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Interpersonal influence on consumer behavior: an attribution theory approach, Journal of Consumer Research

Abstract

Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the-value of the attribution approach but suggest the need for extending existing attribution theory.

Type

Article

Author(s)

Bobby Calder

Date Published

1977

Citations

Calder, Bobby. 1977. Interpersonal influence on consumer behavior: an attribution theory approach. Journal of Consumer Research. 4(1): 29-38.

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