Kent Grayson
Biographic Data
| ID | 127274 |
|---|---|
| NAME | Kent Grayson |
| GIVEN NAMES | Kent |
| FAMILY NAME | Grayson |
| SIGNATURE | GRAYSON K |
| AFFILIATIONS | Northwestern University |
| ORCID | 0000-0003-3310-6082 |
| VERIFIED | Yes |
| TOTAL WORKS | 8 |
| TOTAL CITATIONS | 209 |
| AUTHOR COUNT | 8 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1995 |
| LATEST PUBLICATION YEAR | 2023 |
| H-INDEX | 3 |
Et Tu, Brute? Unraveling the puzzle of deception and broken trust in close relations
Embeddedness theory and relational work theory propose that people in close social relations naturally have better information about partners, which helps safeguard and optimize their relationships. Yet, researchers have noted that despite access to better information, broken trust still occurs. Why? We identify two factors that systematically keep access to information from working as anticipated: detection errors, which prevent people from effe…
Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility
As defined by Friestad and Wright (1994), “persuasion knowledge” is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less …
Morality and the Marketplace
Is it right for church leaders to sell an antique bible from the church’s library so they can pay for an advertising campaign to attract new members? Is it OK for a consumer to buy a company’s wonderful new smartphone even if the company’s CEO has made racist comments? And if a company contributes financially to a charity, is it proper for the firm’s managers to make demands regarding how the charity recognizes the donation? Contributors to the J…
The Intersecting Roles of Consumer and Producer: A Critical Perspective on Co‐production, Co‐creation and Prosumption
The terms ‘co‐creation’, ‘co‐production’, and ‘prosumption’ refer to situations in which consumers collaborate with companies or with other consumers to produce things of value. These situations sometimes appear to blur the traditional roles of ‘producer’ and ‘consumer’. Building on Marx's distinction between ‘use value’ and ‘exchange value’, we argue that, when consumers perform tasks normally handled by the company, this does not necessarily re…
Cognitive and affective trust in service relationships
Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings
Journal Article Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings Get access Kent Grayson, Kent Grayson Search for other works by this author on: Oxford Academic PubMed Google Scholar Radan Martinec Radan Martinec Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 31, Issue 2, September 2004, Pages 296–312, https://d…
Indexicality and the Verification Function of Irreplaceable Possessions: A Semiotic Analysis
Many researchers have noted that special possessions can represent personally relevant events, people, places, and values. Semiotics provides a useful theoretical base for understanding the representation processes that support these meanings. We apply the semiotic concept of indexicality to extend our understanding of how meanings are embedded in irreplaceable special possessions. The results of two empirical studies support the proposition that…
Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus
We distinguish seduction from persuasion and other ways to draw consumers into exchange relationships. A legal case involving the prosecution of a mail fraud known as Chonda-Za is used to illustrate seduction, and the concept is defined in terms of social constructionist theory. We identify five stages in the unfolding of a seduction and draw parallels and contrasts to the formation of a normal exchange relationship. We explore the enrollment sta…
Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings
Journal Article Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings Get access Kent Grayson, Kent Grayson Search for other works by this author on: Oxford Academic PubMed Google Scholar Radan Martinec Radan Martinec Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 31, Issue 2, September 2004, Pages 296–312, https://d…
The Intersecting Roles of Consumer and Producer: A Critical Perspective on Co‐production, Co‐creation and Prosumption
The terms ‘co‐creation’, ‘co‐production’, and ‘prosumption’ refer to situations in which consumers collaborate with companies or with other consumers to produce things of value. These situations sometimes appear to blur the traditional roles of ‘producer’ and ‘consumer’. Building on Marx's distinction between ‘use value’ and ‘exchange value’, we argue that, when consumers perform tasks normally handled by the company, this does not necessarily re…
Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus
We distinguish seduction from persuasion and other ways to draw consumers into exchange relationships. A legal case involving the prosecution of a mail fraud known as Chonda-Za is used to illustrate seduction, and the concept is defined in terms of social constructionist theory. We identify five stages in the unfolding of a seduction and draw parallels and contrasts to the formation of a normal exchange relationship. We explore the enrollment sta…
