Bragging Through an Intermediary

The use of an intermediary to convey positive information about a target person is received more favorably and is more effective than direct self-promotion by the target person. These effects persist irrespective of whether the intermediary is motivated by self-interest. However, intermediation may carry image costs for the intermediary.



Citation:

Irene Scopelliti, Joachim Vosgerau, and George Loewenstein (2017) ,"Bragging Through an Intermediary", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 341-345.

Authors

Irene Scopelliti, City University of London, UK
Joachim Vosgerau, Bocconi University, Italy
George Loewenstein, Carnegie Mellon University, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



Share Proceeding

Featured papers

See More

Featured

17-F: A Little Knowledge is a Dangerous Thing: When Co-Production Leads Consumers to Abandon a Firm for a Do-It-Yourself Alternative

Christina Kuchmaner, Kent State University, USA
Jennifer Wiggins, Kent State University, USA
Colin Campbell, Kent State University, USA

Read More

Featured

Signal with Cost: When and Why Identity Signals Are Perceived to Be Authentic

Katherine M. Crain, Duke University, USA
James R. Bettman, Duke University, USA
Mary Frances Luce, Duke University, USA

Read More

Featured

Unpacking Mixed Emotions at Experiential Endings: Total Emotionality, and Differential Roles of Enjoyableness, Meaningfulness and Sociality of Experience

Xiaohua Zhao, Tsinghua University, China
Wendy Liu, University of California San Diego, USA

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.