When consumers do not recognize "benign" intention questions as persuasion attempts
Publication
, Journal Article
Williams, P; Fitzsimons, GJ; Block, LG
Published in: Journal of Consumer Research
December 1, 2004
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.
Duke Scholars
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Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
December 1, 2004
Volume
31
Issue
3
Start / End Page
540 / 550
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing
Citation
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Chicago
ICMJE
MLA
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Williams, P., Fitzsimons, G. J., & Block, L. G. (2004). When consumers do not recognize "benign" intention questions as persuasion attempts. Journal of Consumer Research, 31(3), 540–550. https://doi.org/10.1086/425088
Williams, P., G. J. Fitzsimons, and L. G. Block. “When consumers do not recognize "benign" intention questions as persuasion attempts.” Journal of Consumer Research 31, no. 3 (December 1, 2004): 540–50. https://doi.org/10.1086/425088.
Williams P, Fitzsimons GJ, Block LG. When consumers do not recognize "benign" intention questions as persuasion attempts. Journal of Consumer Research. 2004 Dec 1;31(3):540–50.
Williams, P., et al. “When consumers do not recognize "benign" intention questions as persuasion attempts.” Journal of Consumer Research, vol. 31, no. 3, Dec. 2004, pp. 540–50. Scopus, doi:10.1086/425088.
Williams P, Fitzsimons GJ, Block LG. When consumers do not recognize "benign" intention questions as persuasion attempts. Journal of Consumer Research. 2004 Dec 1;31(3):540–550.
Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
December 1, 2004
Volume
31
Issue
3
Start / End Page
540 / 550
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing