Measurement of Consumer Susceptibility to Interpersonal Influence
Bibliographic Data
| ID | 2951600 |
|---|---|
| Authors | William O Bearden (Columbia College - South Carolina), Richard G Netemeyer, Jesse E Teel |
| Year | 1989 |
| Volume | 15 |
| Issue | 4 |
| Pages | 473 |
| Publication date | 1989-03-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/209186 |
| OpenAlex | W2064683297 |
| Language | EN |
| Citations received | 180 |
| References cited | 13 |
The development of a scale for measuring consumer susceptibility to interpersonal influence is described. Consumer susceptibility to interpersonal influence is hypothesized as a general trait that varies across individuals and is related to other individual traits and characteristics (McGuire 1968). The construct is defined as the need to identify with or enhance one's image in the opinion of significant others through the acquisition and use of products and brands, the willingness to conform to the expectations of others regarding purchase decisions, and/or the tendency to learn about products and services by observing others or seeking information from others. A series of studies provides evidence to support the convergent and discriminant validity of a two-dimensional scale
Interpersonal communication · Interpersonal influence · Behavioral Health and Interventions · Consumer Behavior in Brand Consumption and Identification · Customer Service Quality and Loyalty · Psychology · Social Psychology
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| Unique citing works | 180 |
|---|---|
| Citations per year | 3,21 |
| Citation span | 1970 - 2026 (57) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 157 |