What Hiding Reveals: Ironic Effects of Withholding Information

Imagine being asked about your recreational drug habits by your employer, and that you’ve occasionally indulged. We show that people believe that the best way to deal with such situations is to opt out of answering at all – but that this strategy is costly, because observers infer the very worst.



Citation:

Leslie John and Michael Norton (2013) ,"What Hiding Reveals: Ironic Effects of Withholding Information", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research, Pages: .

Authors

Leslie John , Harvard Business School, USA
Michael Norton , Harvard Business School, USA



Volume

NA - Advances in Consumer Research Volume 41 | 2013



Share Proceeding

Featured papers

See More

Featured

The Last Hurrah Effect: End-of-Week and End-of-Month Time Periods Increase Financial Risk-Taking

Xinlong Li, University of Toronto, Canada
Avni Shah, University of Toronto, Canada

Read More

Featured

A Meta-Analysis on the Endowment Effect in Experiments

DANIEL SUN, University of Calgary, Canada

Read More

Featured

Meaningfulness in New Products: Conceptualization and Measurement

Maria Sääksjärvi, Delft University of Technology, The Netherlands
Katarina Hellén, Univeristy of Vaasa

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.