The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust
Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willi...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Guo, Wenxia [verfasserIn] Main, Kelley J. [verfasserIn] |
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| Format: |
E-Artikel |
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| Sprache: |
Englisch |
| Erschienen: |
2012 |
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| Schlagwörter: |
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| Übergeordnetes Werk: |
Enthalten in: Marketing letters - Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989, 23(2012), 4 vom: 26. Juli, Seite 959-971 |
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| Übergeordnetes Werk: |
volume:23 ; year:2012 ; number:4 ; day:26 ; month:07 ; pages:959-971 |
| Links: |
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| DOI / URN: |
10.1007/s11002-012-9197-y |
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| Katalog-ID: |
SPR015482847 |
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| 245 | 1 | 4 | |a The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust |
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| 520 | |a Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. | ||
| 650 | 4 | |a Vulnerability |7 (dpeaa)DE-He213 | |
| 650 | 4 | |a Retailing |7 (dpeaa)DE-He213 | |
| 650 | 4 | |a Persuasion knowledge model |7 (dpeaa)DE-He213 | |
| 650 | 4 | |a Processing motivation |7 (dpeaa)DE-He213 | |
| 650 | 4 | |a Trust |7 (dpeaa)DE-He213 | |
| 700 | 1 | |a Main, Kelley J. |e verfasserin |4 aut | |
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| 912 | |a GBV_ILN_702 | ||
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| 912 | |a GBV_ILN_2020 | ||
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| 912 | |a GBV_ILN_2026 | ||
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| 912 | |a GBV_ILN_2034 | ||
| 912 | |a GBV_ILN_2037 | ||
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| 912 | |a GBV_ILN_2039 | ||
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| 912 | |a GBV_ILN_2049 | ||
| 912 | |a GBV_ILN_2050 | ||
| 912 | |a GBV_ILN_2055 | ||
| 912 | |a GBV_ILN_2056 | ||
| 912 | |a GBV_ILN_2057 | ||
| 912 | |a GBV_ILN_2059 | ||
| 912 | |a GBV_ILN_2061 | ||
| 912 | |a GBV_ILN_2064 | ||
| 912 | |a GBV_ILN_2065 | ||
| 912 | |a GBV_ILN_2068 | ||
| 912 | |a GBV_ILN_2070 | ||
| 912 | |a GBV_ILN_2086 | ||
| 912 | |a GBV_ILN_2088 | ||
| 912 | |a GBV_ILN_2093 | ||
| 912 | |a GBV_ILN_2106 | ||
| 912 | |a GBV_ILN_2107 | ||
| 912 | |a GBV_ILN_2108 | ||
| 912 | |a GBV_ILN_2110 | ||
| 912 | |a GBV_ILN_2111 | ||
| 912 | |a GBV_ILN_2112 | ||
| 912 | |a GBV_ILN_2113 | ||
| 912 | |a GBV_ILN_2116 | ||
| 912 | |a GBV_ILN_2118 | ||
| 912 | |a GBV_ILN_2119 | ||
| 912 | |a GBV_ILN_2122 | ||
| 912 | |a GBV_ILN_2129 | ||
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| 912 | |a GBV_ILN_2144 | ||
| 912 | |a GBV_ILN_2147 | ||
| 912 | |a GBV_ILN_2148 | ||
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| 912 | |a GBV_ILN_2153 | ||
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| 912 | |a GBV_ILN_2232 | ||
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| 912 | |a GBV_ILN_2470 | ||
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| 912 | |a GBV_ILN_4242 | ||
| 912 | |a GBV_ILN_4246 | ||
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| 912 | |a GBV_ILN_4251 | ||
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| 912 | |a GBV_ILN_4306 | ||
| 912 | |a GBV_ILN_4307 | ||
| 912 | |a GBV_ILN_4313 | ||
| 912 | |a GBV_ILN_4322 | ||
| 912 | |a GBV_ILN_4323 | ||
| 912 | |a GBV_ILN_4324 | ||
| 912 | |a GBV_ILN_4325 | ||
| 912 | |a GBV_ILN_4326 | ||
| 912 | |a GBV_ILN_4328 | ||
| 912 | |a GBV_ILN_4333 | ||
| 912 | |a GBV_ILN_4334 | ||
| 912 | |a GBV_ILN_4335 | ||
| 912 | |a GBV_ILN_4336 | ||
