Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence

Martine van der Heide; Bob Fennis; Koert van Ittersum; Debra Trampe

Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence

Martine van der Heide, Bob Fennis, Koert van Ittersum, Debra Trampe

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

Abstract

Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers’ proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.

Original language	English
Title of host publication	Advances in Consumer Research
Editors	Kristin Diehl, Carolyn Yoon
Place of Publication	Duluth, MN
Publisher	Association for consumer research
Pages	811
Volume	43
Publication status	Published - 2015

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@inproceedings{f0dce99cb2ef401496898c152ecbd6b9,

title = "Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence",

abstract = "Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers{\textquoteright} proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.",

author = "{van der Heide}, Martine and Bob Fennis and {van Ittersum}, Koert and Debra Trampe",

year = "2015",

language = "English",

volume = "43",

pages = "811",

editor = "{ Diehl}, Kristin and Carolyn Yoon",

booktitle = "Advances in Consumer Research",

publisher = "Association for consumer research",

}

Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence. / van der Heide, Martine; Fennis, Bob ; van Ittersum, Koert et al.
Advances in Consumer Research. ed. / Kristin Diehl; Carolyn Yoon. Vol. 43 Duluth, MN: Association for consumer research, 2015. p. 811.

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

TY - GEN

T1 - Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence

AU - van der Heide, Martine

AU - Fennis, Bob

AU - van Ittersum, Koert

AU - Trampe, Debra

PY - 2015

Y1 - 2015

N2 - Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers’ proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.

AB - Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers’ proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.

M3 - Conference contribution

VL - 43

SP - 811

BT - Advances in Consumer Research

A2 - Diehl, Kristin

A2 - Yoon, Carolyn

PB - Association for consumer research

CY - Duluth, MN

ER -

Entitlement Can Both Decrease and Increase Consumer Susceptibility to Social Influence

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