The Informational Value of Dissimilarity in Interpersonal Influence
Author(s)
Tuk, MA
Verlegh, PWJ
Smidts, A
Wigboldus, DHJ
Type
Conference Paper
Abstract
We show that advisees don't discount advice received from dissimilar advisors, but use this as information based on which they infer
more general dissimilarity, including in the advice domain. Consequently, consumers contrast their opinions and choices away from
those of dissimilar advisors. We show the cognitive nature of this process.
more general dissimilarity, including in the advice domain. Consequently, consumers contrast their opinions and choices away from
those of dissimilar advisors. We show the cognitive nature of this process.
Date Issued
2015-10-01
Date Acceptance
2015-07-02
Citation
Proceedings of the 2015 Association for Consumer Research Conference, 2015, 43, pp.723-724
Publisher
Association for Consumer Research
Start Page
723
End Page
724
Journal / Book Title
Proceedings of the 2015 Association for Consumer Research Conference
Volume
43
Copyright Statement
© 2015 Association for Consumer Research
Source
2015 Association for Consumer Research
Publication Status
Published
Start Date
2015-10-01
Finish Date
2015-10-04
Coverage Spatial
New Orleans, LA