Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influencevan der Heide, M., Fennis, B., van Ittersum, K. & Trampe, D., 2015, Advances in Consumer Research. Diehl, K. & Yoon, C. (eds.). Duluth, MN: Association for consumer research, Vol. 43. p. 811
Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review
Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers’ proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.
|Title of host publication||Advances in Consumer Research|
|Editors||Kristin Diehl, Carolyn Yoon|
|Place of Publication||Duluth, MN|
|Publisher||Association for consumer research|
|Publication status||Published - 2015|