Presenter’S Paradox?: Downstream Consequences of Non-Truthful Communication

We conduct a series of studies investigating drivers and consequences of deceptive and evasive communications in contexts where communication missteps have direct, economic consequences for individual communicators. We find a mismatch between the responses that waitpersons favor and those their customers reward. We also find moderators of this “presenter’s paradox.”


Christine Kang and David Brian Wooten (2019) ,"Presenter’S Paradox?: Downstream Consequences of Non-Truthful Communication", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 676-678.


Christine Kang, California State University Long Beach, USA
David Brian Wooten, University of Michigan, USA


NA - Advances in Consumer Research Volume 47 | 2019

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