SEARCH

SEARCH BY CITATION

REFERENCES

  • Abratt, R., Nel, D., & Nezer, C. (1995). Role of the market maven in retailing: A general marketplace influencer. Journal of Business & Psychology, 10, 3156.
  • Aggarwal, P., & Cha, T. (1997). Surrogate consumers and the new product adoption process: A conceptualization and managerial framework. Journal of Consumer Marketing, 14, 391400.
  • Anderson, J. C. (1987). An approach for confirmatory measurement and structural equation modeling of organizational properties. Management Science, 33, 525541.
  • Armstrong, S. J., & Overton, T. (1977). Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14, 396402.
  • Bagozzi, R. P., & Phillips, L.W. (1982). Representing and testing organizational theories: A holistic construal.Administrative Science Quarterly, 27, 402489.
  • Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16, 7494.
  • Bargh, J. A. (1984). Automatic and conscious processing of social information. In R.S.Wyer, Jr., & T. K.Srull (Eds.), Handbook of Social Cognition (pp. 143). Hillsdale, NJ: Erlbaum.
  • Bearden, W.O., Netemeyer, R.G., & Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influences. Journal of Consumer Research, 15, 473481.
  • Burger, J. M., & Cooper, H. M. (1979). The desirability of control. Motivation and Emotion, 3, 381393.
  • Butler, J. K. (1999). Trust expectations, information sharing, climate of trust, and negotiation effectiveness and efficiency. Group and Organization Management, 24, 217238.
  • Chhabra, S., & Olshavsky, R. W. (1986). Some evidence of additional types of choice strategies. In J. L.Richard (Ed.), Advances in Consumer Research (pp. 1217). Provo, UT: Association for Consumer Research.
  • Childers, T. L., & Rao, A. R. (1992). The influence of familial and peer-based reference groups on consumer decisions. Journal of Consumer Research, 19, 198211.
  • Cialdini, R. B. (1999). Of tricks and tumors: Some little-recognized costs of dishonest use of effective social influence. Psychology & Marketing, 16, 9198.
  • Comer, J. A. (1984). A psychometric assessment of a measure of sales representatives' power perceptions. Journal of Marketing Research, 21, 221225.
  • Crane, F.G. (1991). The effect of price on the consumers' perception of physicians. Health Marketing Quarterly, 8, 209215.
  • Crane, F. G., & Lynch, J. E. (1988). Consumer selection of physicians and dentists: An examination of choice criteria and cue usage. Journal of Health Care Marketing, 8, 1619.
  • Cross, R., & Borgatti, S. P. (2004). The ties that share: Relational characteristics that facilitate information seeking. In M.Huysman & V.Wulf (Eds.), Social Capital and Information Technology (pp. 137161). Cambridge, MA: The MIT Press.
  • Cudeck, R., & Browne, M.W. (1983). Cross-validation of covariance structures. Multivariate Behavioral Research, 18, 147167.
  • de Rijk, A. E., Le Blanc, P. M., Schaufeli, W. B., & De Jonge, J. (1998). Active coping and need for control as moderators of the job demand-control model: Effects on burnout. Journal of Occupational & Organizational Psychology, 71, 118.
  • Doney, P. M., & Cannon, J. P. (1997). An examination of the nature of trust in consumer-seller relationships. Journal of Marketing, 61, 3551.
  • Dyer, C. (1989). The consumer and the market in the later middle ages. Economic History Review, 42, 305327.
  • Eliashberg, J., & Shugan, S. M. (1997). Film critics: Influencers or predictors? Journal of Marketing, 61, 6878.
  • Feick, L. F., & Price, L. L. (1987). The market maven: A diffuser of marketplace information. Journal of Marketing, 51, 8397.
  • Feick, L. F., Price, L. L., & Higie, R. A. (1986). People who use people: The other side of opinion leadership. In R. J.Lutz (Ed.), Advances in Consumer Research (pp. 301305). Ann Arbor, MI: Association for Consumer Research.
  • Feldman, S. P., & Spencer, M. C. (1965). The effect of personal influence in the selection of consumer services. In P.Bennett (Ed.), Marketing and Economic Development (pp. 440452). Chicago: American Marketing Association.
  • Formisano, R. A., Olshavsky, R.W., & Tapp, S. (1982). Choice strategies in a difficult task environment. Journal of Consumer Research, 8, 474479.
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18, 3950.
  • Ganesan, S. (1994). Determinants of long-term orientation in consumer-seller relationships. Journal of Marketing, 58, 119.
  • Gershoff, A.D., Broniarczyk, S. M., & West, P. M. (2001). Recommendation or evaluation? Task sensitivity in information source selection. Journal of Consumer Research, 28, 418438.
  • Gilly, M. C., Graham, J. L., Wolfinbarger, M. F., & Yale, L. J. (1998). A dyadic study of interpersonal information search. Journal of the Academy of Marketing Science, 26, 83100.
  • Godes, D., & Mayzlin, D. (2004). Using online conversations to study word-of-mouth communication. Marketing Science, 23, 545560.
  • Grewal, R., Cline, T.W., & Davies, A. (2003). Early-entrant advantage, word-of-mouth communication, brand similarity, and the consumer decision-making process. Journal of Consumer Psychology, 13, 187197.
  • Hollander, S. C., & Rassuli, K. M. (1999). Shopping with other people's money: The marketing management implications of surrogate-mediated consumer decision-making. Journal of Marketing, 63, 102118.
