The Fundamental Attribution Error in Salespeople and Its Correction By Stealing Thunder: Evidence From Agents and Consumers

Wenxia Guo, University of Manitoba, Canada
Kelley Main, University of Manitoba, Canada
The fundamental attribution error in retailing settings is investigated by comparing consumers versus sales agents’ responses to social influence. Two studies investigate how ingratiation tactics and processing motivations influence the error. Results demonstrate that under defense motivations, consumers are less likely to fall prey to the error than agents.
[ to cite ]:
Wenxia Guo and Kelley Main (2011) ,"The Fundamental Attribution Error in Salespeople and Its Correction By Stealing Thunder: Evidence From Agents and Consumers", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.