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Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach

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  • Calder, Bobby J
  • Burnkrant, Robert E

Abstract

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Suggested Citation

  • Calder, Bobby J & Burnkrant, Robert E, 1977. "Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(1), pages 29-38, June.
    • Handle: RePEc:oup:jconrs:v:4:y:1977:i:1:p:29-38
    DOI: 10.1086/208676
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    Cited by:

    1. Ali Besharat & Gia Nardini & Rhiannon MacDonnell Mesler, 2024. "Bringing Ethical Consumption to the Forefront in Emerging Markets: The Role of Product Categorization," Journal of Business Ethics, Springer, vol. 191(4), pages 777-792, May.
    2. Li, Qi & Wang, Quansheng & Song, Peijian, 2022. "Do customers always adopt buy-online-and-pick-up-in-store service? Consideration of location-based store density in omni-channel retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    3. Lascu, Dana-Nicoleta & Bearden, William O. & Rose, Randall L., 1995. "Norm extremity and interpersonal influences on consumer conformity," Journal of Business Research, Elsevier, vol. 32(3), pages 201-212, March.
    4. Alba, George & Slongo, Luiz Antonio, 2020. "Getting a no-reply is also a reply: An investigation of unreplied consumer attributions," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    5. Jingzhi Shang & John Peloza, 2016. "Can “Real” Men Consume Ethically? How Ethical Consumption Leads to Unintended Observer Inference," Journal of Business Ethics, Springer, vol. 139(1), pages 129-145, November.
    6. Wei Shi & Guoli Chen & Boshuo Li, 2023. "Problem Solving or Responsibility Avoidance? The Role of CEO Internal Attribution Tendency in Shaping Corporate Downsizing in Response to Performance Shortfalls," Journal of Management Studies, Wiley Blackwell, vol. 60(5), pages 1273-1301, July.
    7. Zhang, Mingyue & Zhao, Haichuan & Chen, Haipeng (Allan), 2022. "How much is a picture worth? Online review picture background and its impact on purchase intention," Journal of Business Research, Elsevier, vol. 139(C), pages 134-144.
    8. Kevin Mayo & George Ball & Alex Mills, 2022. "CEO Tenure and Recall Risk Management in the Consumer Products Industry," Production and Operations Management, Production and Operations Management Society, vol. 31(2), pages 743-763, February.
    9. Gao, Yixing (Lisa) & Mattila, Anna S., 2017. "The impact of stereotyping on consumers' food choices," Journal of Business Research, Elsevier, vol. 81(C), pages 80-85.
    10. Yali Zhang & Haixin Zhang & Zhaojun Yang & Jun Sun & Chrissie Diane Tan, 2019. "Snowball Effect of User Participation in Online Environmental Communities: Elaboration Likelihood under Social Influence," IJERPH, MDPI, vol. 16(17), pages 1-15, September.
    11. Robert A. Peterson & U. N. Umesh, 2018. "On the significance of statistically insignificant results in consumer behavior experiments," Journal of the Academy of Marketing Science, Springer, vol. 46(1), pages 81-91, January.
    12. Hogreve, Jens & Matta, Shashi & Hettich, Alexander S. & Reczek, Rebecca Walker, 2021. "How Do Social Norms Influence Parents’ Food Choices for Their Children? The Role of Social Comparison and Implicit Self-Theories," Journal of Retailing, Elsevier, vol. 97(2), pages 173-190.
    13. Raluca Mihalcea & Iacob Cătoiu, 2008. "Consumer Identity And Implications For The Brand," Annales Universitatis Apulensis Series Oeconomica, Faculty of Sciences, "1 Decembrie 1918" University, Alba Iulia, vol. 2(10), pages 1-50.
    14. Ahmed Y. Ebeid & Hesham F. Gadelrab, 2014. "A Structural Equation Modeling Approach to Investigate Negative Word of Mouth Impact on Customer-Based Brand Equity: Does Attribution Matter?," International Journal of Business and Social Research, LAR Center Press, vol. 4(9), pages 1-13, September.
    15. Laurent Bertrandias & Paul-Emmanuel Pichon, 2004. "Enrichissements De La Conceptualisation Du Risque Social En Marketing Et Construction D'Une Echelle De Mesure," Post-Print hal-04097759, HAL.
    16. Jaeki Song & Fatemeh Mariam Zahedi, 2005. "A Theoretical Approach to Web Design in E-Commerce: A Belief Reinforcement Model," Management Science, INFORMS, vol. 51(8), pages 1219-1235, August.
    17. Ludovica Cesareo & Claudia Townsend & Eugene Pavlov, 2023. "Hideous but worth it: Distinctive ugliness as a signal of luxury," Journal of the Academy of Marketing Science, Springer, vol. 51(3), pages 636-657, May.
    18. Ahmed Y. Ebeid & Hesham F. Gadelrab, 2014. "A Structural Equation Modeling Approach to Investigate Negative Word of Mouth Impact on Customer-Based Brand Equity: Does Attribution Matter?," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 4(9), pages 1-13, September.
    19. Saurabh Bansal & Suresh Muthulingam, 2022. "Can precise numbers boost energy efficiency?," Production and Operations Management, Production and Operations Management Society, vol. 31(8), pages 3264-3287, August.
    20. Chulseung Lee & Jaechan Park & Kangmun Lee & Ji Yeon Yang & Taewoo Roh, 2019. "Energy Efficiency for Supplier and Sustainability for Demand: A Case of Heating Systems in South Korea," Sustainability, MDPI, vol. 11(15), pages 1-21, August.
    21. Pereira, Beulah & Sung, Billy & Lee, Sean, 2019. "I like watching other people eat: A cross-cultural analysis of the antecedents of attitudes towards Mukbang," Australasian marketing journal, Elsevier, vol. 27(2), pages 78-90.

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