Confidence via correction: The effect of judgment correction on consumer confidence

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Ressource 1Télécharger: Petersen and Hamilton 2014.pdf (683.41 [Ko])
Etat: Public
Version: Final published version
Licence: Non spécifiée
ID Serval
serval:BIB_FF6CCDED5849
Type
Article: article d'un périodique ou d'un magazine.
Collection
Publications
Titre
Confidence via correction: The effect of judgment correction on consumer confidence
Périodique
Journal of Consumer Psychology
Auteur⸱e⸱s
Petersen F.E., Hamilton R.W.
ISSN
1057-7408
Statut éditorial
Publié
Date de publication
01/2014
Peer-reviewed
Oui
Volume
24
Numéro
1
Pages
34-48
Langue
anglais
Résumé
At times, consumers are motivated to reduce the influence of a product recommendation on their judgments. Based on previous research, it is unclear whether this correction process will increase or decrease consumers' confidence in their judgments. We find that source credibility moderates the effect of correction on confidence: correction decreases confidence when a product recommendation comes from a high credibility source but increases confidence when the same message comes from a low credibility source. As a result, correction increases the effectiveness of recommendations from low credibility sources on purchase intentions. Notably, this “confidence via correction” effect is further moderated by elaboration, such that the effect is attenuated for high elaboration consumers. Our results have implications for understanding consumers' reactions to persuasive messages and for both marketing practitioners and consumer protection agencies using correction cues to influence message persuasiveness.
Mots-clé
Confidence, Correction, Credibility, Persuasion, Advertising
Web of science
Création de la notice
26/07/2019 11:58
Dernière modification de la notice
12/02/2021 11:19
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