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Susceptibility to interpersonal influence: A study in Turkey

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In this paper the Susceptibility to Interpersonal Influence (SUSCEP) Scale (Bearden, Netemeyer, & Teel, 1989) dimensionality in Turkey is explored. Susceptibility to interpersonal influence is a general trait that varies across individuals for which a person's relative influenceability in one situation tends to have a significant positive relationship to his or her influenceability generally. A survey of 268 university students in Antalya, Turkey was conducted using the structured questionnaire of the SUSCEP. Susceptibility to interpersonal influence has been conceptualized as being either informational or normative. The factor analysis of the data consistently revealed a two-factor correlated structure. A comparison of normative and informational scores based on individualistic/collectivistic culture was also made.
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Keywords: COLLECTIVISM; CONSUMER; INDIVIDUALISM; SUSCEPTIBILITY TO INTERPERSONAL INFLUENCE; TURKEY; YOUTH

Document Type: Research Article

Publication date: 2009-09-01

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