The DOI matches its Crossref record; 78 of the 78 references it cites were found in a registry or an index.
Personality and Consumer Behavior: A Review
Abstract
Marketing researchers have repeatedly attempted to relate purchasing behavior, media choice, innovation, and other marketing phenomena to personality, with varying degrees of success. This article reviews this mass of literature and draws some conclusions on the present state of knowledge.
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Integrity signals
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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
“The relationship between broad or more general personality traits, such as the Big Five (John & Srivastava, 1999;McCrae & Costa, 1997) or universal human values (Bilsky & Schwartz, 1994;Rokeach, 1973), and specific behavior is weak (e.g., Homer & Kahle, 1988;Kassarjian, 1971;Lunn, Nowson, Worsley, & Torres, 2014).”
From Relationships between functional food consumption and individual traits and values: A segmentation approach (2021) · cites this paper as Kassarjian, 1971
In the citing paper
“However, both personality traits and universal values are relatively stable and transcend specific actions and situations (Kassarjian, 1971;Schwartz & Bilsky, 1987), distinguishing these constructs from attitudes and intentions that usually refer to more specific actions, objects, or situations.”
From Relationships between functional food consumption and individual traits and values: A segmentation approach (2021) · cites this paper as Kassarjian, 1971
Citations
Cites
(1994) · Journal of the American Dietetic Association · doi:10.1016/0002-8223(94)92216-0 · Cited by 46,726
Role of Product-Related Conversations in the Diffusion of a New Product
Arndt, J. (1967) · Journal of Marketing Research · doi:10.1177/002224376700400308 · Cited by 1,932
Book Review: Risk Taking and Information Handling in Consumer Behavior
Blankertz, D. F., & Cox, D. F. (1969) · Journal of Marketing Research · doi:10.2307/3150012 · Cited by 1,407
Levy, S. J. (2012) · Sage eBooks · doi:10.4135/9781452231372.n18 · Cited by 1,010
Hall, C. S., & Lindzey, G. E. (1959) · John Wiley & Sons, Inc. eBooks · doi:10.1037/10910-000 · Cited by 958
Consumer Self-Concept, Symbolism and Market Behavior: A Theoretical Approach
Grubb, E. L., & Grathwohl, H. L. (1967) · Journal of Marketing · doi:10.1177/002224296703100405 · Cited by 947
Congruence Relationships between Self Images and Product Brands
Dolich, I. J. (1969) · Journal of Marketing Research · doi:10.1177/002224376900600109 · Cited by 609
Personality and Persuasibility
Burton, N. G., Janis, I. L., & Hovland, C. I. (1960) · The American Journal of Psychology · doi:10.2307/1419147 · Cited by 607
Activities, Interests and Opinions
Wells, W. D., & Tigert, D. J. (1983) · Journal of Advertising Research · doi:10.1080/00218499.1983.12468013 · Cited by 559
A Study of the Influence of Image Congruence on Consumer Choice
Birdwell, A. E. (1968) · The Journal of Business · doi:10.1086/295047 · Cited by 305
Research works printed but not linked: 23
- 1964, Are There Consumer Types?
- Barban Arnold N., 1970, Rural Sociology, 35, 232
- 10.1177/002224376800500303 · DOI
- Bell Gerald D., 1968, Consumer Behavior., 77
- Birdwell Al E., 1964, Proceedings., 290
- Carey James W., 1963, Proceedings., 30
- Dichter Ernest, 1964, Handbook of Consumer Motivations.
- Gardner Burleigh B., 1955, Harvard Business Review, 33, 33
- Grubb Edward L., 1965, Proceedings., 419
- Hamm B. Curtis, 1967, Proceedings., 275
- Hilgard Ernest R., 1966, Theories of Learning
- Lazer William, 1963, Proceedings., 130
- Linton Harriet, 1959, Personality and Persuasibility., 69
- Martineau Pierre, 1959, Advertising Age, 30, 76
- Pessemier Edgar A., 1966, Proceedings., 332
- Robertson Thomas S., 1971, Innovation and the Consumer.
- Sommers Montrose S., 1963, Proceedings., 200
- Sommers Montrose S., 1964, University of Houston Business Review, 11, 1
- TigertDouglas J. “A Psychological Profile of Magazine Audiences: An Investigation of a Media's Climate,” paper presented at the American Marketing Association Consumer Behavior Workshop, 1969.
- Wells William D., 1966, On Knowing the Consumer., 187
- Wells William D., 1968, Insights into Consumer Behavior., 85
- WilkieWilliam. “Psychological Descriptors,” paper presented at the Fall Conference, American Marketing Association, 1970.
- Wilson Clark L., 1966, Proceedings., 305
Cited by
Sorted by citations
Dimensions of Brand Personality
Aaker, J. L. (1997) · Journal of Marketing Research · doi:10.2307/3151897 · Cited by 7,843
Hedonic Consumption: Emerging Concepts, Methods and Propositions
Hirschman, E. C., & Holbrook, M. B. (1982) · Journal of Marketing · doi:10.1177/002224298204600314 · Cited by 5,616
Measurement of Consumer Susceptibility to Interpersonal Influence
Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989) · Journal of Consumer Research · doi:10.1086/209186 · Cited by 2,320
Reliability: A Review of Psychometric Basics and Recent Marketing Practices
Peter, J. P. (1979) · Journal of Marketing Research · doi:10.2307/3150868 · Cited by 1,577
The Malleable Self: The Role of Self-Expression in Persuasion
Aaker, J. L. (1999) · Journal of Marketing Research · doi:10.2307/3151914 · Cited by 1,206
Metadata
- Authors
- Kassarjian, H. H.
- Affiliations
- University of California, Los Angeles (US)
- Corresponding author
- Kassarjian, Harold H.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1971-11
- Volume
- 8
- Issue
- 4
- Pages
- 409-418
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2326206704
- Cited by
- 601
- References
- 72
- Citations by year
- 2026: 5 · 2025: 8 · 2024: 16 · 2023: 17 · 2022: 22 · 2021: 15 · 2020: 23 · 2019: 28 · 2018: 23 · 2017: 25 · 2016: 18 · 2015: 25 · 2014: 43 · 2013: 21 · 2012: 21
- FWCI
- 32.29
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Marketing Research (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
- Social Sciences › Sociology and Political Science › Consumer Behavior and Market Dynamics
- Social Sciences › Psychology › Clinical Psychology › Personality Traits and Psychology
- Keywords
- personality, consumer behavior, purchasing behavior, media selection, innovation adoption
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