Self-Confidence and Persuasion in Car Buying
Open Access
- 1 February 1967
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 4 (1) , 46-52
- https://doi.org/10.1177/002224376700400105
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.Keywords
This publication has 4 references indexed in Scilit:
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- Self-Confidence and Persuasibility in WomenPublic Opinion Quarterly, 1964
- The Relation Between Group Members' Self-Confidence and Their Reactions to Group Pressures to UniformityAmerican Sociological Review, 1954