Consumers Faced With Telephone Selling: Metacognition, Resistance and Strategies

Dominique Roux, University of Paris, France
This research aims at deepening knowledge of resistance phenomena by exploring individuals’ perception of telephone selling. Analysis of the corpus constituted by written account of telesales episodes, followed by long, semi-structured interviews with 24 respondents, enriches four levels of understanding: respondents’ cognition of telesales and their pre-existing schemas when faced by this type of influence; the way in which their metacognition is constructed over time; the strategies they adopt and the levels of resistance these reveal; and the individual and situational factors that possibly moderate their reactions.
[ to cite ]:
Dominique Roux (2008) ,"Consumers Faced With Telephone Selling: Metacognition, Resistance and Strategies", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 467-474.