When consumers do not recognize "benign" intention questions as persuasion attempts
Journal Article (Journal Article)
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.
Full Text
Duke Authors
Cited Authors
- Williams, P; Fitzsimons, GJ; Block, LG
Published Date
- December 1, 2004
Published In
Volume / Issue
- 31 / 3
Start / End Page
- 540 - 550
International Standard Serial Number (ISSN)
- 0093-5301
Digital Object Identifier (DOI)
- 10.1086/425088
Citation Source
- Scopus