We review research on the role of high-quality listening behavior in attitude change. We
examine how listening behaviors can impact attitudes and the mechanisms underlying these …

While sponsorship disclosure is proposed as a remedy for covert marketing, ie, tactics such
that the persuasive nature of the communication is not clear to consumers, little is known …

When conversing with skeptical listeners, honest speakers face the challenge of proving the
credibility of their message. What can speakers do? We argue that incurring an observable …

Although ideological messages are thought to inspire employee performance, research has
shown mixed results. Typically, ideological messages are delivered by leaders, but …

Times of crisis bring about increased demands on businesses as shortages, or unexpected
but significant, business costs are encountered. Passing on such costs to consumers is a …

We report the results of two experiments that provide evidence that investors' risk judgments
are affected by the numerical format used to describe outcomes within accounting …

Scholars have historically assumed that consumers' persuasion knowledge is invariably
linked to skepticism about advertising and marketing. As a result, studies have often used …

Organizational research on workplace sexuality generally focuses on sexual harassment or
workplace romance to the exclusion of strategic forms of sexuality (ie, the instrumental use of …

As part of the online product and service selection and purchase process, many consumers
consult and rely on online product reviews. In order to persuade potential customers to buy …

Marketers often use numerical comparisons in promotional claims to signal superior product
offerings. A potentially misleading practice involves omitting the reference point deliberately …