Deliberative and Automatic Bases of Suspicion: Empirical Evidence of the Sinister Attribution Error

By Kelley Main, Darren W. Dahl, Peter R. Darke. 2007

175 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/7d073dfe18e57179212568cd7f309e9c47b93e2f

How researchers see this paper

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

In Cognitive Neuroscience

1. Jaideep Sengupta
2. Peter R. Darke
3. Darren W. Dahl
4. Ale Smidts
5. Peeter W. J. Verlegh
6. Michelle R. Nelson
7. Robin J. B. Ritchie
8. Daniël H. J. Wigboldus

In Marketing

1. Darren W. Dahl
2. Peter R. Darke
3. Jaideep Sengupta
4. Liselot Hudders
5. Peeter W. J. Verlegh
6. Robin J. B. Ritchie
7. Clay M. Voorhees
8. Marijke De Veirman

In Sociology and Political Science

1. Darren W. Dahl
2. Peter R. Darke
3. Jaideep Sengupta
4. Liselot Hudders
5. Clay M. Voorhees
6. Marijke De Veirman
7. David Allan
8. S. Das

Citations in the corpus

• Gender-related reactions to gratuitous sex appeals in advertising (2008, result): “We note further that such a thesis is consistent with the influential persuasion knowledge model developed by Friestad and Wright (1994; Main, Dahl, & Darke, 2007 ), which posits that consumers in today’s world possess a substantial amount of knowledge about the various persuasive tactics employed ”
• The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust (2007, background): “For example, distrust may lead consumers to make a “sinister attribution error,” characterized by an overattribution of hostile intentions to advertisers (Main, Dahl, and Darke 2007).”
• Conveying Trustworthiness to Online Consumers: Reactions to Consensus, Physical Store Presence, Brand Familiarity, and Generalized Suspicion (2010, background): “However, generalized suspicion can act as a persistent negative bias in judgment, which leads consumers to be overly suspicious at times (Darke and Ritchie 2007; Main, Dahl, and Darke 2007).”
• How to Measure Persuasion Knowledge (2015, background): “Main, Dahl, and Darke (2007) examined the potential mediation effect of persuasion knowledge on the impact of flattery (independent variable) on the perception of trustworthiness (dependent variable) within a retail sales context.”
• On the dangers of pulling a fast one: Advertisement disclaimer speed, brand trust, and purchase intention (2012, background): “The present findings show that in the context of advertising disclaimers for untrusted brands, perceivers also use fast speech as a negative heuristic cue for the trustworthiness of the advertiser, supporting research suggesting that consumers are vigilant for information that might convey ulterior ”
• Disclosing sponsored Instagram posts: the role of material connection with the brand and message-sidedness when disclosing covert advertising (2019, background): “When consumers are made aware of the persuasive nature of a message through disclosure, resistance to the persuasion attempt is likely to occur (Main, Dahl, and Darke 2007).”
• Sales and sincerity: The role of relational framing in word-of-mouth marketing (2008, background): “McGraw and Tetlock (2005) mainly manipulated relationship norms by explicitly mentioning the relationship.”