The impact of flattery: The role of negative remarks
- Authors
- Type
- Published Article
- Journal
- Journal of Retailing and Consumer Services
- Publisher
- Elsevier BV
- Publication Date
- Jan 01, 2013
- Accepted Date
- Sep 21, 2013
- Volume
- 21
- Issue
- 2
- Pages
- 185–191
- Identifiers
- DOI: 10.1016/j.jretconser.2013.09.006
- Source
- Elsevier
- Keywords
- License
- Unknown
Abstract
•Negative remark reduces the client's use of persuasion knowledge.•Negative remark enhances the perception of the salesclerk's trustworthiness.•Salesperson trustworthiness mediated the effect of the remarks on behavioral intentions.•Product price moderates the effect of the remarks on salesclerk's trustworthiness.
