Unintended Consequences of Indirect Impression-Management

This research examines the consequences of an under-studied, yet prevalent indirect impression-management tactic: communicating the prosocial behaviors of others. We find that when individuals publically communicate (vs. think about or privately write about) the positive behaviors of others, this can lead the communicator to behave less prosocially on subsequent tasks.



Citation:

Kirk Kristofferson and Katherine White (2016) ,"Unintended Consequences of Indirect Impression-Management", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 246-250.

Authors

Kirk Kristofferson, Arizona State University, USA
Katherine White, University of British Columbia, Canada



Volume

NA - Advances in Consumer Research Volume 44 | 2016



Share Proceeding

Featured papers

See More

Featured

C11. More of a Bad Thing: How Consumers Ignore Pollutant Levels in Healthiness Assessment

Aner Tal, Ono Academic College (OAC)
Yaniv Gvili, Ono Academic College (OAC)
Moty Amar, Ono Academic College (OAC)

Read More

Featured

Mispredicting Reactions to Gambling Losses and Their Impact on Consumer Choice

Ernest Baskin, Yale University, USA
Nathan Novemsky, Yale University, USA
Robyn LeBoeuf, Washington University, USA

Read More

Featured

B3. The Effect of Temporal Distance on Online Reviews’ Recommendation Power: The Role of Spontaneous Retrieval and Perceived Trust

Kyu Ree Kim, Seoul National University
Wujin Chu, Seoul National University

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.