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The impact of interpersonal anxiety on consumer information processing
Author(s) -
Hill Ronald Paul
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.4220040203
Subject(s) - psychology , anxiety , perspective (graphical) , interpersonal communication , information processing , psychoanalytic theory , social psychology , information processing theory , task (project management) , cognitive psychology , psychotherapist , management , psychiatry , computer science , artificial intelligence , economics
Effects of interpersonal anxiety on consumer information processing were investigated from a psychoanalytic perspective. Findings indicate that increases in the number and importance of others in subjects' decision environments heighten experienced levels of anxiety. In addition, the relationship of anxiety to information processing was found to be curvilinear (inverted U‐shaped) as indicated by the total amount of information and the processing mode selected by subjects during a decision task. Implications for marketers and future research directions are provided.