策略的反应，是什么促使消费者真正去购买产品。已经有研究来衡量影响消费者购买行为的因素。还针对组织购买行为进行了研究和理论。还进行了研究，以了解收入、年龄和性别等因素对消费者行为的长期影响，以及这些因素在购买后和购买后行为中的表现。与人际因素和个人因素相关的研究也显示了消费者行为与这些变量之间的相关性。“消费者对人际影响敏感性的测量”，他们开发了一种信息和规范人际影响的二维测量方法，并检查了其可靠性和有效性。编制了一份12项双因素量表，其中包括人际影响、易感性、价值表达、信息影响和自尊等因素。使用一名提问者，进行了五项不同的研究，以找出规范性和信息性影响之间的关系，即关注社会比较信息对人际影响的敏感性。结果与ATSCI预期与规范因素密切相关，然后与信息措施密切相关，因此他们的研究存在局限性，需要在人际影响方面做更多的工作，以进一步使他们的量表更可靠。
“Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity” (William, 1990) “attention-to-social-comparison-information” (ATSCI)” is identified as a variable that can help separate personal from social reasons that influence consumer behavior. The variables involved in this study were neuroticism and fear of negative assessment. If a person scores high on ATSCI, they are well attentive of what people around him think, and thus his decisions are affected by external factors. The papers lay out different studies that were carried out to find out the level to which the clients are sensitive to social cues involving their purchase and consumption patterns. These studies stated that measure of ATSCI is internally constant. The paper thus concludes that the ATSCI internal measurement is consistent valid and reliable. This paper thus reinforces the previous studies which helped identify social reason as one of the main factors affecting consumer behavior. It moves on to identify a measure which can help marketers to identify to what scale the social factors affect consumer choices, and thus a combination of strategies can be concluded out from the findings to cater to consumers in their specific market.
“社会比较信息：影响消费者一致性的个人差异因素”“对社会比较信息的关注”被确定为一个变量，可以帮助区分影响消费者行为的个人原因和社会原因。本研究涉及的变量是神经质和对负面评价的恐惧。如果一个人在ATSCI上得分很高，他们会很注意周围人的想法，因此他的决定会受到外部因素的影响。论文列出了不同的研究，旨在找出客户对涉及其购买和消费模式的社交线索的敏感程度。这些研究表明，ATSCI的测量在内部是恒定的。因此，本文得出结论，ATSCI内部测量是一致有效和可靠的。因此，本文加强了先前的研究，这些研究有助于确定社会原因是影响消费者行为的主要因素之一。它接着确定了一种措施，可以帮助营销人员确定社会因素对消费者选择的影响程度，从而可以从调查结果中得出一系列策略，以迎合特定市场的消费者。
ATSCI is concerned with normative influences that effect the persons perception in making a decision the study of” Normative Influences on Impulsive Buying Behavior” (Dennis W. Rook Robert J. Fisher, 1995) explains that normative views are accompanied by a view that spin around large impulsive spending that put forwards that consumer normative evaluations have the potential to manipulate their buying patterns. Consumers impulsive buying traits depends on their normative judgments. The study evaluated consumer’s impulsive traits with consumer buying behavior, thirty five items measuring buyers impulsiveness were measured by looking at the literature of impulsive buying phenomenology (e,g, Rook 1987). The results explain the hypothesizes that consumers with higher normative values act absolutely well with the degree of impulsive buying traits they posses example even consumers with low cash reserves tend to buy products on impulsive due to their normative influences. The limitations to this study propose another study suggesting that even when an impulsive purchase is viewed as bad they are still likely to buy things on their impulsive traits due to their normative backgrounds.
ATSCI关注的是影响人们做出决定时感知的规范性影响——“规范性影响对冲动购买行为的影响”研究解释说，规范性观点伴随着一种围绕大量冲动消费的观点，即消费者规范性评估有可能操纵他们的购买模式。消费者冲动的购买特征取决于他们的规范判断。该研究通过消费者购买行为评估了消费者的冲动特征，通过查看冲动购买现象学的文献，测量了35个衡量购买者冲动的项目。结果解释了这样一个假设，即具有较高规范价值观的消费者在冲动购买特征的程度上表现得非常好。例如，即使是现金储备较低的消费者，由于其规范影响，也倾向于冲动购买产品。这项研究的局限性提出了另一项研究，这项研究表明，即使冲动购买被认为是糟糕的，由于他们的规范背景，他们仍有可能以冲动的特质购买东西。
The normative influences consists of social factors, when a person tries to copy someone’s judgments worry about societal impressions as compared to informational influences they consist of gaining the knowledge through family friends and option leaders and then making a comprehensive decision to buy a product. The lifecycle stage of a person influences the buying decisions they make which in return reflect the informational influences as well, in “Family Members’ Perceptions of Adolescents’ Influence in Family Deci
