Saying a Little, Saying a Lot: Response Length As a Deception Cue For Consumers

Elizabeth Cowley, The University of Sydney Business School
Christina Anthony, The University of Sydney Business School
A salesperson’s answer-response length influences consumers’ veracity judgements. In three studies we found that a match between expectations and the response length results in mistrust when the salesperson was associated with a negative stereotype. Conversely, mistrust results from a mismatch for salespeople that are not associated with a negative stereotype.
[ to cite ]:
Elizabeth Cowley and Christina Anthony (2014) ,"Saying a Little, Saying a Lot: Response Length As a Deception Cue For Consumers", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 445-446.