The role of interdependent self-construal in consumers’ susceptibility to retail salespersons’ influence: A hierarchical approach

Under the sway of a mobile device during an in‐store shopping experience

“…Shown in Table are measurement model estimates for the subsamples. Consistent with prior research (Goff & Walters, ; Sun et al., ), the PCSI and PCMDI constructs were estimated as second‐order formative constructs. Retained individual items for these two constructs and items of other constructs had standardized loadings that exceeded the threshold of 0.702, thus suggesting adequate item reliability.…”

“…Thus, a retail salesperson or mobile device information purveyor might interpersonally influence the customer with provision of pertinent information. Researchers have found that customers’ proneness to interpersonal influence is positively related to their predisposition to salesperson influence (Sun, Tai, & Tsai, ), a key construct in this investigation. Given the context of the present investigation, as well as the authors’ desire for lucidity and preciseness of a construct's referent, a consumer's predisposal to a retail salesperson's persuasion is referred to as “consumer predisposition to comply with salesperson input”; one's inclination to yield to a mobile device's blandishments, “consumer predisposition to comply with mobile device input.”…”

“…Sun et al. () noted how consumers’ interdependent self‐construal helps explain their proneness to salesperson influence, as mediated by such constructs as public self‐consciousness, predisposition to interpersonal influence, and propensity to store atmosphere influence.…”

“…Also, Jin and Hong (2004) discerned that salesperson attributes and consumer income levels influence the likelihood that a consumer will yield to a salesperson's persuasion efforts. Sun et al (2009) noted how consumers' interdependent self-construal helps explain their proneness to salesperson influence, as mediated by such constructs as public selfconsciousness, predisposition to interpersonal influence, and propensity to store atmosphere influence.…”

Influence of External Actors in Swedish Homeowners' Adoption of Energy Efficient Windows

“…However, store sales personnel were found to influence customers' choice [13,14]. Store visits and salespeople are very important source of information for buyers of durables [15,16,17], and individuals who are susceptible to interpersonal influence are more influenced by salespersons [18]. Studies in Sweden have shown that homeowners consider sellers/installers as an important source of information when adopting heating system [19], energy efficient building envelope components [4].…”