The DOI matches its Crossref record; 13 of the 13 references it cites were found in a registry or an index.
Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach
Abstract
Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory.
Overview
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
Claims other papers make about this one
Each is checked against this paper’s own text: does it say what the citing paper says it does?
In the citing paper
“Interpersonal influence is an important determinant of consumer behavior (Calder & Burnkrant, 1977).”
From The Moderating Role of Self-Concept Clarity in the Relationship between Susceptibility to Interpersonal Influence and Conspicuous Consumption (2026) · cites this paper as Calder & Burnkrant, 1977
Citations
Cites
Bem, D. J. (1972) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60024-6 · Cited by 5,241
From acts to dispositions the attribution process in person perception
Jones, E. E., & Davis, K. E. (1965) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60107-0 · Cited by 3,424
Causal schemata and the attribution process
Kelley, H. H. (1972) · Medical Entomology and Zoology · Cited by 1,093
Informational and Normative Social Influence in Buyer Behavior
Burnkrant, R. E., & Cousineau, A. (1975) · Journal of Consumer Research · doi:10.1086/208633 · Cited by 1,007
Self-citationAn Exploratory Assessment of Situational Effects in Buyer Behavior
Belk, R. W. (1974) · Journal of Marketing Research · doi:10.1177/002224377401100206 · Cited by 571
The Fishbein Extended Model and Consumer Behavior
Ryan, M. J., & Bonfield, E. H. (1975) · Journal of Consumer Research · doi:10.1086/208623 · Cited by 280
Self-Concept and Brand Preference
Ross, I. (1971) · The Journal of Business · doi:10.1086/295331 · Cited by 232
Attitude change and attitude attribution: Effects of incentive, choice, and consequences.
Calder, B. J., Ross, M., & Insko, C. A. (1973) · Journal of Personality and Social Psychology · doi:10.1037/h0034264 · Cited by 70
Self-citationSelf-percept and consumer attitudes toward small cars.
Jacobson, E., & Kossoff, J. (1963) · Journal of Applied Psychology · doi:10.1037/h0047538 · Cited by 32
Purchase Decisions and Group Influence
Witt, R. E., & Bruce, G. D. (1970) · Journal of Marketing Research · doi:10.1177/002224377000700417 · Cited by 32
Cited by
Is Eco-Friendly Unmanly? The Green-Feminine Stereotype and Its Effect on Sustainable Consumption
Brough, A. R., Wilkie, J. E. B., Ma, J., Isaac, M. S., & Gal, D. (2016) · Journal of Consumer Research · doi:10.1093/jcr/ucw044 · Cited by 751
Consumer susceptibility to interpersonal influence and attributional sensitivity
Netemeyer, R. G., Bearden, W. O., & Teel, J. E. (1992) · Psychology & Marketing · doi:10.1002/mar.4220090504 · Cited by 62
(2026) · International Journal of Marketing, Communication and New Media · doi:10.54663/2182-9306.2026.v.14.n.26.204-227
Metadata
- Authors
- Calder, B. J., & Burnkrant, R. E.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1977-06
- Volume
- 4
- Issue
- 1
- Pages
- 29
- ISSN
- 0093-5301
- 1537-5277
- Cited by
- 164
- References
- 13
- Language
- en
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
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.
