Reference Person Influence on Career Women's Dress

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Abstract
The purpose of this study was to investigate the mediating effect of situational and personality characteristics on the acceptance of normative and informational influence by career women from reference persons on their career dress. Questionnaires were returned by 588 career women. Factor analysis reduced the dependent variable data to four influence factors. Regression analyses were performed on eight situational and personality characteristics as the independent variables with each of the four influence factors. Demographic variables also were investigated.' Findings indicated career women accepted more influence when they felt clothing was important, were anxious in their careers, felt there was an expected dress code in their workplace, had worked a short time in their career, were less confident in dressing professionally, and were high self-monitors. Also, they were younger, had no children, had higher incomes, and spent more on their wardrobes than those who accepted less influence on their career dress.

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