The Library
Mind the (information) gap : strategic nondisclosure by marketers and interventions to increase consumer deliberation
Tools
Sah, Sunita and Read, Daniel (2020) Mind the (information) gap : strategic nondisclosure by marketers and interventions to increase consumer deliberation. Journal of Experimental Psychology : Applied, 26 (3). pp. 432-452. doi:10.1037/xap0000260 ISSN 1076-898X.
|
PDF
WRAP-mind-information-gap-strategic-non-disclosure-consumer-Read-2019.pdf - Accepted Version - Requires a PDF viewer. Download (1476Kb) | Preview |
Official URL: https://doi.org/10.1037/xap0000260
Abstract
Marketers have a choice of what to tell consumers and consumers must consider what they are told or not told. Across six experiments, we show that consumers fail to differentiate between deliberate and non-deliberate missing information (strategic naiveté) and make generous inferences when they do notice missing information is deliberately withheld (charitability). We also show how marketers can take advantage of this by withholding information. We investigate both sides to (1) show the effects of interventions to encourage consumers to consider deliberate nondisclosure in a less naïve and charitable fashion, (2) demonstrate when marketers should disclose (or not) if consumers are naïve and charitable (i.e., breakeven points), and (3) explore the reasons marketers give for (non-) disclosure and consumers’ thoughts on why information is missing. Consumers respond differently to distinct but theoretically equivalent framings that increase the salience of non-disclosure. Only when non-disclosure was highly salient, and consumers could compare multiple profiles side-by-side did consumers believe the nondisclosed information to be the worst possible.
Item Type: | Journal Article | ||||||||
---|---|---|---|---|---|---|---|---|---|
Subjects: | B Philosophy. Psychology. Religion > BF Psychology H Social Sciences > H Social Sciences (General) |
||||||||
Divisions: | Faculty of Social Sciences > Warwick Business School > Behavioural Science Faculty of Social Sciences > Warwick Business School |
||||||||
Library of Congress Subject Headings (LCSH): | Consumer behavior, Disclosure of information, Consumers -- Attitudes -- Psychological aspects, Marketing -- Psychological aspects | ||||||||
Journal or Publication Title: | Journal of Experimental Psychology : Applied | ||||||||
Publisher: | American Psychological Association | ||||||||
ISSN: | 1076-898X | ||||||||
Official Date: | 2020 | ||||||||
Dates: |
|
||||||||
Volume: | 26 | ||||||||
Number: | 3 | ||||||||
Page Range: | pp. 432-452 | ||||||||
DOI: | 10.1037/xap0000260 | ||||||||
Status: | Peer Reviewed | ||||||||
Publication Status: | Published | ||||||||
Reuse Statement (publisher, data, author rights): | ©American Psychological Association, 2019. This paper is not the copy of record and may not exactly replicate the authoritative document published in the APA journal. Please do not copy or cite without author's permission. The final article is available, upon publication, at: 10.1037/xap0000260. | ||||||||
Access rights to Published version: | Restricted or Subscription Access | ||||||||
Copyright Holders: | American Psychological Association | ||||||||
Date of first compliant deposit: | 28 October 2019 | ||||||||
Date of first compliant Open Access: | 28 January 2020 | ||||||||
RIOXX Funder/Project Grant: |
|
||||||||
Related URLs: |
Request changes or add full text files to a record
Repository staff actions (login required)
View Item |
Downloads
Downloads per month over past year