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Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach

Bobby J. Calder and Robert E. Burnkrant
Journal of Consumer Research
Vol. 4, No. 1 (Jun., 1977), pp. 29-38
Published by: Oxford University Press
Stable URL: http://www.jstor.org/stable/2488633
Page Count: 10
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Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach
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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.

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