The Impact of Social Exclusion on Consumers’ Attitudes Toward Probabilistic Selling

Four experiments demonstrate that socially-excluded consumers exhibit less favorable attitudes toward probabilistic selling than their peers who do not feel excluded. This effect is mediated by a thwarted sense of personal control, and moderated by control restoration and information vividness.



Citation:

Linying (Sophie) Fan and Yuwei Jiang (2017) ,"The Impact of Social Exclusion on Consumers’ Attitudes Toward Probabilistic Selling", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 330-335.

Authors

Linying (Sophie) Fan, Hong Kong Polytechnic University, Hong Kong
Yuwei Jiang, Hong Kong Polytechnic University, Hong Kong



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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