The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer
Abstract
The authors demonstrate that a target's attitude toward an influencer is affected by both (1) the influence type used by the influencer to achieve the target's compliance and (2) the performance outcomes that result from the behavior adopted by the target in compliance with that influence. Before performance outcomes are known, the target's satisfaction and trust are strongly affected by the type of influence exercised; more dominating influence types result in less positive attitude. When outcomes of compliance become evident, however, favorable outcomes appear to ameliorate negative attitudes, whereas unfavorable outcomes seem to undermine positive attitudes. These findings indicate the significance of performance outcomes for understanding the ramifications of successful influence.
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Cites
Prospect Theory: An Analysis of Decision under Risk
Kahneman, D., & Tversky, A. (1979) · Econometrica · doi:10.2307/1914185 · Cited by 48,524
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Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
The support of autonomy and the control of behavior.
Deci, E. L., & Ryan, R. M. (1987) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.53.6.1024 · Cited by 3,242
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Cited by
The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811
Generalizations about trust in marketing channel relationships using meta-analysis
Geyskens, I., Steenkamp, J.-B. E. M., & Kumar, N. (1998) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(98)00002-0 · Cited by 890
Ki, C. ‘., & Kim, Y. (2019) · Psychology & Marketing · doi:10.1002/mar.21244 · Cited by 749
Trust determinants and outcomes in global B2B services
Doney, P. M., Barry, J. M., & Abratt, R. (2007) · European Journal of Marketing · doi:10.1108/03090560710773363 · Cited by 256
Effectiveness of Travel Social Media Influencers: A Case of Eco-Friendly Hotels
Kapoor, P. S., Balaji, M. S., Jiang, Y., & Jebarajakirthy, C. (2022) · Journal of Travel Research · doi:10.1177/00472875211019469 · Cited by 185
Metadata
- Authors
- Scheer, L. K., & Stern, L. W.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1992-02
- Volume
- 29
- Issue
- 1
- Pages
- 128-142
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2334811141
- Cited by
- 353
- References
- 4
- FWCI
- 28.77
- Type
- journal article
- Language
- en
- Open access
- closed
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- Scheer, L. K., & Stern, L. W. (1992). The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer. Journal of Marketing Research. https://doi.org/10.1177/002224379202900111
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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.
