The influence of cardinal-, central-, and surface-level personality traits on consumers' bargaining and complaint intentions

被引：53

作者：

Harris, EG ^{[1
]}

Mowen, JC

机构：

[1] Univ S Florida, Dept Mkt, Lakeland, FL 33803 USA

[2] Oklahoma State Univ, Stillwater, OK 74078 USA

来源：

PSYCHOLOGY & MARKETING | 2001年 / 18卷 / 11期

关键词：

D O I：

10.1002/mar.1048

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This study investigates the possibility that a limited set of basic personality traits may underlie dispositions to bargain and to complain. A hierarchical model of personality was employed to investigate the relationship between cardinal-, central-, and surface-level traits and their influence on behavioral intentions. A sample of adult respondents was randomly split into two groups and multiple-group structural-equation modeling techniques were employed. The analysis revealed that the hierarchical model fit the data from both samples well and that substantial variance in the endogenous constructs was explained. Managerial implications of understanding the traits associated with bargaining and complaining are discussed. (C) 2001 John Wiley & Sons, Inc.

引用

页码：1155 / 1185

页数：31

共 73 条

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