Deceptive advertising and third-person perception: The interplay of generalized and specific suspicion

Xie, Guo-Jun

doi:10.1080/13527266.2014.918051

Cited by 28 publications

(28 citation statements)

References 71 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…Thus, it is reasonable to expect considerable variance in perceived functional green ad effects. Prior research confirms the presence of a third‐person perception in judgments about persuasive advertisements, such as deceptive ads (Xie, ), drug ads (DeLorme et al., ), scarcity appeals in advertising (Eisend, ), and controversial product ads (e.g., gambling ads; Youn et al., ). For instance, DeLorme et al.…”

Section: Literature Review and Hypothesesmentioning

confidence: 76%

“…Prior research confirms the presence of a third-person perception in judgments about persuasive advertisements, such as deceptive ads (Xie, 2016), drug ads (DeLorme et al, 2006), scarcity appeals in advertising (Eisend, 2008), and controversial product ads (e.g., gambling ads; Youn et al, 2000). For instance, DeLorme et al (2006) indicate that older consumers believe that direct-to-consumer prescription drug advertising exerts the greatest influence on others, as opposed to exerting an influence on themselves.…”

Section: Perceptual Hypothesismentioning

confidence: 86%

“…Second, a previous study has demonstrated that the third‐person perception can be moderated by consumers’ knowledge about persuasion tactics (Xie, ). In this regard, it can be deduced that the environmental concerns (ECs) of consumers should moderate the third‐person perception caused by functional green advertisements.…”

Section: Introductionmentioning

confidence: 99%

“…Third, the literature has documented individualism-or collectivismorientation as moderators of the third-person perception (Lee & Tamborini, 2005). However, recent third-person perception research has ignored the moderating role of individualism-collectivism factor (Xie, 2016;Xie & Johnson, 2015). For instance, Xie and Johnson (2015) have demonstrated that it is the perceived effectiveness on themselves, not on others, that predicts consumer behavior.…”

Section: Introductionmentioning

confidence: 99%

See 3 more Smart Citations

Effects of functional green advertising on self and others

Liu

2018

Psychology and Marketing

View full text Add to dashboard Cite

This study examines the effects of a functional green advertising promoting the environmental advantages of a product. It presents the results of three experiments designed to (a) explore consumers’ perceptions of a functional green ad's effects on themselves and others, (b) determine how those perceptions are influenced by consumer environmental concern, and (c) examine how individualism–collectivism relates to self–other effect perceptions. Findings indicate that (a) consumers believe that functional green advertising exerts a stronger influence on others’ purchase decisions than on their own purchase decisions; (b) the self–other difference is more salient among consumers with high environmental concern; (c) in the individualistic culture, the perceived effectiveness on self, not on others, predicts consumers’ support for the regulation of functional green ads, while this effect is reversed when consumers are in collectivistic cultures. The study's findings extend several lines of research, including the literature on green advertising and the third‐person effect.

show abstract

Section: Literature Review and Hypothesesmentioning

confidence: 76%

Section: Perceptual Hypothesismentioning

confidence: 86%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Effects of functional green advertising on self and others

Liu

2018

Psychology and Marketing

View full text Add to dashboard Cite

show abstract

“…Xie 2016introduced participants to a prime with disclosing information about the persuasiveness of an ad and the tactics used to influence consumers. Participants who did not see the disclosure prime rated the ad's influence on their purchase intention higher than those who saw the prime (Xie 2016). In line with these findings, Xie et al (2014) also found that disclosing information about an ad's persuasive tactics led to lower purchase intentions.…”

Section: Disclosure Of Persuasive Marketing Tacticsmentioning

confidence: 55%

When Brand Representatives Act as Sales Associates: Mechanisms and Effects of Native Selling and its Disclosure

Held¹,

Stieler²,

Germelmann³

et al. 2017

MAR

View full text Add to dashboard Cite

This research paper investigates consumer reactions when retailers and brands jointly employ a potentially deceptive sales tactic we term native selling. Native selling describes the use of brand representatives who act as sales personnel in retail stores. We investigate whether consumers are aware of this tactic, how they respond when they discover it has been employed, and whether disclosing the tactic improves consumer reactions. Drawing from research on persuasion knowledge, we predict that consumers will generally view the tactic as deceptive and thus respond negatively both to the store and brand when they believe the tactic is being used. However, we also find that consumers almost never suspect the tactic when it is not disclosed. Finally, we find that when consumers are informed of the tactic, they feel more rather than less deceived. Implications for retailers and brands are discussed.

show abstract

Perceived deception and online repurchase intention: The moderating effect of product type and consumer regulatory orientation

Wang

Ashraf

Thongpapanl

et al. 2022

J of Consumer Behaviour

View full text Add to dashboard Cite

Limited by e-tailers' ability to present accurate information about their products, consumers often misunderstand and misinterpret product messaging, which can heighten their perception of deception among e-tailers and result in unfavorable consumer behaviors and actions. Integrating perceived deception and existing consumer behavior theories, this research examines the intricate relationships between product type (hedonic vs. utilitarian), consumer regulatory orientation (promotion vs. prevention), and their interactive effect on the relationship between perceived deception and consumer repurchase intention in online settings. Across three studies, we identified a less negative impact due to perceived deception for online repurchase intention of hedonic products than for utilitarian products. After perceived deception occurs, promotion-oriented individuals show a higher online repurchase intention compared to prevention-oriented individuals. Furthermore, the fit between promotion orientation and hedonic products works best to attenuate perceived deception's unfavorable impact on online repurchase intention. In contrast, the fit between prevention orientation and utilitarian products leads to the lowest online repurchase intentions.Also, e-tailers can increase repurchase intentions by emphasizing the hedonic attribute, and instigating promotion intention would help mitigate the negative effects of perceived deception. | INTRODUCTIONCompanies' use of deceptive tactics (e.g., misleading advertisements, misrepresentations of product information) to advertise their products is a common practice within business disciplines (Riquelme & Román, 2014;Xie et al., 2015). For example, fruity-gummy snacks made almost entirely of processed sugar are often infused with vitamin C; the company emphasizes the presence of vitamin C in the candy and utilizes front-of-package labeling to persuade consumers to view the candy as a healthy snack (Welches Company, 2018

show abstract

Deceptive advertising and third-person perception: The interplay of generalized and specific suspicion

Cited by 28 publications

References 71 publications

Effects of functional green advertising on self and others

Effects of functional green advertising on self and others

When Brand Representatives Act as Sales Associates: Mechanisms and Effects of Native Selling and its Disclosure

Perceived deception and online repurchase intention: The moderating effect of product type and consumer regulatory orientation

Contact Info

Product

Resources

About