Rethinking Money: How the Backfire Effect Shapes Consumer Reactions to Recommendations
자료요약
This research explored how priming of money influences consumers' reactions to others' opinions, particularly regarding compliance with different types of recommendations. Across two experiments, we found that subtle reminders of money made individuals value their independence in decision-making. As a result, they tended to respond negatively to recommendations that were overly prescriptive, such as specific product suggestions. On the other hand, when money reminders accompanied recommendations that offered some flexibility?like suggestions for product categories?individuals were more likely to agree with these flexible recommendations than specific suggestions. This effect even persisted when the category recommendations included only a single alternative.
목차
1. Introduction
2. Theoretical background
3. Study 1
4. Study 2
5. General discussion
Con ict of interest
References
2. Theoretical background
3. Study 1
4. Study 2
5. General discussion
Con ict of interest
References