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Volume 4 Issue 2 (Summer 1987), Pages fmi-fmi, iii-iii, 93-165

The impact of interpersonal anxiety on consumer information processing (pages 93-105)

Abstract

Effects of interpersonal anxiety on consumer information processing were investigated from a psychoanalytic perspective. Findings indicate that increases in the number and importance of others in subjects' decision environments heighten experienced levels of anxiety. In addition, the relationship of anxiety to information processing was found to be curvilinear (inverted U‐shaped) as indicated by the total amount of information and the processing mode selected by subjects during a decision task. Implications for marketers and future research directions are provided.

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