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Cited by 2,320Consumer Behavior in Brand Consumption and IdentificationConsumer Perception and Purchasing BehaviorConsumer Behavior and Marketing Influence

The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.

Measurement of Consumer Susceptibility to Interpersonal Influence

Bearden, William O., Netemeyer, Richard G., Teel, Jesse E.·1989·Journal of Consumer Research
DOI 10.1086/209186
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Abstract

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.

Overview

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Crossref · 10.1086/209186

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4 of 4 references verified0 citation errors · 0 not checkable

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Metadata

Authors
Bearden, W. O., Netemeyer, R. G., & Teel, J. E.
Affiliations
University of South Carolina (US)
ORCID
Netemeyer, Richard G.
Venue
Journal of Consumer Research
Publisher
Oxford University Press (OUP)
Published
1989-03
Volume
15
Issue
4
Pages
473
ISSN
  • 0093-5301 (ISSN-L)
  • 1537-5277
DOI
10.1086/209186
OpenAlex
W2064683297
Cited by
2,320
References
4
Citations by year
2026: 87 · 2025: 105 · 2024: 97 · 2023: 95 · 2022: 107 · 2021: 123 · 2020: 109 · 2019: 103 · 2018: 94 · 2017: 118 · 2016: 110 · 2015: 141 · 2014: 124 · 2013: 116 · 2012: 114
FWCI
21.34
Type
journal article
Language
en
Open access
closed
Locations
Journal of Consumer Research (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Perception and Purchasing Behavior
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords
interpersonal influence, scale development, conformity, social identity, image enhancement, purchase decision, observational learning, information seeking, personality traits, convergent validity, discriminant validity

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