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[ subject:"Business Administration, Marketing." ]
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Suspicion and change-of-meaning in p...
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City University of New York., Business.
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Suspicion and change-of-meaning in persuasion: A co-creation application.
紀錄類型:
書目-語言資料,印刷品 : Monograph/item
正題名/作者:
Suspicion and change-of-meaning in persuasion: A co-creation application./
作者:
Kirpalani, Nicole.
面頁冊數:
163 p.
附註:
Adviser: Gloria P. Thomas.
Contained By:
Dissertation Abstracts International70-02A.
標題:
Business Administration, Marketing. -
電子資源:
http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3344980
ISBN:
9781109052183
Suspicion and change-of-meaning in persuasion: A co-creation application.
Kirpalani, Nicole.
Suspicion and change-of-meaning in persuasion: A co-creation application.
- 163 p.
Adviser: Gloria P. Thomas.
Thesis (Ph.D.)--City University of New York, 2009.
This research addresses the question of when and how consumers get suspicious that co-creation agents they are interacting with have ulterior motives for their behavior. The theoretical basis for this research comes from literature on suspicion (e.g., Fein, Hilton, and Miller 1990; Fein, 1996). When suspicious, an individual entertains multiple, plausibly rival hypotheses about the motives of another person's behavior (Hilton, Fein, and Miller, 1993).
ISBN: 9781109052183Subjects--Topical Terms:
1017573
Business Administration, Marketing.
Suspicion and change-of-meaning in persuasion: A co-creation application.
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This research addresses the question of when and how consumers get suspicious that co-creation agents they are interacting with have ulterior motives for their behavior. The theoretical basis for this research comes from literature on suspicion (e.g., Fein, Hilton, and Miller 1990; Fein, 1996). When suspicious, an individual entertains multiple, plausibly rival hypotheses about the motives of another person's behavior (Hilton, Fein, and Miller, 1993).
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Most of the traditional social psychology research characterizes suspicion as a psychological state, with an individual either being in or out of a state of suspicion (Fein, Hilton, and Miller, 1990). More recent research has entertained the notion that suspicion is a dynamic process that develops over time and follows certain patterns (Marchand and Vonk, 2005). The current research therefore applies the notion of a suspicion process to a value co-creation context. Value co-creation holds the idea that "value is defined by and co-created with the consumer rather than embedded in output" (Vargo and Lusch, 2004, p. 6). From a consumer behavior perspective, not much is known yet about how consumers perceive interactions with co-creation agents, in particular, their motives for their recommendations.
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This dissertation investigates under which circumstances consumers become suspicious that a co-creation agent may have ulterior motives for his/her behavior. In addition, the research examines how suspicion impacts consumers' cognitive responses during the interaction, and how and when suspicion is ultimately resolved.
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Study 1 of this dissertation focuses on exploring the process of suspicion in co-creation. To this effect, the study draws on previous research on the social-psychological nature of the suspicion process (Marchand and Vonk, 2005) and assesses suspicion in an unfolding co-creation interaction. Studies 2 and 3 were designed in order to find explanations for triggers of suspicion in a co-creation encounter. Study 2 focuses on situational causes of suspicion and also addresses the role of an individual's general propensity to become suspicious. Study 3, lastly, investigates goal-related factors of suspicion. In particular, the study focuses on how consumers' goal-related mind-sets can influence suspicion, and how these effects can be mitigated when consumers' cognitive resources are constrained.
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http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3344980
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