View Item 

Show simple item record

Values, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis
dc.contributor.authorBatra, Rajeev
dc.contributor.authorHomer, Pamela M.
dc.contributor.authorKahle, Lynn R.
dc.date.accessioned2018-02-05T16:36:37Z
dc.date.available2018-02-05T16:36:37Z
dc.date.issued2001
dc.identifier.citationBatra, Rajeev; Homer, Pamela M.; Kahle, Lynn R. (2001). "Values, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis." Journal of Consumer Psychology 11(2): 115-128.
dc.identifier.issn1057-7408
dc.identifier.issn1532-7663
dc.identifier.urihttps://hdl.handle.net/2027.42/141583
dc.publisherWiley Periodicals, Inc.
dc.publisherPrentice Hall
dc.titleValues, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis
dc.typeArticleen_US
dc.rights.robotsIndexNoFollow
dc.subject.hlbsecondlevelPsychology
dc.subject.hlbtoplevelSocial Sciences
dc.description.peerreviewedPeer Reviewed
dc.contributor.affiliationumSchool of Business Administration, University of Michigan
dc.contributor.affiliationotherDepartment of Marketing, University of Oregon
dc.contributor.affiliationotherCollege of Business Administration, California State University, Long Beach
dc.description.bitstreamurlhttps://deepblue.lib.umich.edu/bitstream/2027.42/141583/1/jcpy115.pdf
dc.identifier.doi10.1207/S15327663JCP1102_04
dc.identifier.sourceJournal of Consumer Psychology
dc.identifier.citedreferenceP.W. Miniard, J.B. Cohen. Isolating attitudinal and normative influences in behavioral intentions models. Journal of Marketing Research. 1979; 16: 102 – 110.
dc.identifier.citedreferenceJ.S. Long. Covariance structure models: An introduction to Lisrel. Beverly Hills, CA: Sage. 1983.
dc.identifier.citedreferenceJ.E. Lydon, M.P. Zanna. Commitment in the face of adversity: A values‐affirmation approach. Journal of Personality and Social Psychology. 1990; 58: 1040 – 1047.
dc.identifier.citedreferenceS.B. MacKenzie, R.J. Lutz. An empirical examination of the structural antecedents of attitude toward the ad in an advertising pretesting context. Journal of Marketing. 1989; 53: 48 – 65.
dc.identifier.citedreferenceW.J. McGuire. Personality and susceptibility to social influence. In E.F. Borgatta, W.W. Lambert, eds. Handbook of personality theory and research. Chicago: Rand McNally. 1968, 1130 – 1187.
dc.identifier.citedreferenceS.A. Mulaik, L.R. James, J.V. Alstine, N. Bennett, S. Lind, C.D. Stilwell. Evaluation of goodness‐of‐fit indices for structural equation models. Psychology Bulletin. 1989; 105: 430 – 445.
dc.identifier.citedreferenceC.W. Park, P.V. Lessig. Students and housewives: Differences in susceptibility to reference group influence. Journal of Consumer Research. 1977; 4: 102 – 110.
dc.identifier.citedreferenceV. Prakash. Personal values and product expectations. In R.E. Pitts Jr., A.G. Woodside, eds. Personal values and consumer psychology. Lexington, MA: Lexington. 1984, 145 – 154.
dc.identifier.citedreferenceT. Reynolds, J. Gutman. Laddering theory, method, analysis and interpretation. Journal of Advertising Research. 1988; 28: 11 – 31.
dc.identifier.citedreferenceM. Rokeach. The nature of human values. New York: Free Press. 1973.
dc.identifier.citedreferenceS. Schachter. Emotion, obesity and crime. New York: Academic. 1971.
dc.identifier.citedreferenceS.H. Schwartz. Universals in the content and structure of values: Theoretical advances and empirical tests in 20 countries. In M.P. Zanna, ed. Advances in experimental social psychology. Orlando, FL: Academic. 1992; 25, 1 – 65.
dc.identifier.citedreferenceS.H. Schwartz, W. Bilsky. Toward a universal psychological structure of human values. Journal of Personality and Social Psychology. 1987; 53: 550 – 562.
dc.identifier.citedreferenceC. Seligman, J.M. Olson, M.P. Zanna. The psychology of values: The Ontario Symposium, Vol. 8. Mahwah, NJ: Lawrence Erlbaum Associates, Inc. 1996.