Morality and the Marketplace
Is it right for church leaders to sell an antique bible from the church’s library so they can pay for an advertising campaign to attract new members? Is it OK for a consumer to buy a company’s wonderful new smartphone even if the company’s CEO has made racist comments? And if a company contributes financially to a charity, is it proper for the firm’s managers to make demands regarding how the charity recognizes the donation? Contributors to the J…
Et Tu, Brute? Unraveling the puzzle of deception and broken trust in close relations
Embeddedness theory and relational work theory propose that people in close social relations naturally have better information about partners, which helps safeguard and optimize their relationships. Yet, researchers have noted that despite access to better information, broken trust still occurs. Why? We identify two factors that systematically keep access to information from working as anticipated: detection errors, which prevent people from effe…
Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility
As defined by Friestad and Wright (1994), “persuasion knowledge” is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less …
Marketing and Seduction: Building Exchange Relationships by Managing Social Consensus
We distinguish seduction from persuasion and other ways to draw consumers into exchange relationships. A legal case involving the prosecution of a mail fraud known as Chonda-Za is used to illustrate seduction, and the concept is defined in terms of social constructionist theory. We identify five stages in the unfolding of a seduction and draw parallels and contrasts to the formation of a normal exchange relationship. We explore the enrollment sta…
Indexicality and the Verification Function of Irreplaceable Possessions: A Semiotic Analysis
Many researchers have noted that special possessions can represent personally relevant events, people, places, and values. Semiotics provides a useful theoretical base for understanding the representation processes that support these meanings. We apply the semiotic concept of indexicality to extend our understanding of how meanings are embedded in irreplaceable special possessions. The results of two empirical studies support the proposition that…
Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings
Journal Article Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings Get access Kent Grayson, Kent Grayson Search for other works by this author on: Oxford Academic PubMed Google Scholar Radan Martinec Radan Martinec Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Research, Volume 31, Issue 2, September 2004, Pages 296–312, https://d…
Cognitive and affective trust in service relationships
The Intersecting Roles of Consumer and Producer: A Critical Perspective on Co‐production, Co‐creation and Prosumption
The terms ‘co‐creation’, ‘co‐production’, and ‘prosumption’ refer to situations in which consumers collaborate with companies or with other consumers to produce things of value. These situations sometimes appear to blur the traditional roles of ‘producer’ and ‘consumer’. Building on Marx's distinction between ‘use value’ and ‘exchange value’, we argue that, when consumers perform tasks normally handled by the company, this does not necessarily re…
Morality and the Marketplace
Is it right for church leaders to sell an antique bible from the church’s library so they can pay for an advertising campaign to attract new members? Is it OK for a consumer to buy a company’s wonderful new smartphone even if the company’s CEO has made racist comments? And if a company contributes financially to a charity, is it proper for the firm’s managers to make demands regarding how the charity recognizes the donation? Contributors to the J…
Beyond Skepticism: Can Accessing Persuasion Knowledge Bolster Credibility
As defined by Friestad and Wright (1994), “persuasion knowledge” is personal knowledge about persuasion attempts that consumers develop and use whenever they believe they are targets of persuasion. A significant majority of research on persuasion knowledge has suggested that persuasion knowledge and skepticism invariably go hand in hand, and that accessing persuasion knowledge therefore leads consumers to evaluate the agent and its offering less …
Et Tu, Brute? Unraveling the puzzle of deception and broken trust in close relations
Embeddedness theory and relational work theory propose that people in close social relations naturally have better information about partners, which helps safeguard and optimize their relationships. Yet, researchers have noted that despite access to better information, broken trust still occurs. Why? We identify two factors that systematically keep access to information from working as anticipated: detection errors, which prevent people from effe…
Consumer Behavior in Brand Consumption and Identification (6 works) · Psychology (5 works) · Sociology (5 works) · Computer Science (4 works) · Epistemology (4 works) · Law (4 works) · Political science (4 works) · Social Psychology (4 works) · Business (3 works) · Economics (3 works)