Consumer Responses to Flattery: Empirical Evidence of the Sinister Attribution Error

This research demonstrates that consumers who are flattered are overly suspicious of the motives and intentions of others. Results across two studies, one a field study, demonstrated that consumers who were flattered prior to purchase accurately adjusted for the presence of ulterior motives and responded negatively to flattery. In contrast, consumers who were flattered after purchase over accounted for the possibility of ulterior motives and responded more negatively than was warranted by the situation. This research serves as some of the first empirical evidence of the sinister attribution error in marketing.



Citation:

Kelley Main, Darren Dahl, and Peter Darke (2005) ,"Consumer Responses to Flattery: Empirical Evidence of the Sinister Attribution Error", in E - European Advances in Consumer Research Volume 7, eds. Karin M. Ekstrom and Helene Brembeck, Goteborg, Sweden : Association for Consumer Research, Pages: 553-554.

Authors

Kelley Main, York University
Darren Dahl, University of British Columbia
Peter Darke, University of British Columbia



Volume

E - European Advances in Consumer Research Volume 7 | 2005



Share Proceeding

Featured papers

See More

Featured

The Ritualistic Dimension of Microlending

Domen Bajde, University of Southern Denmark, Denmark
Pilar Silveira Rojas Gaviria, Pontificia Universidad Católica de Chile

Read More

Featured

I’m Just Trying to Help: How Volunteers’ Social Media Posts Alter Support for Charitable Organizations

Michelle Daniels, Arizona State University, USA
Kirk Kristofferson, Ivey Business School
Andrea Morales, Arizona State University, USA

Read More

Featured

Just Let the “New Me” Do It: How Anticipated Temporal Landmarks Cause Procrastination

Minjung Koo, Sungkyunkwan University
Ke Michael Mai, National University of Singapore, Singapore
Hengchen Dai, University of California Los Angeles, USA
Eunyoung Camilla Song, University of Florida, 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.