The effects of locus of control on word-of-mouth communication

Journal of Marketing Communications

Volumn 11, Issue 3, 2005, Pages 215-228

  Lam, Desmond ^a   Mizerski, Dick ^b  

^a UNIVERSITY OF MACAU   (Macao)

^b UNIVERSITY OF WESTERN AUSTRALIA   (Australia)

Author keywords

In group; Locus of control; Out group; Word of mouth

Indexed keywords

EID: 23444457210     PISSN: 13527266     EISSN: None     Source Type: Journal    
DOI: 10.1080/1352726042000333180     Document Type: Article

References (48)

1. Arndt, J. (1967) Role of product-related conversations in the diffusion of a new product, Journal of Marketing Research, 4, pp. 291-295.
2. Bansal, H. S. & Voyer, P. A. (2000) Word-of-mouth processes within a services purchase decision context, Journal of Service Research, 3(2), pp. 166-177.
3. Blau, G. (1993) Testing the relationship of locus of control to different performance dimensions, Journal of Occupational and Organizational Psychology, 66(2), pp. 125-138.
4. Bone, P. F. (1992) Determinants of word-of-mouth communications during product consumption, Advances in Consumer Research, 19, pp. 579-583.
5. Brown, J. J. & Reingen, P. H. (1987) Social ties and word-of-mouth referral behavior, Journal of Consumer Research, 14, pp. 350-362.
6. Buttle, F. A. (1998) Word of mouth: understanding and managing referral marketing, Journal of Strategic Marketing, 6, pp. 241-254.
7. Chiu, L. H. (1986) Locus of control in intellectual situations in American and Chinese school children, International Journal of Psychology, 21, pp. 167-176.
8. Dawar, N., Parker, P. M. & Price, L. J. (1996) A cross-cultural study of interpersonal information exchange, Journal of International Business Studies, 27(3), pp. 497-516.
9. Duhan, D. F., Johnson, S. D., Wilcox, J. B. & Harrell, G. D. (1997) Influence of consumer use of word-of-mouth recommendation sources, Journal of the Academy of Marketing Science, 25, pp. 283-295.
10. Ennew, C. T., Banerjee, A. K. & Li, D. (2000) Managing word of mouth communication: empirical evidence from India, The International Journal of Bank Marketing, 18(2), pp. 75-83.
11. Flaherty, L. M., Pearce, K. J. & Rubin, R. B. (1998) Internet and face-to-face communication: not functional alternatives, Communication Quarterly, 46, pp. 250-268.
12. Gatignon, H. & Robertson, T. S. (1987) An exchange theory model of interpersonal communication, Advances in Consumer Research, 13(1), pp. 534-538.
13. Gremler, D. D., Gwinner, K. P. & Brown, S. W. (2001) Generating positive word-of-mouth communication through customer-employee relationships, International Journal of Service Industry Management, 12(1), pp. 41-59.
14. Herr, P. M., Kardes, F. R. & Kim, J. (1991) Effects of word-of-mouth and product information on persuasion: an accessibility-diagnosmicity perspective, Journal of Consumer Research, 17, pp. 454-462.
15. Hoffman, D. L., Novak, T. P. & Schlosser, A. E. (2003) Locus of control, web use, and consumer attitudes toward Internet regulation, Journal of Public Policy and Marketing, 22(1), pp. 41-57.
16. Howell, J. M. & Avolio, B. J. (1993) Transformational leadership, transactional leadership, locus of control, and support for innovation: key predictors of consolidated-business-unit performance, Journal of Applied Psychology, 78, pp. 891-902.
17. Janssen, T. & Carton, J. S. (1999) The effects of locus of control and task difficulty in on procrastination, Journal of Genetic Psychology, 160, pp. 436-442.
18. Katz, E. & Lazarfeld, P. F. (1955) Personal Influence (Glencoe, IL: Free Press).
19. Lachman, M. E. & Leff, R. (1989) Perceived control and intellectual functioning in the elderly: a 5-year longitudinal study, Developmental Psychology, 25, pp. 722-728.
20. Lee, V. K. & Dengerink, H. A. (1992) Locus of control in relation to sex and nationality: a cross-cultural study, Journal of Cross-cultural Psychology, 23, pp. 288-397.
21. Lefcourt, H. M. (1966) Internal versus external control of reinforcement: a review, Psychological Bulletin, 64(4), pp. 206-220.
22. Lefcourt, H. M. (1981) The construction and development of the multidimensional/multiattributional casuality scales, in: H. M. Lefcourt (Ed.) Research with the Locus of Control Construct, pp. 245-277 (New York: Academic Press).
