Values , Susceptibility to Normative Influence , and Attribute Importance Weights : A Nomological Analysis

@inproceedings{Batra2003ValuesS,
  title={Values , Susceptibility to Normative Influence , and Attribute Importance Weights : A Nomological Analysis},
  author={Rajeev Batra},
  year={2003}
}
It is argued that the construct of individual susceptibilityto normative influence(SNI) needs to be put into a wider nomologicalframework,with antecedentsand consequences.Based on prior literature,a causal sequenceis hypothesizedin which valuesare antecedentto SNI, which itself shapes the importanceplacedby the individualon differentattributes.It is further suggestedthat the relationbetween valuesand SNI is strongestfor “external”values,and that high SNI leads to greater importance for… CONTINUE READING
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