How Suspicion Can Lead to Suboptimal Consumer Choices
This paper shows that suspicion affects subsequent, unrelated consumer choices. Contrary to its effect on related choices, suspicion renders unrelated choices suboptimal, leading suspicious consumers to choose more vices over virtues than their non-suspicious counterparts. Cognitive load explains these counter-intuitive findings.
Citation:
Julie Verstraeten, Tina Tessitore, and Maggie Geuens (2013) ,"How Suspicion Can Lead to Suboptimal Consumer Choices", in NA - Advances in Consumer Research Volume 41, eds. Simona Botti and Aparna Labroo, Duluth, MN : Association for Consumer Research.
Authors
Julie Verstraeten, Ghent University, Belgium
Tina Tessitore, Ghent University, Belgium
Maggie Geuens, Ghent University, Belgium
Volume
NA - Advances in Consumer Research Volume 41 | 2013
Share Proceeding
Featured papers
See MoreFeatured
The “Upper Limit Framing” Effect: Upper Limit Framing of a Cost Estimate Influences Consumption Choices
Sudipta Mukherjee, Virginia Tech, USA
Frank May, Virginia Tech, USA
Featured
J14. You Reflect Me: Narcissistic Consumers Prefer Anthropomorphized Arrogant Brands
Norah Awad, Hongik University
Nara Youn, Hongik University
Featured
F7. Mere Packaging and Consumer Choice
Tim Philipp Doering, University of Michigan, USA
Katherine Burson, University of Michigan, USA
Andrew D Gershoff, University of Texas at Austin, USA