There Is Such a Thing As a Stupid Question: Question Disclosure in Strategic Communication

We introduce and test the Question Disclosure Model – a new framework that organizes prior findings and makes predictions regarding how questions reveal information. In line with the model, experimental participants made inferences about a negotiation counterpart based on the questions they received, and these inferences affected their subsequent behavior.



Citation:

Julia Minson, Nicole E. Ruedy, and Maurice E. Schweitzer (2012) ,"There Is Such a Thing As a Stupid Question: Question Disclosure in Strategic Communication", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 271-275.

Authors

Julia Minson, University of Pennsylvania, USA
Nicole E. Ruedy, University of Washington, USA
Maurice E. Schweitzer, University of Pennsylvania, USA



Volume

NA - Advances in Consumer Research Volume 40 | 2012



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