---
title: "Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity"
url: "https://conversion.stevebaka.de/studien/10-1086-209231/"
type: "study"
language: de-DE
description: "Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavioral intentions, as predicted. A quasi-experiment and an experiment in which control subjects under no social pressure are compared with high and low ATSCI subjects under pressure reveal that high ATSCI subjects are more likely to comply with normative pressures."
---
# Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity

> Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity: Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavioral intentions, as predicted. A quasi-experiment and an experiment in which control subjects under no social pressure are compared with high and low ATSCI subjects under pressure reveal that high ATSCI subjects are more likely to comply with normative pressures. Evidenzgrad C, Risk of Bias unclear.

## Quelle

Autor:innen: William O. Bearden, Randall L. Rose
Jahr: 1990
Journal/Quelle: Journal of Consumer Research
DOI: 10.1086/209231
APA: Bearden, W. O., & Rose, R. L. (1990). Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity. Journal of Consumer Research. https://doi.org/10.1086/209231
Zitationen laut Paper-Korpus: 450


## Forschungsfrage / Summary

Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavioral intentions, as predicted. A quasi-experiment and an experiment in which control subjects under no social pressure are compared with high and low ATSCI subjects under pressure reveal that high ATSCI subjects are more likely to comply with normative pressures.


## Methode und Evidenzqualität

[Studien](/studien/)typ: Studie
Risk of Bias: unclear
Evidenzgrad: C


## Key Findings

Evidence-Fill Queue: Findings werden aus Volltext, Abstract und Review-Notizen konsolidiert.


## Effektgrößen / Outcomes

Evidence-Fill Queue: Effektgrößen und Outcomes werden aus Volltext-Extraktionen priorisiert.


## Conversion-Implikationen

Evidence-Fill Queue: Conversion-Implikationen werden nur ausgespielt, wenn Mechanismus, Kontext und Messgröße ableitbar sind.


## Limitationen

Evidence-Fill Queue: Limitationen werden aus Risk-of-Bias-, Sample- und Methodikfeldern ergänzt.


## Verknüpfte Konzepte

- [Social Proof](/konzepte/social-proof/)


## Unterstützte Claims

- [Soziale Normbotschaften können Verhalten beeinflussen, können aber je nach Formulierung auch unerwünschte Normen verstärken.](/claims/social-norm-messages-can-change-behavior/)


## FAQ

### Worum geht es in dieser Studie?

Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity: Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavioral intentions, as predicted. A quasi-experiment and an experiment in which control subjects under no social pressure are compared with high and low ATSCI subjects under pressure reveal that high ATSCI subjects are more likely to comply with normative pressures. Evidenzgrad C, Risk of Bias unclear.

### Welche Evidenz wird genutzt?

Die Seite nutzt Claims, Studien, Use Cases und Quellen aus dem SurrealDB Knowledge Graph der Conversion-Psychologie-Wissensbasis.

### Ist die Ausgabe auf Deutsch verfügbar?

Ja. Alle menschenlesbaren Inhalte und Agent-Ausgaben sind standardmäßig deutsch.

## Quellen

- Bearden, W. O., & Rose, R. L. (1990). Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity. Journal of Consumer Research. https://doi.org/10.1086/209231 [Quelle öffnen](https://doi.org/10.1086/209231)

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