Misrepresentation in the Consumer Context

By Jaideep Sengupta, Darren W. Dahl, G. Gorn. 2002

108 citations recorded by the source corpus.

Subfields: Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/01ceb4ee49a1ac6e7f92304050d66d944f178e02

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

In Sociology and Political Science

Citations in the corpus

Language and Consumer Dishonesty: A Self-Diagnosticity Theory (2021, background): “Researchers have investigated how much people lie (Mazar, Amir, and Ariely 2008), the content of lies (e.g., emotions) (Andrade and Ho 2009; Sengupta, Dahl, and Gorn 2002), the motivation to lie (e.g., social comparison) (Argo et al. 2006; Goldsmith, Roux, and Ma 2018; Mazar and Zhong 2010),…”
To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences (2006, methodology): “Importantly we build on previous work that has focused on self-reports of (Bearden & Etzel, 1982; Childers & Rao, 1992) and reactions to (Sengupta et al., 2002) actual reference group influence, by demonstrating that the simple association of a product with a dissociative group leads people to…”
Social Comparison Theory and Deception in the Interpersonal Exchange of Consumption Information (2006, background): “This is because when public selfimage is threatened individuals are often motivated to engage in impression management tactics (Schlenker 1980) such as lying (Goffman 1959; Sengupta et al. 2002). However, we anticipate that the impact of the comparison target’s relevance on an individual’s willingne”
The consumer as advocate: Self-relevance, culture, and word-of-mouth (2006, background): “Initial evidence that consumers are willing to exaggerate product claims in the interests of self-promotion is provided by a series of studies that examined consumer lying (Sengupta et al., 2002).”
The Nature of Slacktivism: How the Social Observability of an Initial Act of Token Support Affects Subsequent Prosocial Action (2014, result): “Our findings add to previous impression-management research by identifying consistency as an additional motive that consumers are willing to trade off in favor of displaying a positive image to others (Ashworth et al. 2005; Sengupta et al. 2002).”
The Influence of a Mere Social Presence in a Retail Context (2005, background): “In fact, consumers will go to great lengths, such as lie (Sengupta, Dahl, and Gorn 2002) or purchase certain products (Leigh and Gabel 1992), to impress others.”
You are what you wear: Brand personality influences on consumer impression formation (2007, background): “First, studies in social and consumer psychology suggest that people often have an impression management motive in social interactions (see Sengupta et al., 2002), and that products and brands are sometimes used and displayed with the aim to create a favourable image.”
Are All Out-Groups Created Equal? Consumer Identity and Dissociative Influence (2007, background): “Participants were then told that a new requirement by the research ethics board was that they be provided not only with information about the study itself but also with background information about the experimenter in the form of a brief written description (e.g., Sengupta et al. 2002).”