2008
DOI: 10.3200/socp.148.3.311-334
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The Attitude–Behavior Relationship in Consumer Conduct: The Role of Norms, Past Behavior, and Self-Identity

Abstract: ABSTRACT. The authors used a revised planned behavior model in the consumer domain. The revised model incorporated separate measures of descriptive and injunctive/ prescriptive norms, self-identity, and past behavior in an effort to improve the predictive power of the theory of planned behavior (TPB; I. Ajzen, 1985) in relation to a self-reported consumer behavior: purchasing one's preferred soft drink. At Time 1, respondents (N = 112) completed self-report measures of (a) attitudes, (b) perceived behavioral c… Show more

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Cited by 206 publications
(160 citation statements)
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References 48 publications
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“…This result contradicts most prior research on social norms (e.g., Goldstein et al 2008;Smith et al 2008); reactance theory may provide an explanation. That is, people believe that they have behavioral freedoms (Brehm and Mann 1975;Woller et al 2007), such as the freedom to respond to sustainability efforts as they prefer.…”
Section: Discussion Theoretical Implicationscontrasting
confidence: 56%
See 1 more Smart Citation
“…This result contradicts most prior research on social norms (e.g., Goldstein et al 2008;Smith et al 2008); reactance theory may provide an explanation. That is, people believe that they have behavioral freedoms (Brehm and Mann 1975;Woller et al 2007), such as the freedom to respond to sustainability efforts as they prefer.…”
Section: Discussion Theoretical Implicationscontrasting
confidence: 56%
“…To measure social norms, we used one item from Ajzen and Madden (1986), a second item adapted from Smith et al (2008), and a third item based on Harland et al (1999). All items appear in Table 1, which also includes the control variable of scenario credibility (measured with two items; Sen and Bhattacharya 2001).…”
Section: Moderatorsmentioning
confidence: 99%
“…Five items measured attitude [40,41], three items measured injunctive norms [40,42], three items measured descriptive norms [43], four items measured PBC [40,41], and three items measured purchase intentions [41,44].…”
Section: Instrumentsmentioning
confidence: 99%
“…Las personas serían "buscadores" de intercambios que les proporcionen el mayor 3 Aunque en las formulaciones del paradigma olvidan el componente normativo, estudios recientes han demostrado que podría ser un factor relevante en el ámbito del consumo privado (Smith et al 2008). Conviene retener este dato para futuras investigaciones.…”
Section: El Paradigma Intencional Aplicado a La Transacción Privadaunclassified
“…Renunciamos a conocer, en esta investigación, los efectos de la presión de la norma social ("debe hacerse", "la mayoría piensa así", Smith et al 2008) y el proceso de mediación de la confianza ("el responsable es fiable" Mizrahi et al 2010), antes comentados. Pasamos a presentar las medidas que originan los constructos.…”
Section: El Paradigma Intencional Aplicado a La Transacción Privadaunclassified