Trivializing Compensation and Muddy Linings: When Firm Expenditures to Acknowledge Backfire

This research suggests that getting something may not always be better than nothing. Specifically, receiving a smaller-than-expected material benefit with a verbal acknowledgment can create a lower sense of appreciation and satisfaction than receiving a verbal acknowledgment alone: a curious effect we refer to as the “trivialization effect.”


Peggy Liu, Cait Lamberton, and Kelly Haws (2014) ,"Trivializing Compensation and Muddy Linings: When Firm Expenditures to Acknowledge Backfire", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 582-583.


Peggy Liu, Duke University, USA
Cait Lamberton, University of Pittsburgh, USA
Kelly Haws, Vanderbilt University, USA


NA - Advances in Consumer Research Volume 42 | 2014

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