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10.1007/s11002-012-9197-y doi (DE-627)SPR015482847 (SPR)s11002-012-9197-y-e DE-627 ger DE-627 rakwb eng 380 ASE 85.40 bkl Guo, Wenxia verfasserin aut The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust 2012 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 Main, Kelley J. verfasserin aut Enthalten in Marketing letters Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989 23(2012), 4 vom: 26. Juli, Seite 959-971 (DE-627)271175397 (DE-600)1478939-5 1573-059X nnns volume:23 year:2012 number:4 day:26 month:07 pages:959-971 https://dx.doi.org/10.1007/s11002-012-9197-y lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_SPRINGER GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_26 GBV_ILN_31 GBV_ILN_32 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_74 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_138 GBV_ILN_150 GBV_ILN_151 GBV_ILN_152 GBV_ILN_161 GBV_ILN_170 GBV_ILN_171 GBV_ILN_187 GBV_ILN_213 GBV_ILN_224 GBV_ILN_230 GBV_ILN_250 GBV_ILN_281 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_636 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2004 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2031 GBV_ILN_2034 GBV_ILN_2037 GBV_ILN_2038 GBV_ILN_2039 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2049 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2064 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2070 GBV_ILN_2086 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2110 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2116 GBV_ILN_2118 GBV_ILN_2119 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2144 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2188 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2446 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2522 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4328 GBV_ILN_4333 GBV_ILN_4334 GBV_ILN_4335 GBV_ILN_4336 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 85.40 ASE AR 23 2012 4 26 07 959-971 |
| spelling |
10.1007/s11002-012-9197-y doi (DE-627)SPR015482847 (SPR)s11002-012-9197-y-e DE-627 ger DE-627 rakwb eng 380 ASE 85.40 bkl Guo, Wenxia verfasserin aut The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust 2012 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 Main, Kelley J. verfasserin aut Enthalten in Marketing letters Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989 23(2012), 4 vom: 26. Juli, Seite 959-971 (DE-627)271175397 (DE-600)1478939-5 1573-059X nnns volume:23 year:2012 number:4 day:26 month:07 pages:959-971 https://dx.doi.org/10.1007/s11002-012-9197-y lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_SPRINGER GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_26 GBV_ILN_31 GBV_ILN_32 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_74 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_138 GBV_ILN_150 GBV_ILN_151 GBV_ILN_152 GBV_ILN_161 GBV_ILN_170 GBV_ILN_171 GBV_ILN_187 GBV_ILN_213 GBV_ILN_224 GBV_ILN_230 GBV_ILN_250 GBV_ILN_281 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_636 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2004 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2031 GBV_ILN_2034 GBV_ILN_2037 GBV_ILN_2038 GBV_ILN_2039 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2049 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2064 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2070 GBV_ILN_2086 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2110 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2116 GBV_ILN_2118 GBV_ILN_2119 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2144 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2188 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2446 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2522 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4328 GBV_ILN_4333 GBV_ILN_4334 GBV_ILN_4335 GBV_ILN_4336 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 85.40 ASE AR 23 2012 4 26 07 959-971 |
