Individualistic orientation and consumer susceptibility to interpersonal influence

By Mehdi Mourali, Michel Laroche, Frank Pons. 2005

220 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Social Psychology

View Paper: https://www.semanticscholar.org/paper/6c4945e6c978945aacfa622911ca5118e39e13a9

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. Jerome D. Williams
2. Iain Macrury
3. Paul L. Sauer
4. Mark Yi-Cheon Yim
5. Se-jin Lee
6. Paurav Shukla
7. Thijs L. J. Broekhuizen
8. Arvid O. I. Hoffmann

In Organizational Behavior and Human Resource Management

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

In Social Psychology

1. Paurav Shukla
2. Jerome D. Williams
3. Thijs L. J. Broekhuizen
4. Arvid O. I. Hoffmann

Citations in the corpus

• Susceptibility to and impact of interpersonal influence in an investment context (2009, background): “The important effects of consumers’ susceptibility to interpersonal influence (CSII) on their decision-making processes have been documented extensively in consumer behavior and marketing literature (Bearden et al. 1989, 1990; Bristol and Mangleburg 2005; Kropp et al. 1999; Mascarenhas and Higby 199”
• Impact of interpersonal influences, brand origin and brand image on luxury purchase intentions: measuring interfunctional interactions and a cross-national comparison (2011, background): “Mourali et al. (2005) note that the impact of interpersonal influences has been widely validated with US consumers, however, its application to non-US consumers has been limited.”
• Drivers of attitudes toward luxury brands: A Cross-National Investigation into the roles of Interpersonal Influence and Brand Consciousness (2014, background): “This is also consistent with the findings based on English and French Canadian subjects, revealing that French Canadians (less individualistic) are more susceptible to interpersonal influence than English Canadians (more individualistic), mainly due to the distinctive level of individualism (Hofsted”