Can the Truth Hurt? How Honest and Persuasive Advertising Can Unintentionally Lead to Increased Consumer Skepticism

172 citations recorded by the source corpus.

How researchers see this paper

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

Feeling Duped: Emotional, Motivational, and Cognitive Aspects of Being Exploited by Others (2007, background): “One investigation manipulated the number of (honest) advertising claims participants viewed and found that skepticism increased in proportion to number of ads viewed (Koslow, 2000).”
The value of distrust (2008, background): “On the other hand, distrust denotes a perception of vulnerability due either to fear of the other’s motives, intentions, and prospective actions, or to vague forebodings that things are not as they appear and something unpredictable may occur (Koslow, 2000; Kramer, 1999).”
Designing Vignette Studies in Marketing (2002, background): “…Thistlethwaite (1995) Fritzsche (1988) Haley (1991) Hunt and VasquezParraga (1993) Kellaris, Boyle, and Dahlstrom (1994) Kennedy and Lawton (1996) Koslow (2000) ABR JABR JMac JPSSM JMR ML JBE JCA 2 2 4 1 4 1 3 1 authors authors adapted from previous study author adapted from previous…”
The effect of ad value, ad placement and ad execution on the perceived intrusiveness of web advertisements (2009, background): “Brehm (1966) developed reaction theory, which explains people’s reactions when expected freedoms are removed from them (Koslow 2000).”