Interpersonal influence on consumer behavior: an attribution theory approach

Authors
Calder, Bobby J. Burnkrant, Robert E.
Citation
. Calder, Bobby J. et . Burnkrant, Robert E., Interpersonal influence on consumer behavior: an attribution theory approach, Journal of consumer research Consumer research;JCR , 4(1), 1977, pp. 29-38
Journal title
Journal of consumer research Consumer research;JCR → ACNP
ISSN journal
00935301
Volume
4
Issue
1
Year of publication
1977
Pages
29 - 38
Database
ACNP
SICI code
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.