论文信息 - Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach

Interpersonal Influence on Consumer Behavior: An Attribution Theory Approach

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.

B. Calder | R. E. Burnkrant

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