Access the full text.
Sign up today, get DeepDyve free for 14 days.
Miquelle Marchand, R. Vonk (2005)
The process of becoming suspicious of ulterior motivesSocial Cognition, 23
Marian Friestad, Peter Wright (1994)
The Persuasion Knowledge Model: How People Cope with Persuasion AttemptsJournal of Consumer Research, 21
J. Bettman, Whan-Suk Park (1980)
Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol AnalysisJournal of Consumer Research, 7
A. Hoffmann, Thijs Broekhuizen (2009)
Susceptibility to and impact of interpersonal influence in an investment contextJournal of the Academy of Marketing Science, 37
(2001)
Misleading heuristics for moderated multiple regression models
J. Alba, J. Hutchinson (1987)
Dimensions of Consumer ExpertiseJournal of Consumer Research, 13
J. Dawson, A. Richter (2006)
Probing three-way interactions in moderated multiple regression: development and application of a slope difference test.The Journal of applied psychology, 91 4
S. Fein (1996)
Effects of suspicion on attributional thinking and the correspondence biasJournal of Personality and Social Psychology, 70
N. Schwarz (2004)
Metacognitive Experiences in Consumer Judgment and Decision MakingJournal of Consumer Psychology, 14
4173, 111 th Congress, second session
W. Bearden, R. Netemeyer, Jesse Teel (1989)
Measurement of Consumer Susceptibility to Interpersonal InfluenceJournal of Consumer Research, 15
Roderick Kramer (1999)
Trust and distrust in organizations: emerging perspectives, enduring questions.Annual review of psychology, 50
(2003)
Affecting the verbal cues to deception
Patricia Doney, Joseph Cannon (1997)
An Examination of the Nature of Trust in Buyer–Seller Relationships:Journal of Marketing, 61
M. Deutsch (1958)
Trust and suspicionJournal of Conflict Resolution, 2
(2003)
Survey of financial literacy in Washington state: knowledge, behavior, attitudes, and experiences
Kristopher Preacher, A. Hayes (2004)
SPSS and SAS procedures for estimating indirect effects in simple mediation modelsBehavior Research Methods, Instruments, & Computers, 36
P. Wright (1973)
The Cognitive Processes Mediating Acceptance of AdvertisingJournal of Marketing Research, 10
(2011)
How to Pay Your Financial Advisor
Stacy Wood, John Lynch (2002)
Prior Knowledge and Complacency in New Product LearningJournal of Consumer Research, 29
Jiewen Hong, B. Sternthal (2010)
The Effects of Consumer Prior Knowledge and Processing Strategies on JudgmentsJournal of Marketing Research, 47
Jay Carlson, L. Vincent, D. Hardesty, W. Bearden (2009)
Objective and Subjective Knowledge Relationships: A Quantitative Analysis of Consumer Research FindingsJournal of Consumer Research, 35
(2008)
Precontractual information for financial services
A. Kalra, M. Shi, K. Srinivasan (2003)
Salesforce Compensation Scheme and Consumer InferencesManag. Sci., 49
William Dodds, K. Monroe, Dhruv Grewal (1991)
Effects of Price, Brand, and Store Information on Buyers’ Product EvaluationsJournal of Marketing Research, 28
M. Sujan (1985)
Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer JudgmentsJournal of Consumer Research, 12
M. Brucks (1985)
The Effects of Product Class Knowledge on Information Search BehaviorJournal of Consumer Research, 12
K. Grayson, Devon Johnson, D. Chen (2008)
Is Firm Trust Essential in a Trusted Environment? how Trust in the Business Context Influences CustomersJournal of Marketing Research, 45
(2010)
Survey: most U.S. investors think financial salespeople should put clients’ interest before own
C. Fornell, D. Larcker (1981)
Evaluating structural equation models with unobservable variables and measurement error.Journal of Marketing Research, 18
M. Sinaceur (2010)
Suspending judgment to create value: Suspicion and trust in negotiationJournal of Experimental Social Psychology, 46
Marc-André Reinhard, S. Sporer, M. Scharmach, Tamara Marksteiner (2011)
Listening, not watching: situational familiarity and the ability to detect deception.Journal of personality and social psychology, 101 3
M. Sherif, C. Hovland (1981)
Social Judgment: Assimilation and Contrast Effects in Communication and Attitude Change
Casey Donoho, M. Swenson (1996)
Top-down versus bottom-up sales tactics effects on the presentation of a product lineJournal of Business Research, 37
D. Hilton (1995)
THE SOCIAL CONTEXT OF REASONING : CONVERSATIONAL INFERENCE AND RATIONAL JUDGMENTPsychological Bulletin, 118
(2005)
Comparing the retirement savings of the baby boomers and other cohorts
C. Park, David Mothersbaugh, L. Feick (1994)
Consumer Knowledge AssessmentJournal of Consumer Research, 21
AK Basu, L Rajiv, V Srinivasan, R Staelin (1985)
Sales force compensation: an agency theoretic perspectiveMarketing Science, Fall
Y. Schul, E. Burnstein, A. Bardi (1996)
Dealing with Deceptions that are Difficult to Detect: Encoding and Judgment as a Function of Preparing to Receive Invalid InformationJournal of Experimental Social Psychology, 32
D. Commerce (1978)
Statistical abstract of the United States
Amna Kirmani, Margaret Campbell (2004)
Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing PersuasionJournal of Consumer Research, 31
C. Moorman, K. Diehl, D. Brinberg, Blair Kidwell (2004)
Subjective Knowledge, Search Locations, and Consumer ChoiceJournal of Consumer Research, 31
(2012)
A fancy financial advisor title does not ensure high standards
R. Vonk (1998)
The slime effect : Suspicion and dislike of likeable behavior toward superiorsJournal of Personality and Social Psychology, 74
L. Toothaker (1994)
Multiple Regression: Testing and Interpreting InteractionsJournal of the Operational Research Society, 45
(2005)
The effects of suspicion of ulterior motives and sales message on salesperson evaluation
R. Kraut (1978)
Verbal and nonverbal cues in the perception of lying.Journal of Personality and Social Psychology, 36
Improving federal consumer protection in financial services. 110 th Congress, first session
(2010)
Marketing Campaign Trashes Worst Suspected Big Brokerage Firm Traits
Margaret Campbell, Amna Kirmani (2000)
Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence AgentJournal of Consumer Research, 27
C. Park, V. Lessig (1981)
Familiarity and Its Impact on Consumer Decision Biases and HeuristicsJournal of Consumer Research, 8
J. Hilton, S. Fein, Dale Miller (1993)
Suspicion and Dispositional InferencePersonality and Social Psychology Bulletin, 19
P. Granhag, Leif Strömwall (2001)
Deception Detection: Interrogators' and Observers' Decoding of Consecutive StatementsThe Journal of Psychology, 135
(2012)
Beware fund share - class fees
(2010)
Wall Street Reform and Consumer Protection Act of
This research examines how consumers’ subjective product knowledge affects the way they interpret salesperson compensation within the financial services industry. Data from a nationwide panel of consumers show that higher product knowledge consumers become highly suspicious and lower purchase intentions when salesperson commission rates fall outside of the latitude of acceptance (Study 1). Study 2 results, however, demonstrate a reversal of these effects by showing that compensation–recommendation consistency is an important moderator in financial salesperson interactions. In addition, the study describes boundaries of the suspicious mindset that underlies consumer responses to sales information. Theoretical and practical implications of the finding are discussed, as are future research directions.
Journal of the Academy of Marketing Science – Springer Journals
Published: Oct 26, 2012
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.