When Consumers Do Not Recognize "Benign" Intention Questions as Persuasion Attempts
Bibliographic Data
| ID | 2215840 |
|---|---|
| Authors | Patti Williams (0000-0002-9111-4067, California University of Pennsylvania), Gavan J Fitzsimons (0000-0002-1468-1914, Duke University), Lauren G Block, Lauren Block (0000-0003-3464-3832, City University of New York) |
| Year | 2004 |
| Volume | 31 |
| Issue | 3 |
| Pages | 540-550 |
| Publication date | 2004-12-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/425088 |
| OpenAlex | W3123350249 |
| Language | EN |
| Citations received | 26 |
| References cited | 8 |
We demonstrate that the mere-measurement effect occurs because asking an intention question is not perceived as a persuasion attempt. In experiments 1 and 2, we show that when persuasive intent is attributed to an intention question, consumers adjust their behavior as long as they have sufficient cognitive capacity to permit conscious correction. In experiment 3 we demonstrate that this finding holds with product choice and consumption, and we find that persuasion knowledge mediates the effects. In experiment 4, we show that when respondents are educated that an intention question is a persuasive attempt, the behavioral impact of those questions is attenuated
Persuasion · Consumer Behavior in Brand Consumption and Identification · Emotions and Moral Behavior · Psychology · Psychology of Social Influence · Social Psychology
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| Unique citing works | 26 |
|---|---|
| Citations per year | 1,3 |
| Citation span | 2006 - 2025 (20) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 25 |