Attribution of Authenticity: the Benefits of Self-Disclosure of Unfavorable Information
We demonstrate that incorporating unfavorable information (vs. no unfavorable information) in self-disclosure increases perceptions of an individual’s authenticity and results in favorable impressions and more trusting behavior in an economic game. Our proposed positive outcomes occur in situations where self-disclosure is voluntary (vs. requested).
Li Jiang, Maryam Kouchaki, and Francesca Gino (2018) ,"Attribution of Authenticity: the Benefits of Self-Disclosure of Unfavorable Information", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 616-617.
Li Jiang, Carnegie Mellon University, USA
Maryam Kouchaki, Northeastern University, USA
Francesca Gino, Harvard Business School, USA
NA - Advances in Consumer Research Volume 46 | 2018
Deviating from the Majority When Resources Are Scarce: The Effect of Resource Scarcity on Preference for Minority-endorsed Products
Xiushuang Gong, Jiangnan University
Yafeng Fan, Tsinghua University
Ying Ding, Renmin University of China
A Rational Model to Predict Consumers’ Irrational Behavior
Vahid Rahmani, Rowan University
The Secrecy Effect: Secret Consumption Polarizes Product Evaluations
Maria A Rodas, University of Minnesota, USA
Deborah Roedder John, University of Minnesota, USA