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Values, Susceptibility to Normative Influence, and Attribute Importance Weights: A Nomological Analysis
Author(s) -
Batra Rajeev,
Homer Pamela M.,
Kahle Lynn R.
Publication year - 2001
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1207/s15327663jcp1102_04
Subject(s) - nomological network , lisrel , normative , psychology , antecedent (behavioral psychology) , normative social influence , structural equation modeling , confirmatory factor analysis , construct (python library) , social psychology , econometrics , statistics , epistemology , economics , computer science , mathematics , philosophy , programming language
It is argued that the construct of individual susceptibility to normative influence (SNI) needs to be put into a wider nomological framework, with antecedents and consequences. Based on prior literature, a causal sequence is hypothesized in which values are antecedent to SNI, which itself shapes the importance placed by the individual on different attributes. It is further suggested that the relation between values and SNI is strongest for “external” values, and that high SNI leads to greater importance for attributes that provide “socially visible” benefits. Data from a national field survey (N= 663) on consumer preferences are analyzed to test these hypotheses, using confirmatory factor analysis via LISREL 8.30 (Jöreskog & Sörbom, 1993). The analysis finds support for most of the hypothesized structural relations.