When Is Honesty The Best Policy? The Effect of Stated Company Intent on Consumer Skepticism

By S. Grier, M. Forehand. 2002

969 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/9b938332c70f41540b124029315566b187fa9ca7

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 Social Psychology

In Sociology and Political Science

Citations in the corpus

The Effect of Corporate Social Responsibility (CSR) Activities on Companies With Bad Reputations (2006, background): “Forehand and Grier (2003) showed that high congruence between the firm and the cause leads to increased salience of firm-serving benefits.”
Company Support for Employee Volunteering: A National Survey of Companies in Canada (2009, background): “People commonly make attributions regarding companies’ motives for engaging in CSR (Ellen et al., 2006; Forehand and Grier, 2003), and are particularly skeptical if the company has a negative reputation, particularly if the company and the cause are very closely related (Bhattacharya and Sen, 2004).”
Tugging on Heartstrings: Shopping Orientation, Mindset, and Consumer Responses to Cause-Related Marketing (2014, background): “For example, consumers who are highly skeptical of the CRM claims tend to pay more attention to the company’s motives for engaging in CRM (Foreh and Grier 2003) and recognize the advertised company’s selfserving intentions (e.”
Sales and sincerity: The role of relational framing in word-of-mouth marketing (2008, background): “the reward is not disclosed ( Forehand & Grier, 2003 ).”
Corporate Socially Responsible Initiatives and Their Effects on Consumption of Green Products (2016, background): “Prior research (Forehand and Grier 2003; Sen et al. 2006; Ellen et al. 2006; Du et al. 2007; Parguel et al. 2011) shows that business returns of CSR initiatives are contingent on, but generally occur below the level of awareness of, motives that consumers attribute to the company’s involvement in…”
Feeling Good by Doing Good: Employee CSR-Induced Attributions, Job Satisfaction, and the Role of Charismatic Leadership (2013, methodology): “Based on our results as well as on the writings of Forehand and Grier (2003), managers should be keenly aware of the strategic objectives behind CSR actions, but should not go the extra mile and start actively communicating these motives.”
Under the Influence: Social Media Influencers’ Impact on Response to Corporate Reputation Advertising (2021, background): “This is especially the case when the company has a negative reputation (e.g., Bodkin, Amato, and Amato 2015; Foreh and Grier 2003; Yoon, Gurhan-Canli, and Schwarz 2006).”
Determinants of Consumer Attributions of Corporate Social Responsibility (2016, background): “Consumers who are naturally skeptical of company CSR initiatives and believe them to be profit motivated (Trimble and Rifon 2006) seek cues to legitimate the firm’s socially responsible intentions (Forehand and Grier 2003).”