Susceptibility to and impact of interpersonal influence in an investment context

By Arvid O. I. Hoffmann, Thijs L. J. Broekhuizen. 2009

116 citations recorded by the source corpus.

This paper demonstrates the relevance of consumers’ susceptibility to interpersonal influence (CSII) in an investment context. In Study 1, a survey of individual investors, investment-related knowledge, psycho-social risks, and social needs emerge as antecedents that explain investors’ susceptibility to informational and normative influence. In turn, susceptibility to normative influences increases transaction frequency, whereas susceptibility to informational influences decreases transaction frequency. The experiments in Studies 2 and 3 indicate the impact of interpersonal influences on consumers’ investment decisions in a voluntary (free choice) and involuntary (confrontation) setting and check whether CSII moderates the impact of interpersonal influences. Consumers’ investment choices are consistently influenced by the information and opinions of others, whereas CSII only strengthens the impact of interpersonal influence in a voluntary informational setting.

Subfields: General Decision Sciences, Safety Research, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/c855d23712750cf51e87c86c5788132266d381a7

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In Strategy and Management

1. Taeshik Gong
2. Youjae Yi

Citations in the corpus

• The impact of other customers on customer citizenship behavior (2013, background): “Interpersonal Influence Theory Interpersonal influence theory suggests that the influence of the interpersonal or social context can be informational or normative (Bearden, Netemeyer, & Teel, 1989; Deutsch & Gerard, 1955; Hoffmann & Broekhuizen, 2009).”