Twelve seven-point Likert-type items measure the degree to which consumers are susceptible to interpersonal influence in their purchase decisions. The scale comprises two dimensions: a normative subscale assessing conformity to social expectations and peer approval, and an informational subscale assessing reliance on others for product knowledge. Items were generated from 166 candidate items and refined through multiple rounds of expert review and psychometric testing.
Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research, 15(4), 473–481.
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