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).
Citation:
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.
Authors
Li Jiang, Carnegie Mellon University, USA
Maryam Kouchaki, Northeastern University, USA
Francesca Gino, Harvard Business School, USA
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
Contagion and Product Physicality A Study of Consumer Response to Recycled-Content Products
Qizhou Wang, University of Connecticut, USA
David Norton, University of Connecticut, USA
Robin A. Coulter, University of Connecticut, USA
William T. Ross, Jr., University of Connecticut, USA
Featured
B7. Conceptualizing Brand Arrogance and Its Impact on Consumer Trust
Sampoorna Nandi, University of Connecticut, USA
Robin A. Coulter, University of Connecticut, USA
Featured
Material Gifts as Relationship Mnemonics: Why More Material Gifts Are Given Than Wanted?
Adelle Xue Yang, National University of Singapore, Singapore
Minjung Koo, Sungkyunkwan University
JAEWON HWANG, Sejong University