An integrated framework for studying interpersonal aspects of consumer decision making is presented. The article describes a scale for measuring a person's interpersonal orientations. A study is reported that examines relationships between these traits and product and media choices.
Get full access to this article
View all access options for this article.
References
1.
CampbellRobert, The Utilization of Expert Information in Business Forecasting, Unpublished doctoral dissertation, Graduate School of Business Administration, University of California, Los Angeles, 1966.
2.
FrenchThomas, Summary of Factor Analytic Studies of Personality, Princeton, N.J.: Educational Testing Service, 1956.
3.
GoffmanErving, The Presentation of Self in Everyday Life, Garden City, N.Y.: Doubleday Anchor Books, 1959.
4.
HorneyKaren, The Neurotic Personality of Our Time, New York: W. W. Norton & Co., Inc., 1937.
5.
HorneyKaren, New Ways in Psychoanalysis, New York: W. W. Norton & Co., Inc., 1939.
6.
HorneyKaren, Our Inner Conflicts, New York: W. W. Norton & Co., Inc., 1945.
7.
HorneyKaren, Neurosis and Human Growth, New York: W. W. Norton & Co., Inc., 1950.
8.
KrechDavid, CrutchfieldRichard, and BallacheyEgerton, Individual in Society, New York: McGraw-Hill Book Co., 1962.
9.
RosenbergMorris, Occupations and Values, Glencoe, Ill.: The Free Press, 1957.
10.
SchutzWilliam, FIRO: A Three-dimensional Theory of Interpersonal Behavior, New York: Rinehart and Company, 1958.