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Pangs from Persuasion: When Recommendations Undermine Consumers’ Social Worth

Sat, October 13, 5:00 to 6:15pm, Hilton Anatole, Peridot

Short Abstract

Prior work on persuasion knowledge often explains consumers’ perceptions of salespeople with inferences of motives to sell. We however suggest that consumers infer more than just agents’ selling motives. Specifically, persuasion attempts violate an important norm of interpersonal conduct and convey a lack of respect and value.