8-F: Or Else! the Positive Effect of an Advisor’S Ultimatum on Perceived Expertise

Shirley Shuo Chen, University of Alberta, Canada
Kyle B Murray, University of Alberta, Canada
This research examines how advice given with an ultimatum affects perceived expertise in the context of financial decision-making. In a series of three studies, we find that perceptions of expertise increase when an advisor threatens to provide no future advice if the current recommendation is not accepted.
[ to cite ]:
Shirley Shuo Chen and Kyle B Murray (2017) ,"8-F: Or Else! the Positive Effect of an Advisor’S Ultimatum on Perceived Expertise", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1020-1020.