When Consumers Do Not Recognize "Benign" Intention Questions as Persuasion Attempts

By Patti Y. Williams, Gavan J. Fitzsimons, Lauren G. Block. 2004

184 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/987565d57d39fb4168e61e6d0c8bf05da883b302

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Citations in the corpus

MAPping the Frontiers: Theoretical Advances in Consumer Research on Memory, Affect, and Persuasion (2006, background): “Recent research has documented that persuasive attempts are less successful when consumers are primed with persuasion knowledge (Ahluwalia and Burnkrant 2004; Williams et al. 2004).”
The question–behavior effect: What we know and where we go from here (2006, background): “Recent research (Williams et al., 2004) suggests, for example, that informing people that question– behavior effects may occur can reduce the impact of being asked questions.”
The Short- and Long-Term Effects of Measuring Intent to Repurchase (2004, background): “This argument is supported by studies showing that most consumers are unaware of these types of measurement effects and hence are unlikely to compensate measurementdriven repeat purchases by delaying subsequent purchases (Fitzsimons and Shiv 2001; Morwitz and Pluzinski 1996; Williams et al. 2004).”
When Blemishing Leads to Blossoming: The Positive Effect of Negative Information (2012, methodology): “Specifically, we used a divided-attention task adapted from past research (e.g., Fitzsimons and Williams 2000; Williams, Fitzsimons, and Block 2004).”
Using Internet and Mobile Phone Technology to Deliver an Automated Physical Activity Program: Randomized Controlled Trial (2007, background): “It is likely that both test and control groups had initially higher levels of physical activity than their norm, due to awareness of being monitored and/or completing the questionnaires [56].”
When Identity Marketing Backfires: Consumer Agency in Identity Expression (2014, methodology): “Finally, participants again completed the three persuasion knowledge items used in study 4 (a p .60; Kirmani and Zhu 2007; Williams et al. 2004).”
Panel Conditioning in Longitudinal Social Science Surveys (2012, background): “…intended or forecasted behaviors on their actual behaviors (e.g., Borle et al. 2007; Chandon et al. 2005; Dholakia and Morwitz 2002; Feldman and Lynch 1988; Fitzsimons and Williams 2000; Janiszewski and Chandon 2007; Morwitz 2005; Sherman 1980; Spangenberg et al. 2003; Williams et al. 2004).”
Judging the Book by Its Cover? how Consumers Decode Conspicuous Consumption Cues in Buyer–Seller Relationships (2013, methodology): “We manipulated persuasion knowledge with a news article (Morales 2005; Williams, Fitzsimons, and Block 2004).”
Simply asking questions about health behaviors increases both healthy and unhealthy behaviors (2006, background): “Williams et al. (2004) find similar effects of asking a question on both reported food consumption as well as actual food consumption across participants, providing further evidence the use of selfreports in this present study may not be a substantial limitation.”
The Effect of Stating Expectations on Customer Satisfaction and Shopping Experience (2005, background): “, Morwitz, Johnson, and Schmittlein 1993; Sherman 1980), they could lead to more positive or more negative experience evaluations, and they might be spontaneous or involve conscious processing of intentions (e.g., Fitzsimons and Williams 2000; Williams et al. 2004).”
Challenging the Norm of Self-Interest: Minority Influence and Transitions to Helping Norms in Work Units (2012, background): “This is because asking questions bypasses psychological reactance, discouraging defensiveness and resistance, since questions are less likely to signal that an influence attempt is occurring (Williams et al., 2004).”
Mixed reasons, missed givings: The costs of blending egoistic and altruistic reasons in donation requests☆ (2012, methodology): “We measured persuasion awareness using the following five items adapted from existing measures (Sagarin, Cialdini, Rice, & Serna, 2002; Williams et al., 2004): “I felt that others were intruding on my beliefs,” “I felt the message was coercive,” “I felt the message was controlling,” “I could tell th”