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Attributional influences on consumers' desires to communicate about products
Author(s) -
Curren Mary T.,
Folkes Valerie S.
Publication year - 1987
Publication title -
psychology and marketing
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.035
H-Index - 116
eISSN - 1520-6793
pISSN - 0742-6046
DOI - 10.1002/mar.4220040105
Subject(s) - attribution , psychology , locus of control , product (mathematics) , social psychology , perceived control , control (management) , advertising , marketing , business , economics , geometry , mathematics , management
Three studies examined attributional antecedents of selected consumer communications about products. Study One used the critical incident technique to examine the types of attributions consumers make about product performance when they want to complain to or compliment a firm. Studies Two and Three systematically manipulated causal inferences to determine their effects on consumer desire to complain to a firm, compliment a firm, warn against, or recommend a product to other consumers. Results indicate that attributional locus (buyer‐related versus seller‐related), controllability (under volitional control versus uncontrolled), and stability (fluctuating versus stable) influence consumers' desires to communicate about products.