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.
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.
Linying (Sophie) Fan, Hong Kong Polytechnic University, Hong Kong
Yuwei Jiang, Hong Kong Polytechnic University, Hong Kong
NA - Advances in Consumer Research Volume 45 | 2017
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