Patterns of Intimidating the Consumer

Clawar, Stanley S.

doi:10.1111/j.1745-6606.1977.tb00619.x

Cited by 4 publications

(4 citation statements)

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“…Some salespeople may outline a favorable deal and then claim it will not be available unless the purchase is made immediately or very soon. Such techniques can have significant negative impact on customer trust [13]. In fact, research shows that closing techniques tend to diminish trust in the salesperson, and lowpressure selling tactics tend to promote it [38,46].…”

Section: Web Site Usabilitymentioning

confidence: 99%

The Effect of Web Site Perceptions on Initial Trust in the Owner Company

Hampton-Sosa

Koufaris

2005

International Journal of Electronic Commerce

165

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Section: Web Site Usabilitymentioning

confidence: 99%

The Effect of Web Site Perceptions on Initial Trust in the Owner Company

Hampton-Sosa

Koufaris

2005

International Journal of Electronic Commerce

165

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“…Study 5 employed an experimental design similar to that of study 4 (see SI Appendix , Supplementary Text for a detailed description), except that we manipulated intimidation instead of self-promotion. For this purpose, a message from the vendor put pressure on the buyer to make their purchase quickly, stating that the product was in high demand and might be sold out soon, a well-known intimidation tactic in sales contexts ( 100 ) (see SI Appendix , Supplementary Text for a full report on how intimidation was manipulated).…”

Section: Study 5: Intimidation Also Attenuates the Positive Effect Of...mentioning

confidence: 99%

Impression management attenuates the effect of ability on trust in economic exchange

Reimann

Hüller

Schilke

et al. 2022

Proc. Natl. Acad. Sci. U.S.A.

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Are competent actors still trusted when they promote themselves? The answer to this question could have far-reaching implications for understanding trust production in a variety of economic exchange settings in which ability and impression management play vital roles, from succeeding in one’s job to excelling in the sales of goods and services. Much social science research assumes an unconditional positive impact of an actor’s ability on the trust placed in that actor: in other words, competence breeds trust. In this report, however, we challenge this assumption. Across a series of experiments, we manipulated both the ability and the self-promotion of a trustee and measured the level of trust received. Employing both online laboratory studies ( n = 5,606) and a field experiment ( n = 101,520), we find that impression management tactics (i.e., self-promotion and intimidation) can substantially backfire, at least for those with high ability. An explanation for this effect is encapsuled in attribution theory, which argues that capable actors are held to higher standards in terms of how kind and honest they are expected to be. Consistent with our social attribution account, mediation analyses show that competence combined with self-promotion decreases the trustee’s perceived benevolence and integrity and, in turn, the level of trust placed in that actor.

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“…In particular, a frequently used sales skill is to make customers believe that if they do not make purchasing decision at once they will fail to buy it in the future (loss of control). However, in fact, this tactic will decrease consumers' trust (Clawar, 1977). Similarly, it is predicted that in the online situation, higher level of perceived control will lead to positive consumer attitude and behavior (Koufaris, 2002;Novak, Hoffoman and Yung, 2000).…”

Section: Website-related Factorsmentioning

confidence: 94%

Antecedents and consequences of consumers’ trust in electronic intermediaries: An empirical study of hotel booking websites

Jiang

Huang

Chen

2009

Front. Bus. Res. China

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Electronic intermediaries are recognized as one of the most significant B2C business models in the Internet era. A trustworthy intermediary website functions as both an information intermediary and a credibility intermediary. Given the critical role of trust in driving online purchase behaviors, the technology acceptance model (TAM) has been applied to investigating the impact of technology on online trust from the perspective of users' perception of Web interface. However, consumers' trust in an electronic intermediary derives from not only technological factors, but also factors of brand reputation and consumers' individual experiences. We conducted an experiment in the context of hotel booking websites. Results based on structural equation modeling indicate that the impact of an intermediary's reputation exceeds that of technology acceptance. Besides, reputation sum and reputation distance, which stand for synthesis effect and the cask effect respectively, are the two mechanisms of trust transfer.

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Patterns of Intimidating the Consumer

Cited by 4 publications

References 0 publications

The Effect of Web Site Perceptions on Initial Trust in the Owner Company

The Effect of Web Site Perceptions on Initial Trust in the Owner Company

Impression management attenuates the effect of ability on trust in economic exchange

Antecedents and consequences of consumers’ trust in electronic intermediaries: An empirical study of hotel booking websites

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