23. Lefcourt, H. M. (1982) Locus of Control: Current Trends in Theory and Research (NJ: Lawrence Erlbaum Associates).
24. Levenson, H. (1974) Activism and powerful others: distinctions within the concept of internal-external control, Journal of Personality Assessment, 38, pp. 377-383.
25. Lovelock, C. H. (2001) Service Marketing: People, Technology, Strategy, 4th edn (Upper Saddle River, NJ: Prentice Hall).
26. Mangold, W. G., Miller, F. & Brockway, G. (1999) Word-of-mouth communication in the service marketplace, The Journal of Services Marketing, 13(1), pp. 73-83.
27. Matsumoto, D. (2000) Culture and Psychology: People Around the World (USA: Wadsworth).
28. Money, R. B. & Gilly, M. C. (1998) Explorations of national culture and word-of-mouth referral behavior in the purchase of industrial services in the United States and Japan, Journal of Marketing, 62(4), pp. 76-87.
29. Nunnally, J. C. (1967) Psychometric Theory (New York: McGraw-Hill).
30. Ralston, D. A. & Gustafson, D. J. (1993) Differences in managerial values: a study of U.S., Hong Kong and PRC managers, Journal of International Business Studies, 24(2), pp. 249-276.
31. Reingen, P. H. (1987) A word-of-mouth network, Advances in Consumer Research, 14(1), pp. 213-217.
32. Reingen, P. H. & Kernan, J. B. (1986) Analysis of referral networks in marketing: methods and illustration, Journal of Marketing Research, 23, pp. 370-378.
33. Rotter, J. B. (1954) Social Learning and Clinical Psychology (Englewood Cliffs, NJ: Prentice-Hall).
34. Rotter, J. B. (1966) Generalized expectancies for internal versus external control of reinforcement, Psychological Monographs: General and Applied, 80(1), pp. 1-28.
35. Rubin, A. M. & Rubin, R. B. (1989) Antecedents of interpersonal communication motivation, Communication Quarterly, 40(3), pp. 305-317.
36. Ryff, C. D. (1989) Happiness is everything, or is it? Explorations on the meaning of psychological well-being, Journal of Personality and Social Psychology, 57, pp. 1069-1081.
37. Silverman, G. (2001) The power of word of mouth, Direct Marketing, 64, pp. 47-52.
38. Smith, P. B., Dugan, S. & Trompenaars, F. (1997) Locus of control and affectivity of gender and occupational status: a 14 nation study, Sex Roles, 36(1/2), pp. 51-77.
39. Spector, P. E. (1988) Development of the work locus of control scale, Journal of Occupational Psychology, 61(4), pp. 335-340.
40. Spector, P. E., Cooper, C. L., Sanchez, J. I., O'Driscoll, M., Sparks, K., Bernin, P., Bossing, A., Dewe, P., Hart, P., Lu, L., Miller, K., De Moraes, L. R., Ostrognay, G. M., Pagon, M., Pitariu, H. D., Poelmans, S. A. Y., Radhakrishnan, P., Russinova, V., Salamatov, V. & Salgado, J. F. (2002) Locus of control and well-being at work: how generalizable are Western findings?, Academy of Management Journal, 45(2), pp. 453-466.
41. Srinivasan, N. & Tikoom, S. (1992) Effect of locus of control on information search behavior, Advances in Consumer Behavior, 19, pp. 498-504.
42. Steinfatt, T. M. (1987) Personality and communication: classical approaches, in: J. C. McCroskey & J. A. Daly (Eds) Personality and Interpersonal Communication, pp. 42-126 (Newbury Park, CA: Sage).
43. Storms, P. L. & Spector, P. E. (1987) Relationships of organizational frustration with reported behavioural reactions: the moderating effect of locus of control, Journal of Occupational and Organizational Psychology, 60(3), pp. 227-235.
44. Sundram, D. S., Mitra, K. & Webster, C. (1998) Word-of-mouth communications: a motivational analysis, Advances in Consumer Research, 25, pp. 527-531.
45. Triandis, H. C. (1995) Individualism & Collectivism (USA: Westview).
46. Watkins, H. & Liu, R. (1996) Collectivism, individualism and in-group membership: implications for consumer complaining behaviors in multicultural contexts, Journal of International Consumer Marketing, 8(3/4), pp. 69-75.
47. Wilson, J. R. (1994) Word-of-mouth Marketing (New York: John Wiley & Sons).
48. Wilson, W. R. & Peterson, R. A. (1989) Some limits on the potency of word-of-mouth information, Advances in Consumer Research, 16, pp. 23-29.