dc.identifier.citedreferenceM. Snyder. Self‐monitoring of expressive behavior. Journal of Personality and Social Psychology. 1974; 30: 526 – 537.
dc.identifier.citedreferenceP.C. Stern, T. Dietz, L. Kalof, G.A. Guagnano. Values, beliefs and proenvironmental action: Attitude formation toward emergent attitude objects. Journal of Applied Social Psychology. 1995; 25: 1611 – 1636.
dc.identifier.citedreferenceP. Valette‐Florence, A. Jolibert. Social values, A.I.O., and consumption patterns. Journal of Business Research. 1990; 20: 109 – 122.
dc.identifier.citedreferenceD.E. Vinson, J.E. Scott, L.M. Lamont. The role of personal values in marketing and consumer behavior. Journal of Marketing. 1977; 41: 44 – 50.
dc.identifier.citedreferenceC.E. Werts, R.L. Linn, K.G. Joreskog. Interclass reliability estimates: Testing structural assumptions. Educational and Psychological Measurement. 1974; 34: 25 – 33.
dc.identifier.citedreferenceI. Ajzen, M. Fishbein. Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice Hall. 1980.
dc.identifier.citedreferenceG.W. Allport. Pattern and growth in personality. New York: Holt, Rinehart, & Winston. 1961.
dc.identifier.citedreferenceJ.C. Anderson, D.W. Gerbing. Structural equation modeling in practice: A review and recommended two‐step approach. Psychological Bulletin. 1988; 103: 411 – 423.
dc.identifier.citedreferenceS.J. Ball‐Rokeach, M. Rokeach, J. Grube. The great American values test: Influencing behavior and belief through television. New York: Free Press. 1984.
dc.identifier.citedreferenceW.O. Bearden, M.O. Etzel. Reference group influence on product and brand purchase decisions. Journal of Consumer Research. 1982; 9: 183 – 194.
dc.identifier.citedreferenceW.O. Bearden, R.G. Netemeyer, J.E. Teel. Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research. 1989; 15: 473 – 481.
dc.identifier.citedreferenceW.O. Bearden, R.G. Netemeyer, J.E. Teel. Further validation of the consumer susceptibility to interpersonal influence scale. In M.E. Goldberg, G. Gorn, R.W. Pollay, eds. Advances in consumer research. Provo, UT: Association for Consumer Research. 1990; Vol. 17, 770 – 776.
dc.identifier.citedreferenceK.A. Bollen. Structural equations with latent variables. New York: Wiley. 1989.
dc.identifier.citedreferenceF.S. Bourne. Group influence in marketing and public relations. In R. Likert, S.P. Hayes, eds. Some applications of behavioral research, UNESCO. 1957, 207 – 257.
dc.identifier.citedreferenceL.J. Cronbach, P.E. Meehl. Construct validity in psychological tests. Psychological Bulletin. 1955; 52: 281 – 302.
dc.identifier.citedreferenceL.A. Crosby, J.D. Gill, R.E. Lee. Life status and age as predictors of value orientation. In R.E. Pitt Jr., A.G. Woodside, eds. Personal values and consumer psychology. Lexington, MA: Lexington. 1984, 201 – 218.
dc.identifier.citedreferenceD. Cox, R.A. Bauer. Self‐confidence and persuasibility in women. Public Opinion Quarterly. 1964; 28: 453 – 466.
dc.identifier.citedreferenceT. Dietz, P.C. Stern. Toward a theory of choice: Socially embedded preference construction. Journal of Socio‐Economics. 1995; 24: 261 – 279.
dc.identifier.citedreferenceJ.M. Digman, J. Inouye. Further specification of five robust factors of personality. Journal of Personality and Social Psychology. 1986; 50: 116 – 123.
dc.identifier.citedreferenceH.J. Eysenck. The biological basis of personality. Springfield, IL: Thomas. 1967.
dc.identifier.citedreferenceN.T. Feather. Values in education and society. New York: Free Press. 1975.
dc.identifier.citedreferenceN.T. Feather. Values and culture. In W.J. Lonner, R. Malpass, eds. Psychology and culture. Boston: Allyn & Bacon. 1993, 183 – 189.
dc.identifier.citedreferenceN.T. Feather. Values, deservingness, and attitudes toward high achievers: Research on tall poppies. In C. Seligman, J.M. Olson, M.P. Zanna, eds. The psychology of values: The Ontario Symposium, Vol. 8. Mahwah, NJ: Lawrence Erlbaum Associates, Inc. 1996, 215 – 251.
