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| Author: | Ranjbarian, B. Barari, M. |
| Title: | Locus of control and consumer susceptibility to interpersonal influence among Iranian university students |
| Journal: | Journal of international marketing and marketing research
2010 : JUN, VOL. 35:2, p. 77-89 |
| Index terms: | consumers consumer behaviour Iran |
| Freeterms: | locus of control social influence |
| Language: | eng |
| Abstract: | Interpersonal influences play an important role in shaping consumer decision, and individual difference seems to have important influence on consumer susceptibility to interpersonal influence (here as: CSII). The article studies the relation of locus of control with normative dimension of CSII. The results indicate e.g. that internal locus of control has negative and significant correlation with normative dimension of CSII. External locus of control scores of individuals on chance dimension seem to have positive and significant correlation with their normative dimension of CSII score. |
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