Pangs From Persuasion: When Recommendations Undermine Consumers’ Social Worth

Prior work on persuasion knowledge often explains consumers’ perceptions of salespeople with inferences of motives to sell. We however suggest that consumers infer more than just agents’ selling motives. Specifically, persuasion attempts violate an important norm of interpersonal conduct and convey a lack of respect and value.



Citation:

Suzanne Galia Rath, Laurence Ashworth, and Nicole Robitaille (2018) ,"Pangs From Persuasion: When Recommendations Undermine Consumers’ Social Worth", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 763-764.

Authors

Suzanne Galia Rath, Queens University, Canada
Laurence Ashworth, Queens University, Canada
Nicole Robitaille, Queens University, Canada



Volume

NA - Advances in Consumer Research Volume 46 | 2018



Share Proceeding

Featured papers

See More

Featured

G4. That's So Sweet: Baby Cuteness Semantically Activates Sweetness to Increase Sweet Food Preference

Shaheer Ahmed Rizvi, University of Alberta, Canada
Sarah G Moore, University of Alberta, Canada
Paul Richard Messinger, University of Alberta, Canada

Read More

Featured

Can “Related Articles” Correct Misperceptions from False Information on Social Media?

Yu Ding, Columbia University, USA
Mira Mayrhofer, University of Vienna
Gita Venkataramani Johar, Columbia University, USA

Read More

Featured

I1. Blaming Him or Them? A Study on Attribution Behavior

Chun Zhang, University of Dayton
Michel Laroche, Concordia University, Canada
Yaoqi Li, Sun Yat-Sen University, China

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.