Abstract
Consumers often interact with agents to obtain advice about products and services. A consumer’s evaluation of an agent as a source of personalized advice depends, in part, on the extent to which the consumer believes the agent knows and shares her tastes. In this research, we show a positivity effect in the agent evaluation process, whereby consumers perceive alternatives they love (compared to hate) to be more informative to agents about their tastes, and hence more diagnostic to agents for predicting their future evaluations. Further, we show that this positivity effect is moderated by the agent’s level of agreement with the consumer, and is driven by the greater accessibility of information about loved, compared to hated, alternatives. We discuss the implications of these results for interpersonal judgments and agent choice.
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Gershoff, A.D., Mukherjee, A. & Mukhopadhyay, A. “I love it” or “I hate it”? The positivity effect in stated preferences for agent evaluation. Market Lett 17, 103–117 (2006). https://doi.org/10.1007/s11002-006-4594-8
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DOI: https://doi.org/10.1007/s11002-006-4594-8