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10.1007/s11002-012-9197-y doi (DE-627)SPR015482847 (SPR)s11002-012-9197-y-e DE-627 ger DE-627 rakwb eng 380 ASE 85.40 bkl Guo, Wenxia verfasserin aut The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust 2012 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 Main, Kelley J. verfasserin aut Enthalten in Marketing letters Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989 23(2012), 4 vom: 26. Juli, Seite 959-971 (DE-627)271175397 (DE-600)1478939-5 1573-059X nnns volume:23 year:2012 number:4 day:26 month:07 pages:959-971 https://dx.doi.org/10.1007/s11002-012-9197-y lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_SPRINGER GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_26 GBV_ILN_31 GBV_ILN_32 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_74 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_138 GBV_ILN_150 GBV_ILN_151 GBV_ILN_152 GBV_ILN_161 GBV_ILN_170 GBV_ILN_171 GBV_ILN_187 GBV_ILN_213 GBV_ILN_224 GBV_ILN_230 GBV_ILN_250 GBV_ILN_281 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_636 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2004 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2031 GBV_ILN_2034 GBV_ILN_2037 GBV_ILN_2038 GBV_ILN_2039 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2049 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2064 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2070 GBV_ILN_2086 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2110 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2116 GBV_ILN_2118 GBV_ILN_2119 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2144 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2188 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2446 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2522 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4328 GBV_ILN_4333 GBV_ILN_4334 GBV_ILN_4335 GBV_ILN_4336 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 85.40 ASE AR 23 2012 4 26 07 959-971 |
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10.1007/s11002-012-9197-y doi (DE-627)SPR015482847 (SPR)s11002-012-9197-y-e DE-627 ger DE-627 rakwb eng 380 ASE 85.40 bkl Guo, Wenxia verfasserin aut The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust 2012 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 Main, Kelley J. verfasserin aut Enthalten in Marketing letters Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989 23(2012), 4 vom: 26. Juli, Seite 959-971 (DE-627)271175397 (DE-600)1478939-5 1573-059X nnns volume:23 year:2012 number:4 day:26 month:07 pages:959-971 https://dx.doi.org/10.1007/s11002-012-9197-y lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_SPRINGER GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_26 GBV_ILN_31 GBV_ILN_32 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_74 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_138 GBV_ILN_150 GBV_ILN_151 GBV_ILN_152 GBV_ILN_161 GBV_ILN_170 GBV_ILN_171 GBV_ILN_187 GBV_ILN_213 GBV_ILN_224 GBV_ILN_230 GBV_ILN_250 GBV_ILN_281 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_636 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2004 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2031 GBV_ILN_2034 GBV_ILN_2037 GBV_ILN_2038 GBV_ILN_2039 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2049 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2064 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2070 GBV_ILN_2086 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2110 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2116 GBV_ILN_2118 GBV_ILN_2119 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2144 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2188 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2446 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2522 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4328 GBV_ILN_4333 GBV_ILN_4334 GBV_ILN_4335 GBV_ILN_4336 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 85.40 ASE AR 23 2012 4 26 07 959-971 |
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10.1007/s11002-012-9197-y doi (DE-627)SPR015482847 (SPR)s11002-012-9197-y-e DE-627 ger DE-627 rakwb eng 380 ASE 85.40 bkl Guo, Wenxia verfasserin aut The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust 2012 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 Main, Kelley J. verfasserin aut Enthalten in Marketing letters Dordrecht [u.a.] : Springer Science + Business Media B.V, 1989 23(2012), 4 vom: 26. Juli, Seite 959-971 (DE-627)271175397 (DE-600)1478939-5 1573-059X nnns volume:23 year:2012 number:4 day:26 month:07 pages:959-971 https://dx.doi.org/10.1007/s11002-012-9197-y lizenzpflichtig Volltext GBV_USEFLAG_A SYSFLAG_A GBV_SPRINGER GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_26 