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Cited by 7Consumer Retail Behavior StudiesConsumer Behavior and Marketing InfluenceConsumer Behavior in Brand Consumption and Identification

The DOI matches its Crossref record; 68 of the 68 references it cites were found in a registry or an index.

Persuasibility and the Self – Investigating Heterogeneity among Consumers

Koller, Monika, Floh, Arne, Zauner, Alexander, Rusch, Thomas·2013·Australasian Marketing Journal
DOI 10.1016/j.ausmj.2013.02.004
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Abstract

This article investigates unobserved heterogeneity in the relation between self-related variables and susceptibility to interpersonal influence. We test a structural model explaining susceptibility to interpersonal influence through self-concept clarity and self-esteem. As the degree of interpersonal persuasibility can vary significantly across individuals, we apply finite mixture modeling to identify unobserved heterogeneity and, hence, different customer segments, based on a database of n=1013. We find two different groups for which the path coefficients in the structural model partly differ. These groups can be described in terms of personality-related characteristics like materialism, the need for uniqueness and persuasion knowledge, as well as by demographics. It is crucial for both retailers and e-tailers to understand which consumer segments are more prone than others to interpersonal influence. The findings of the present study contribute to the understanding of fundamental phenomena in consumption choice behavior and provide guidance for psychographic segmentation.

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Crossref · 10.1016/j.ausmj.2013.02.004

Cites

68 of 68 references verified0 citation errors · 0 not checkable

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Research works printed but not linked: 2

  1. Flouri W., 1999, Journal of Socio-Economics, 28, 707
  2. Katz E. Lazarsfeld P. Personal Influence1955 The Free Press Glencoe, IL

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Metadata

Authors
Koller, M., Floh, A., Zauner, A., & Rusch, T.
Affiliations
  • Universität Innsbruck (AT)
  • University of Surrey (GB)
  • Vienna University of Economics and Business (AT)
Corresponding author
  • Koller, Monika
  • Floh, Arne
  • Zauner, Alexander
  • Rusch, Thomas
ORCID
Venue
Australasian Marketing Journal
Publisher
SAGE Publications
Published
2013-05
Volume
21
Issue
2
Pages
94-104
ISSN
  • 1441-3582 (ISSN-L)
  • 1839-3349
DOI
10.1016/j.ausmj.2013.02.004
OpenAlex
W1967809075
Semantic Scholar
c42b4b96194563ed1d94b82d1b7c70eef2c5ab5f
Cited by
7
References
68
Citations by year
2026: 1 · 2023: 1 · 2018: 2 · 2016: 1 · 2014: 2
FWCI
2.29
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations
  • Australasian Marketing Journal (AMJ) (publishedVersion)
  • Surrey Research Insight Open Access (The University of Surrey) (submittedVersion)
  • RePEc: Research Papers in Economics (submittedVersion)
  • Open Research (University of Surrey) (submittedVersion)
  • WU Research (submittedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
Keywords
interpersonal influence, self-concept clarity, self-esteem, unobserved heterogeneity, customer segmentation, psychographic segmentation, materialism, need for uniqueness, persuasion knowledge, consumer choice, e-tailers, retail companies

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