The Informational Value of Dissimilarity in Interpersonal Influence

Title: The Informational Value of Dissimilarity in Interpersonal Influence
Authors: Tuk, MA
Verlegh, PWJ
Smidts, A
Wigboldus, DHJ
Item Type: Conference Paper
Abstract: We show that advisees dont 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.
Issue Date: 1-Oct-2015
Date of Acceptance: 2-Jul-2015
URI: http://hdl.handle.net/10044/1/24598
Journal / Book Title: Proceedings of the 2015 Association for Consumer Research Conference
Copyright Statement: © 2015 Association for Consumer Research
Conference Name: 2015 Association for Consumer Research
Publication Status: Published
Start Date: 2015-10-01
Finish Date: 2015-10-04
Conference Place: New Orleans, LA
Appears in Collections:Imperial College Business School



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