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.
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“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
Informational cues and attributions based on role behavior
Calder, B. J. (1974) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(74)90060-2 · Cited by 8
Self-citationAn analysis of the Jones, Davis, and Gergen attribution paradigm
Calder, B. J. (1974) · Cited by 2
Self-citation(1977)
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
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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.
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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.