GBV_ILN_31 GBV_ILN_32 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_74 GBV_ILN_90 GBV_ILN_95 GBV_ILN_100 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_138 GBV_ILN_150 GBV_ILN_151 GBV_ILN_152 GBV_ILN_161 GBV_ILN_170 GBV_ILN_171 GBV_ILN_187 GBV_ILN_213 GBV_ILN_224 GBV_ILN_230 GBV_ILN_250 GBV_ILN_281 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_636 GBV_ILN_702 GBV_ILN_2001 GBV_ILN_2003 GBV_ILN_2004 GBV_ILN_2005 GBV_ILN_2006 GBV_ILN_2007 GBV_ILN_2008 GBV_ILN_2009 GBV_ILN_2010 GBV_ILN_2011 GBV_ILN_2014 GBV_ILN_2015 GBV_ILN_2018 GBV_ILN_2020 GBV_ILN_2021 GBV_ILN_2025 GBV_ILN_2026 GBV_ILN_2027 GBV_ILN_2031 GBV_ILN_2034 GBV_ILN_2037 GBV_ILN_2038 GBV_ILN_2039 GBV_ILN_2044 GBV_ILN_2048 GBV_ILN_2049 GBV_ILN_2050 GBV_ILN_2055 GBV_ILN_2056 GBV_ILN_2057 GBV_ILN_2059 GBV_ILN_2061 GBV_ILN_2064 GBV_ILN_2065 GBV_ILN_2068 GBV_ILN_2070 GBV_ILN_2086 GBV_ILN_2088 GBV_ILN_2093 GBV_ILN_2106 GBV_ILN_2107 GBV_ILN_2108 GBV_ILN_2110 GBV_ILN_2111 GBV_ILN_2112 GBV_ILN_2113 GBV_ILN_2116 GBV_ILN_2118 GBV_ILN_2119 GBV_ILN_2122 GBV_ILN_2129 GBV_ILN_2143 GBV_ILN_2144 GBV_ILN_2147 GBV_ILN_2148 GBV_ILN_2152 GBV_ILN_2153 GBV_ILN_2188 GBV_ILN_2190 GBV_ILN_2232 GBV_ILN_2336 GBV_ILN_2446 GBV_ILN_2470 GBV_ILN_2472 GBV_ILN_2507 GBV_ILN_2522 GBV_ILN_2548 GBV_ILN_2949 GBV_ILN_2950 GBV_ILN_4012 GBV_ILN_4035 GBV_ILN_4037 GBV_ILN_4046 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4242 GBV_ILN_4246 GBV_ILN_4249 GBV_ILN_4251 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4328 GBV_ILN_4333 GBV_ILN_4334 GBV_ILN_4335 GBV_ILN_4336 GBV_ILN_4338 GBV_ILN_4346 GBV_ILN_4393 GBV_ILN_4700 85.40 ASE AR 23 2012 4 26 07 959-971 |
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Guo, Wenxia |
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Guo, Wenxia ddc 380 bkl 85.40 misc Vulnerability misc Retailing misc Persuasion knowledge model misc Processing motivation misc Trust The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust |
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380 ASE 85.40 bkl The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust Vulnerability (dpeaa)DE-He213 Retailing (dpeaa)DE-He213 Persuasion knowledge model (dpeaa)DE-He213 Processing motivation (dpeaa)DE-He213 Trust (dpeaa)DE-He213 |
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ddc 380 bkl 85.40 misc Vulnerability misc Retailing misc Persuasion knowledge model misc Processing motivation misc Trust |
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vulnerability of defensiveness: the impact of persuasion attempts and processing motivations on trust |
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The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust |
| abstract |
Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. |
| abstractGer |
Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. |
| abstract_unstemmed |
Abstract People are generally defense motivated during interactions with salesclerks. In this research, we demonstrate that defense motivation can make consumers vulnerable to a less stereotypical persuasion attempt as compared to a more stereotypical one. The consequence is that consumers are willing to pay a higher price and exhibit greater trust in a salesclerk who uses a less stereotypical persuasion attempt. Thus, the stereotypicality of a persuasion attempt is identified as one key factor that impacts perceptions of trustworthiness. In addition, we show that accuracy motivations can attenuate the positive effect of a less stereotypical persuasion attempt. In other words, accuracy motivations can protect consumers from being susceptible to less stereotypical persuasion attempts. |
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4 |
| title_short |
The vulnerability of defensiveness: The impact of persuasion attempts and processing motivations on trust |
| url |
https://dx.doi.org/10.1007/s11002-012-9197-y |
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Main, Kelley J. |
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Main, Kelley J. |
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| doi_str |
10.1007/s11002-012-9197-y |
| up_date |
2024-07-03T16:32:48.770Z |
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| score |
7.400671 |