Can We Turn Off Defensiveness?: Agent Vs. Consumer Responses to Persuasion Attempts

We demonstrate the differential response of consumers and agents to persuasion attempts. We find that those with an active agent identity respond to persuasive attempts more accurately in that they are able to correctly detect the presence (vs. absence) of ulterior motives in persuasion contexts and adjust their responses accordingly.



Citation:

Kelley Main, Wenxia Guo, and Katherine White (2014) ,"Can We Turn Off Defensiveness?: Agent Vs. Consumer Responses to Persuasion Attempts", in NA - Advances in Consumer Research Volume 42, eds. June Cotte, Stacy Wood, and , Duluth, MN : Association for Consumer Research, Pages: 600-601.

Authors

Kelley Main, University of Manitoba, Canada
Wenxia Guo, City University of Hong Kong
Katherine White, University of British Columbia, Canada



Volume

NA - Advances in Consumer Research Volume 42 | 2014



Share Proceeding

Featured papers

See More

Featured

Stating the Obvious: How “Ugly” Labels Can Increase the Desirability of Odd-Shaped Produce

Siddhanth Mookerjee, University of British Columbia, Canada
Yann Cornil, University of British Columbia, Canada
Joey Hoegg, University of British Columbia, Canada

Read More

Featured

The Effects of Being Time Poor and Time Rich on Happiness

Marissa Sharif, University of Pennsylvania, USA
Cassie Mogilner, University of California Los Angeles, USA
Hal Hershfield, University of California Los Angeles, USA

Read More

Featured

Increasing Tax Salience Alters Investment Behavior

Abigail Sussman, University of Chicago, USA
Daniel Egan, Betterment
Sam Swift, Bowery Farming

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.