study

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.

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Quelle

Autor:innen: William O. Bearden, Randall L. Rose

Jahr: 1990

Journal/Quelle: Journal of Consumer Research

DOI: 10.1086/209231

APA-Quelle

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

Studientyp: 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

Unterstützte Claims

- Soziale Normbotschaften können Verhalten beeinflussen, können aber je nach Formulierung auch unerwünschte Normen verstärken.

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.