (5), p.379-394
Main Authors: Netemeyer, Richard G., Bearden, William O., Teel, Jesse E.
Format: Article
Language:English
Subjects:
Consumer behavior
Influence
Social psychology
Statistical analysis
Studies
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Summary:This research examines the relationship between consumer susceptibility to interpersonal influence and attributional sensitivity. It is hypothesized that consumer susceptibility to interpersonal influence is moderated by the level of attributional sensitivity. Across two studies, this hypothesis was supported. Individuals high in attributional sensitivity scored higher on various measures of consumer susceptibility to interpersonal influence than individuals low in attributional sensitivity. This suggests that consumers susceptible to the influence of others are more likely to purchase products that they perceive will lead others to make favorable attributions about them, and avoid purchasing products that they perceive will lead others to evaluate them negatively. © 1992 John Wiley & Sons, Inc.
ISSN:0742-6046
1520-6793
DOI:10.1002/mar.4220090504