An analysis of the consumer susceptibility to interpersonal influence scale

Journal/Book: J Soc Behav Pers. 1996; 11: PO Box 37, Corte Madera, CA 94976. Select Press. 585-599.

Abstract: To examine the psychometric properties of the 12-item Consumer Susceptibility to Interpersonal Influence Scale, confirmatory factor analysis was conducted in a large student sample (N = 477). The scale, developed by Bearden, Netemeyer, and Teel (1989), measures informational and normative consumer influence. Reliabilities, factor loadings and subscale correlations are comparable with the original published results. Correlations with several psychological scales were also evaluated. Scores on the Normative Influence Factor of the scale show positive correlations with Public Self-Consciousness and Social Anxiety, and negative correlations with Individuation and Self-Understanding. Informational Influence scores show only a positive correlation with Public Self-Consciousness. Results show a reasonably reliable and valid instrument, and its potential applications for consumer and social psychology are discussed.

Note: Article JE Schroeder, Univ Rhode Isl, Dept Mkt, Kingston, RI 02881 USA

Keyword(s): PRIVATE SELF-CONSCIOUSNESS; SOCIAL-INFLUENCE; BEHAVIOR; MATERIALISM; POSSESSIONS; VALIDATION; PRODUCT; MODELS

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