When consumers do not recognize "benign" intention questions as persuasion attempts

被引:110
作者
Williams, P
Fitzsimons, GJ
Block, LG
机构
[1] Univ Penn, Wharton Sch, Philadelphia, PA 19104 USA
[2] Duke Univ, Fuqua Sch Business, Durham, NC 27708 USA
[3] CUNY Bernard M Baruch Coll, Sch Business, Dept Mkt, New York, NY 10010 USA
关键词
D O I
10.1086/425088
中图分类号
F [经济];
学科分类号
02 ;
摘要
We demonstrate that the mere-measurement effect occurs because asking an intention question is not perceived as a persuasion attempt. In experiments 1 and 2, we show that when persuasive intent is attributed to an intention question, consumers adjust their behavior as long as they have sufficient cognitive capacity to permit conscious correction. In experiment 3 we demonstrate that this finding holds with product choice and consumption, and we find that persuasion knowledge mediates the effects. In experiment 4, we show that when respondents are educated that an intention question is a persuasive attempt, the behavioral impact of those questions is attenuated.
引用
收藏
页码:540 / 550
页数:11
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