  • Homburg, C., & Ruth, M. S. (2005). Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction. Psychology & Marketing, 22, 393420.
  • Huffman, C., & Cain, L. B. (2000). Effects of considering uncontrollable factors in sales force performance evaluation. Psychology & Marketing, 17, 799833.
  • Jarvis, C. B., MacKenzie, S. B., & Podsakoff, P. M. (2003). A critical review of construct indicators and measurement model misspecification in marketing and consumer research. Journal of Consumer Research, 30, 199218.
  • Johnson, B. B. (1999). Exploring dimensionality in the origins of hazard-related trust. Journal of Risk Research, 2, 325354.
  • Kiel, G. C., & Layton, R. A. (1981). Dimensions of consumer information seeking behavior. Journal of Marketing Research, 18, 233239.
  • Klein, L. R., & Ford, G. T. (2003). Consumer search for information in the digital age: An empirical study of pre-purchase search for automobiles. Journal of Interactive Marketing, 17, 2949.
  • Mayer, R. C., Davis, J. H., & Schoorman, F.D. (1995). An integration model of organizational trust. Academy of Management Review, 20, 709734.
  • McGrath, C. A., Vance, C. M., & Gray, E. R. (2003). With a little help from their friends: Exploring the advice networks of software entrepreneurs. Creativity & Innovation Management, 12, 210.
  • Moorman, C., Deshpande, R., & Zaltman, G. (1993). Factors affecting trust in market research relationships. Journal of Marketing, 57, 81101.
  • Namasivayam, K. (2004). Action control, proxy control, and consumers' evaluations of the service exchange. Psychology & Marketing, 21, 463480.
  • Nunnally, J. C. (1978). Psychometric Theory. New York: McGraw Hill.
  • Nunnally, J. C., & Bernstein, I. H. (1994), Psychometric Theory. New York: McGraw Hill.
  • Ohanian, R. (1990). Construction and validation of a scale to measure celebrity endorsers' expertise, trustworthiness, and attractiveness. Journal of Advertising, 19, 3952.
  • Olshavsky, R. W. (1985). Towards a more comprehensive theory of choice. In E. C.Hirschman & M.Holbrook (Eds.), Advances in Consumer Research (pp. 465470). Provo, UT: Association for Consumer Research.
  • Olshavsky, R.W., & Granbois, D.H. (1979). Consumer decision making—fact or fiction? Journal of Consumer Research, 6, 93100.
  • Payne, J. W., Bettman, J. R., & Johnson, E. J. (1993). The Adaptive Decision Maker. Cambridge, England: Cambridge University Press.
  • Price, L. L., & Feick, L. F. (1984). The role of interpersonal sources in external search: An informational perspective. In T. C.Kinnear (Ed.), Advances in Consumer Research (pp. 250253). Ann Arbor, MI: Association of Consumer Research.
  • Price, L. L., Feick, L. F.,& Guskey,A. (1995). Everyday marketing helping behavior. Journal of Public Policy and Marketing, 14, 255266.
  • Punj, G.N., & Stewart, D.W. (1983). An interaction framework of consumer decision making. Journal of Consumer Research, 10, 181196.
  • Ratchford, B. T., Lee, M., & Talukdar, D. (2004). The impact of the Internet on information search for automobiles. Journal of Marketing Research, 41, 193209.
  • Rosen, D. L., & Olshavsky, R.W. (1987). A protocol analysis of brand choice strategies involving recommendations. Journal of Consumer Research, 14, 440444.
  • Roulac, S. E. (1999). The role of trust in real estate. Real Estate Issues, 24, 814.
  • Sargeant, A., & Lee, S. (2004). Trust and relationship commitment in the United Kingdom voluntary sector: Determinants of donor behavior. Psychology & Marketing, 21, 613635.
  • Shumaila, Y. Y., Pallister, J. G., & Foxall, G. R. (2005). Strategies for building and communicating trust in electronic banking: A field experiment. Psychology & Marketing, 22, 181201.
  • Sniezek, J. A., & Van Swol, L. M. (2001). Trust, confidence, and expertise in a judge-advisor system. Organizational Behavior and Human Decision Processes, 84, 288307.
  • Solomon, M. R. (1986). The missing link: Surrogate consumers in the marketing chain. Journal of Marketing, 50, 208218.
  • Steenkamp, J., Hofstede, F., & Wedel, M. (1999). A cross-national investigation into the individual and national cultural antecedents of consumer innovativeness. Journal of Marketing, 63, 5569.
  • Stern, L.W., El-Ansary,A. I., & Coughlan, A. (1995). Marketing channels. Englewood Cliffs, NJ: Prentice Hall.
  • Suprenant, C. F., & Solomon, M. R. (1987). Predictability and personalization in the service encounter. Journal of Marketing, 51, 8696.
  • Urbany, J. E., Dickson, P. R., & Wilkie, W. L. (1989). Consumer uncertainty and information search. Journal of Consumer Research, 16, 208215.
  • Walsh, G., Gwinner, K. P., & Swanson, S. R. (2004). What makes mavens tick? Exploring the motives of market mavens' initiation of information diffusion. Journal of Consumer Marketing, 21, 109122.
  • Wiedmann, K., Walsh, G., & Mitchell, V. (2001). The Mannmaven: An agent for diffusing market information. Journal of Marketing Communications, 7, 195212.
  • Witt, R. E., & Bruce, G. D. (1972). Group influence and brand choice congruence. Journal of Marketing Research, 9, 440443.
  • Yaniv, I. (2004). Receiving other people's advice: Influence and benefit. Organizational Behavior and Human Decision Processes, 93, 113.