The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Informational and Normative Social Influence in Buyer Behavior
Abstract
An experiment was conducted to clarify the nature of the influence active in most prior marketing research on the social influence process. Experimental subjects were exposed to evaluations of coffee which were attributed to either a similar or dissimilar source. These evaluations were high in uniformity, low in uniformity or of unknown uniformity. Subjects then tasted and evaluated the coffee. The subjects' evaluations were made either under a visible (identifiable) condition or an anonymous condition. The data supported a hypothesis of informational social influence.
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Citations
Cites
Experimental Design: Procedures for the Behavioral Sciences
Kirk, R. (2013) · doi:10.4135/9781483384733 · Cited by 8,539
A study of normative and informational social influences upon individual judgment.
Deutsch, M., & Gerard, H. B. (1955) · The Journal of Abnormal and Social Psychology · doi:10.1037/h0046408 · Cited by 4,819
Orne, M. T. (1962) · American Psychologist · doi:10.1037/h0043424 · Cited by 4,041
Cited by
A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels
Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008) · Journal of Consumer Research · doi:10.1086/586910 · Cited by 3,409
Assessing IT Usage: The Role of Prior Experience
Taylor, S., & Todd, P. (1995) · MIS Quarterly · doi:10.2307/249633 · Cited by 2,891
Cheung, M. Y., Luo, C., Sia, C. L., & Chen, H. (2009) · International Journal of Electronic Commerce · doi:10.2753/jec1086-4415130402 · Cited by 1,286
Investigating User Resistance to Information Systems Implementation: A Status Quo Bias Perspective1
Kim, H.-W., & Kankanhalli, A. (2009) · MIS Quarterly · doi:10.2307/20650309 · Cited by 1,135
Ki, C. ‘., & Kim, Y. (2019) · Psychology & Marketing · doi:10.1002/mar.21244 · Cited by 749
Metadata
- Authors
- Burnkrant, R. E., & Cousineau, A.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1975-12
- Volume
- 2
- Issue
- 3
- Pages
- 206
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W1983976677
- Cited by
- 966
- References
- 3
- FWCI
- 7.04
- Type
- journal article
- Language
- en
- Open access
- closed
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- Burnkrant, R. E., & Cousineau, A. (1975). Informational and Normative Social Influence in Buyer Behavior. Journal of Consumer Research. https://doi.org/10.1086/208633
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
