Personal and Situational Determinants of Referent Choice

Abstract

This review examines the personal and situational variables that influence an individual's choice of comparative referent. Earlier models (; ) are considered, which predict referent choice based on the availability of referent information and the relevance of the referent. These models are then expanded to consider situational and personal variables that may influence availability and relevance. Hypotheses detailing the effects of these personal and situational variables on referent choice are presented, and the potential impact of these choices for organizations is explored.