dc.identifier.citedreferenceM. Fishbein, I. Ajzen. Belief, attitude intention and behavior: An introduction to theory and research. Reading, MA: Addison‐Wesley. 1975.
dc.identifier.citedreferenceG.T. Ford, D.B. Smith, J.L. Swasy. Consumer skepticism of advertising claims: Testing hypotheses from economics of information. Journal of Consumer Research. 1990; 16: 433 – 441.
dc.identifier.citedreferenceC. Fornell, D.F. Larcker. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research. 1981; 18: 39 – 50.
dc.identifier.citedreferenceGoodhead V.(1991 December 9). Marketing to mature adults requires a state of being. Marketing News, p. 10
dc.identifier.citedreferenceHerche J.(1994). Measuring social values: A multi‐item adaptation to the list of values (Report No. 94–101). Boston Marketing Science Institute.
dc.identifier.citedreferenceP.M. Homer, L.R. Kahle. A structural equation test of the value–attitude–behavior hierarchy. Journal of Personality and Social Psychology. 1988; 54: 638 – 646.
dc.identifier.citedreferenceC.E. Izard. Human emotions. New York: Plenum. 1977.
dc.identifier.citedreferenceE.A. Joachimsthaler, J.L. Lastovicka. Optimal stimulation level––Exploratory behavior models. Journal of Consumer Research. 1984; 11: 830 – 835.
dc.identifier.citedreferenceK.G. Jöreskog, D. Sörbom. LISREL 8 user’s reference guide. Chicago: Scientific Software. 1993.
dc.identifier.citedreferenceL.R. Kahle. Social values and social change: Adaptation to life in America. New York: Praeger. 1983.
dc.identifier.citedreferenceL.R. Kahle. Social values and consumer behavior: Research from the List of Values. In C. Seligman, J.M. Olson, M.P. Zanna, eds. The psychology of values: The Ontario Symposium, Vol. 8. Hillsdale, NJ: Lawrence Erlbaum Associates, Inc. 1996, 135 – 151.
dc.identifier.citedreferenceL.R. Kahle, S.E. Beatty, P.M. Homer. Alternative measurement approaches to consumer values: The List of Values (LOV) and Values and Lifestyles (VALS). Journal of Consumer Research. 1986; 13: 405 – 409.
dc.identifier.citedreferenceL.R. Kahle, R.A. Kulka, D.M. Klingel. Low adolescent self‐esteem leads to multiple interpersonal problems: A test of social adaptation theory. Journal of Personality and Social Psychology. 1980; 39: 492 – 502.
dc.identifier.citedreferenceW.A. Kamakura, T.P. Novak. Value‐system segmentation: Exploring the meaning of LOV. Journal of Consumer Research. 1992; 19: 119 – 132.
dc.identifier.citedreferenceD. Katz. The functional approach to the study of attitudes. Public Opinion Quarterly. 1960; 24: 163 – 204.
dc.identifier.citedreferenceH.C. Kelman. Processes of opinion change. Public Opinion Quarterly. 1961; 25: 57 – 78.
dc.identifier.citedreferenceP.F. Kennedy, R.J. Best, L.R. Kahle. An alternative method for measuring value‐ based segmentation and advertising positioning. In L.H. James, C.R. Martin Jr., eds. Current issues and research in advertising. Ann Arbor, MI: Division of Research, Graduate School of Business Administration, University of Michigan. 1988; Vol. 11, 139 – 155.
dc.identifier.citedreferenceC.M. Kristiansen, M.P. Zanna. The rhetorical use of values to justify social and intergroup attitudes. Journal of Social Issues. 1992; 50: 47 – 65.
dc.owningcollnameInterdisciplinary and Peer-Reviewed


Files in this item

Name:
jcpy115.pdf
Size:
2.452MB
Format:
PDF
View/Open

Show simple item record

Remediation of Harmful Language

The University of Michigan Library aims to describe its collections in a way that respects the people and communities who create, use, and are represented in them. We encourage you to Contact Us anonymously if you encounter harmful or problematic language in catalog records or finding aids. More information about our policies and practices is available at Remediation of Harmful Language.

Accessibility

If you are unable to use this file in its current format, please select the Contact Us link and we can modify it to make it more accessible to you.