Frenemies Like These: How Expectations of the Trustworthiness of Advice From Social Network Ties Impact Decision-Making

Renee R. Gosline, MIT, USA
Jeff K. Lee, Harvard Business School, USA
Breagin K. Riley, Syracuse University, USA
Using experiments, we examine consumers’ decision-making behavior in response to negative feedback from various social network ties. Strong ties and strangers, expected to be more helpful because they are benevolent, actually hinder decision making relative to weak ties. We argue that feedback from weak ties provides social capital information.
[ to cite ]:
Renee R. Gosline, Jeff K. Lee, and Breagin K. Riley (2011) ,"Frenemies Like These: How Expectations of the Trustworthiness of Advice From Social Network Ties Impact Decision-Making", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 151-152.