Coping With Flattery As a Selling Tactic: a Multi-Dimensional Perspective

Flattery, the act of excessive and often insincere compliments, is a common type of selling tactic. The present research examines the general patterns and the underlying structure of consumer coping behaviors when salespersons use flattery. The results from two studies suggest that consumers can be “vigilant takers” or “mellow guards” beyond the previously documented “sentry-seeker” tendencies, depending upon their regulatory foci and persuasion knowledge.


Guang-Xin Xie (2011) ,"Coping With Flattery As a Selling Tactic: a Multi-Dimensional Perspective", in AP - Asia-Pacific Advances in Consumer Research Volume 9, eds. Zhihong Yi, Jing Jian Xiao, and June Cotte and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 125-126.


Guang-Xin Xie, University of Massachusetts Boston, USA


AP - Asia-Pacific Advances in Consumer Research Volume 9 | 2011

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