Attention to social comparison information: an individual difference factor affecting consumer conformity

Article Abstract:

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 (ATSCI) 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. (Reprinted by permission of the publisher.)

Conformity, Wolfe, Raymond N.

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There are many reasons to drive a BMW: does imagined ease of argument generation influence attitudes?

Article Abstract:

The effects of imagined versus actual ease of self-generating product-related information were investigated. An ad invited recipients to name either one reason or 10 reasons for (against) choosing a BMW over a Mercedes. Participants who complied with the task experienced the retrieval of one reason as easier than the retrieval of 10 reasons. Participants who did not comply nevertheless imagined the former as easier than the latter. Independent of whether ease was actually experienced or merely imagined, participants evaluated BMW more (less) favorably and Mercedes less (more) favorably when the retrieval was easy rather than difficult. (Reprinted by permission of the publisher.)

Advertising, Consumer preferences, Attitude change, Persuasion (Psychology), BMW (Automobile)

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Adolescent-parent interaction in family decision making

Article Abstract:

This article presents a classification of both adolescent influence strategies and parental response strategies, developed from in-depth interviews with adolescents, mothers, and fathers. In addition, the perceived effectiveness of adolescent influence strategies is examined, revealing that adolescents are most successful in their influence attempts when they emulate adult strategies. Implications of these findings for future research are discussed. (Reprinted by permission of the publisher.)

Teenagers, Youth, Family, Parent and child, Parent-child relations, Decision-making, Group, Group decision making

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