Preference heterogeneity and coorientation as determinants of perceived informational influence

A study of normative and informational social influences upon individual judgment.

Morton Deutsch, Harold B. Gerard · Journal of Abnormal & Social Psychology · 1955 · 4.7K citations

Social Sciences, Psychology, Social Psychology +9

The attraction paradigm

Behavior Therapy · 1972 · 4.1K citations

Problems and Strategies in Services Marketing

Valarie A. Zeithaml, A. Parasuraman, Leonard L. Berry · Journal of Marketing · 1985 · 2.4K citations

Business, Marketing, Marketing Management +6

Social Ties and Word-of-Mouth Referral Behavior

Jacqueline Johnson Brown, Peter H. Reingen · Journal of Consumer Research · 1987 · 2.4K citations

Social Sciences, Sociology, Interpersonal Communication +16

Measurement of Consumer Susceptibility to Interpersonal Influence

William O. Bearden, Richard G. Netemeyer, Jesse E. Teel · Journal of Consumer Research · 1989 · 2.2K citations

Social Sciences, Marketing, Psychology +10