The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context

By Lan Jiang, JoAndrea Hoegg, Darren W. Dahl, Amitava Chattopadhyay. 2010

209 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4b5945708b5a55a9182b8d351e182289352d4e4c

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Citations in the corpus

A recipe for friendship: Similar food consumption promotes trust and cooperation (2017, background): “…as people like and feel closer to others whose preferences and behaviors align with their own (Chartrand & Bargh, 1999; Fawcett & Markson, 2010; Jiang, Hoegg, Dahl, & Chattopadhyay, 2010; van Baaren, Holland, Steenaert, & van Knippenberg, 2003) and earlier research identified a host of minimal…”
Sharing with Friends versus Strangers: How Interpersonal Closeness Influences Word-of-Mouth Valence (2016, background): “In addition, IC can originate from incidental factors that influence the perceived similarity between two people such as sharing the same birthday or the same name (Jiang et al. 2010). Furthermore, linguistic markers used during a conversation can foster high versus low IC. For instance, in language”
The Impact of Fear on Emotional Brand Attachment (2014, methodology): “To manipulate affiliation, we employed a priming manipulation that has been used in previous research to satiate affiliation with others by creating a sense of social connection (Carvallo and Pelham 2006; Jiang et al. 2010).”
Online Reviews (2016, methodology): “Though having little informative value (Jiang et al. 2010), incidental similarity helps individuals transfer their positive feelings for the self over to another person, social group or product/service (Burger et al. 2004). Hence, the presence of incidental similarity cue increases liking, persuasio”
The Motivating Role of Dissociative Out-Groups in Encouraging Positive Consumer Behaviors (2014, background): “…part of their own membership group (Terry and Hogg 1996; White, Smith, and Terry 2009), or who have other desirable qualities such as being likeable (Eagly and Chaiken 1993), attractive (Argo, Dahl, and Morales 2008), or similar to the consumer in some way (Jiang et al. 2010; Rimal and Real 2005).”
How Do Auditors Weight Informal Contrary Advice? The Joint Influence of Advisor Social Bond and Advice Justifiability (2013, unknown): “Other auditors, however, may bond with advisors because of their agreeability or decisiveness or because of superficial attributes such as shared names or birthdays (Miller et al. 1998; Burger et al. 2004; Jiang et al. 2010).”