There Is Such a Thing As a Stupid Question: Question Disclosure in Strategic Communication

Julia Minson, University of Pennsylvania, USA
Nicole E. Ruedy, University of Washington, USA
Maurice E. Schweitzer, University of Pennsylvania, USA
We introduce and test the Question Disclosure Model – a new framework that organizes prior findings and makes predictions regarding how questions reveal information. In line with the model, experimental participants made inferences about a negotiation counterpart based on the questions they received, and these inferences affected their subsequent behavior.
[ to cite ]:
Julia Minson, Nicole E. Ruedy, and Maurice E. Schweitzer (2012) ,"There Is Such a Thing As a Stupid Question: Question Disclosure in Strategic Communication", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 271-275.