8-F: Or Else! the Positive Effect of an Advisor’S Ultimatum on Perceived Expertise
This research examines how advice given with an ultimatum affects perceived expertise in the context of financial decision-making. In a series of three studies, we find that perceptions of expertise increase when an advisor threatens to provide no future advice if the current recommendation is not accepted.
Shirley Shuo Chen and Kyle B Murray (2017) ,"8-F: Or Else! the Positive Effect of an Advisor’S Ultimatum on Perceived Expertise", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 1020-1020.
Shirley Shuo Chen, University of Alberta, Canada
Kyle B Murray, University of Alberta, Canada
NA - Advances in Consumer Research Volume 45 | 2017
When Does Being Paid an Hourly Wage Make it Difficult to Be a Happy Volunteer?
Sanford E. DeVoe, University of California Los Angeles, USA
Jieun Pai, University of California Los Angeles, USA
Unexpected-Framing Effect: Impact of Framing a Product Benefit as Unexpected on Product Desire
Monica Wadhwa, INSEAD, Singapore
Christine Kim, Hong Kong University of Science and Technology
Amitava Chattopadhyay, INSEAD, Singapore
Wenbo Wang, Hong Kong University of Science and Technology
Time and Space for Robots and AI
Marat Bakpayev, University of Minnesota Duluth, USA