Values, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis

By R. Batra, P. Homer, L. Kahle. 2001

204 citations recorded by the source corpus.

Subfields: Marketing, Plant Science, Social Psychology

View Paper: https://www.semanticscholar.org/paper/21cac432d47d036a80e5ea3db7e203557c58acf1

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Cathy H. C. Hsu
2. Y. Limon
3. L. Kahle
4. Thijs L. J. Broekhuizen
5. Arvid O. I. Hoffmann
6. Iain Macrury
7. Paul L. Sauer
8. Soo K. Kang

In Plant Science

1. Thijs L. J. Broekhuizen
2. Arvid O. I. Hoffmann
3. L. Kahle

In Social Psychology

1. Brian Wansink
2. Thijs L. J. Broekhuizen
3. Arvid O. I. Hoffmann
4. Soo K. Kang
5. Daniel Wentzel
6. Jerome D. Williams
7. Ian Phau
8. Torsten Tomczak

Citations in the corpus

• Susceptibility to and impact of interpersonal influence in an investment context (2009, methodology): “Moreover, personal values, such as social needs, are assumed to be important antecedents or causes of situation-specific traits such as someone’s susceptibility to interpersonal influence (Batra et al. 2001).”
• Effects of Susceptibility to Normative Influence and Type of Testimonial on Attitudes Toward Print Advertising (2008, background): “Research has revealed that high-SNI consumers seek products with socially visible benefits, such as style (Batra, Homer, and Kahle 2001), presumably to gain or maintain in-group acceptance.”
• Relationship Marketing in Sports: A Functional Approach (2006, unknown): “Batra, Homer, and Kahle (2001) showed that values are antecedent to social normative infiuence, which in turn infiuences the perception of situational attributes.”
• The validity of attribute-importance. measurement: A review (2007, background): “The relevance of attributes is largely determined by personal values and desires (Batra et al., 2001) and reflects the importance of attributes for individuals (Myers and Alpert, 1977) (see Fig.”
• Package Design as a Communications Vehicle in Cross-Cultural Values Shopping (2009, background): “Frequently, consumer values are divided into three dimensions: internal, external, and fun and enjoyment values (Batra, Homer, and Kahle 2001; Homer and Kahle 1988; Kahle, Beatty, and Homer 1986; Kahle and Kennedy 1988).”
• Reference Group Influences among Chinese Travelers (2006, background): “As mentioned earlier, the recognition of reference group influence has led to a proliferation of research in psychology (Batra, Homer, and Kahle 2001; Quellett and Wood 1998), sociology (e.g., Cochran et al. 2004), and consumer behavior (e.g., Bearden and Etzel 1982; Childers and Rao 1992; Hoyer…”
• Drivers of attitudes toward luxury brands: A Cross-National Investigation into the roles of Interpersonal Influence and Brand Consciousness (2014, background): “Other consumers are motivated to comply with opinions consistent with their reference groups that have a social connotation (Batra et al., 2001; Netemeyer et al., 1992), thus forming an influential factor labeled “normative influence” (Bearden et al., 1989).”
• Inconsistencies in the behavioural effects of consumer ethnocentrism: The role of brand, product category and country of origin (2017, unknown): “Empirical evidence corroborates this finding and highlights the need to acknowledge the situational factor of social or product visibility as an important determinant of normative influence (e.g., Batra et al. , 2001; Bearden and Etzel, 1982).”
• Consumer animosity, economic hardship, and normative influence: how do they affect consumers' purchase intention? (2010, background): “The concept has been operationalized, measured by means of an individual difference construct, labelled “susceptibility to normative influence” by Bearden et al. (1989), which has been applied to a wide variety of consumption behaviours.”