학술논문
Self-Confidence and Persuasion in Car Buying.
Document Type
Article
Author
Source
Subject
*Consumer behavior
*Self-evaluation
*Purchasing
*Marketing research
*Retail industry
*Automobile industry
*Economic consumption surveys
*Communication in marketing
*Market surveys
Persuasion (Psychology)
Psychology
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Language
ISSN
0022-2437
Abstract
Intensive interviews with 234 new car buyers reveal that those with general self-confidence tend to have high specific self-confidence in their car buying ability. These two factors combine to influence consumer use of friends as purchase helpers. Consumers and their purchase helpers form a buying team whose specific self-confidence is curvilinearly related to persuasibility. [ABSTRACT FROM AUTHOR]