Consumer Compliance in Face-To-Face Interactions: the Role of Sensitivity and Expressiveness
This paper examines role of sensitivity-to-face and facial expressiveness in consumer compliance. A change in consumers’ sensitivity to the face and the facial expressiveness of partners can affect consumer compliance by affecting anticipated facial feedback. We develop and test our mechanism and hypothesis through one field and three lab experiments.
Maggie Wenjing Liu and Yuhong Guan (2014) ,"Consumer Compliance in Face-To-Face Interactions: the Role of Sensitivity and Expressiveness", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 584-585.
Maggie Wenjing Liu, Tsinghua University
Yuhong Guan, Tsinghua University
NA - Advances in Consumer Research Volume 42 | 2014
N12. Untangling Different Envy Episodes and their Effects on Brand Attitude
Kirla C Ferreira, EAESP-FGV, Brazil & City University of London, UK
Delane Botelho, EAESP-FGV
Suzana Valente Battistella-Lima, EAESP-FGV
How Framing Donor Match as Collaboration Impacts Donation: The Importance of In-Context Field Experiments In Fundraising
Indranil Goswami, SUNY Buffalo
Oleg Urminsky, University of Chicago, USA
O9. The Role of Numerical Identification in Customer Reaction toward Service Failure
JIEXIAN (Chloe) HUANG, Hong Kong Polytechic University
Yuwei Jiang, Hong Kong Polytechic University