Consumers Faced With Telephone Selling: Metacognition, Resistance and Strategies
This research aims at deepening knowledge of resistance phenomena by exploring individuals’ perception of telephone selling. Analysis of the corpus constituted by written account of telesales episodes, followed by long, semi-structured interviews with 24 respondents, enriches four levels of understanding: respondents’ cognition of telesales and their pre-existing schemas when faced by this type of influence; the way in which their metacognition is constructed over time; the strategies they adopt and the levels of resistance these reveal; and the individual and situational factors that possibly moderate their reactions.
Dominique Roux (2008) ,"Consumers Faced With Telephone Selling: Metacognition, Resistance and Strategies", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 467-474.
Dominique Roux, University of Paris, France
NA - Advances in Consumer Research Volume 35 | 2008
Contested and Confused: The Influence of Social Others in Disrupting Body Projects
Aphrodite Vlahos, University of Melbourne, Australia
Marcus Phipps, University of Melbourne, Australia
O12. When do People Waste Time? Testing a Mechanism for Parkinson’s Law.
Holly S Howe, Duke University, USA
Tanya Chartrand, Duke University, USA
A Theory of Goal Maintenance: A Distinct and Vivid Pre-Goal Self Predicts Post-Goal Maintenance Behavior
Elicia John, University of California Los Angeles, USA
Hal Hershfield, University of California Los Angeles, USA
Suzanne Shu, University of California Los Angeles, USA