The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust

By Peter R. Darke, Robin J. B. Ritchie. 2007

587 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/9d0c2a9cd1f4937b206c50e40808af8433c983cf

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Citations in the corpus

Great expectations and broken promises: misleading claims, product failure, expectancy disconfirmation and consumer distrust (2010, methodology): “Our predictions are developed below in accordance with the trust/distrust literature and the bias model of consumer distrust in particular (Darke and Ritchie 2007).”
When consumers doubt, Watch out! The role of CSR skepticism (2013, unknown): “…2004), outrage (Lindenmeier, Schleer, & Pricl, 2012), suspicion (Ferguson, Ellen, & Piscopo, 2011), cynicism (Chyllinski & Chu, 2010), distrust (Darke & Ritchie, 2007), perceptions of corporate social irresponsibility (Lange & Washburn, 2012), and perceptions of corporate hypocrisy (Wagner et…”
On the dangers of pulling a fast one: Advertisement disclaimer speed, brand trust, and purchase intention (2012, background): “In particular, consumers use their prior experience and knowledge of marketing tactics to make inferences about the manipulative intent, deceptiveness, and ulterior motives of advertisers (Campbell 1995; Darke and Ritchie 2007; Fein 1996).”
Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge (2007, background): “For example, Darke and Ritchie (2007) find that priming advertising deception may activate negative stereotypes about marketing, making people distrustful of advertising claims from the same or different source. Similarly, Campbell and Kirmani (2000) show that externally priming suspicion of ulterio”
Explaining adoption of mobile banking with the theory of trying, general self-confidence, and cynicism (2017, background): “…innovations such as mobile banking because cynics tend to be suspicious of new products/services (Alnuaimi et al., 2011; Chylinski and Chu, 2010; Darke and Ritchie, 2007) and “distrustful of marketing claims, actively resist marketing actions, and may become hostile in an attempt to prevent…”
Assisting consumers in detecting fake reviews: The role of identity information disclosure and consensus (2016, background): “…Mohr and Verlegh, 2013; Kaikati and Kaikati, 2004) lies within the fact that individuals do not activate the same persuasion knowledge and skepticism, as they expect to read experiences and opinions from peer consumers and not marketers (Campbell, Mohr and Verlegh, 2013; Darke and Ritchie 2007).”
Development of the Persuasion Knowledge Scales of Sponsored Content (PKS-SC) (2018, background): “For example, due to past negative experiences with sponsored content, the activation of disliking of sponsored content is easier for some individuals than for others (Darke and Ritchie 2007).”
Two minds, three ways: dual system and dual process models in consumer psychology (2012, background): “Another HSM approach to understanding persuasion and consumers’ reactions to deceptive advertising showed that consumers are more likely to use negative stereotypes as a heuristic processing of messages when they have faced previous deception with a brand (Darke and Ritchie 2007).”
Understanding Why Consumers Don't Skip Pre-Roll Video Ads (2017, background): “Consumers not only spend less time viewing content they know is advertising (Kim, Pasadeos, and Barban 2001; van Reijmersdal, Neijens, and Smit 2005) but also actively resist identified persuasive attempts (Campbell 1995; Campbell and Kirmani 2000; Darke and Ritchie 2007; Friestad and Wright 1994).”