Matches in SemOpenAlex for { <https://semopenalex.org/work/W2912307787> ?p ?o ?g. }
- W2912307787 endingPage "400" @default.
- W2912307787 startingPage "382" @default.
- W2912307787 abstract "Sellers often make claims about product strengths without providing evidence. Even though such claims are mere puffery, we show that they can be credible because talking up any one strength comes at the implicit trade-off of not talking up another potential strength. Puffery pulls in some buyers who value product attributes that are talked up or emphasized while pushing away other buyers who infer that the attributes they value are relative weaknesses. When the initial probability of making a sale is low, there are more potential buyers to pull in than to push away, so puffery is persuasive overall. This persuasiveness requires that buyers have some privacy about their preferences so that the seller does not completely pander to them. More generally, the results show how comparative cheap talk by an expert to a decision maker can be credible and persuasive in standard discrete choice models used throughout marketing, economics, and other disciplines." @default.
- W2912307787 created "2019-02-21" @default.
- W2912307787 creator A5022836714 @default.
- W2912307787 creator A5043459542 @default.
- W2912307787 date "2014-05-01" @default.
- W2912307787 modified "2023-10-16" @default.
- W2912307787 title "Persuasive Puffery" @default.
- W2912307787 cites W1542183466 @default.
- W2912307787 cites W1861304566 @default.
- W2912307787 cites W1976559812 @default.
- W2912307787 cites W1978730488 @default.
- W2912307787 cites W1980165907 @default.
- W2912307787 cites W1993081922 @default.
- W2912307787 cites W1997302430 @default.
- W2912307787 cites W2030653824 @default.
- W2912307787 cites W2039642656 @default.
- W2912307787 cites W2040570331 @default.
- W2912307787 cites W2046279784 @default.
- W2912307787 cites W2050495532 @default.
- W2912307787 cites W2056141923 @default.
- W2912307787 cites W2064927577 @default.
- W2912307787 cites W2074105490 @default.
- W2912307787 cites W2085279657 @default.
- W2912307787 cites W2088687286 @default.
- W2912307787 cites W2096863171 @default.
- W2912307787 cites W2097508961 @default.
- W2912307787 cites W2099113722 @default.
- W2912307787 cites W2104203575 @default.
- W2912307787 cites W2113193403 @default.
- W2912307787 cites W2115747715 @default.
- W2912307787 cites W2129714381 @default.
- W2912307787 cites W2133198311 @default.
- W2912307787 cites W2139310393 @default.
- W2912307787 cites W2140460927 @default.
- W2912307787 cites W2145090632 @default.
- W2912307787 cites W2151842703 @default.
- W2912307787 cites W2160003140 @default.
- W2912307787 cites W2169548566 @default.
- W2912307787 cites W2190357215 @default.
- W2912307787 cites W3121520062 @default.
- W2912307787 cites W3121788001 @default.
- W2912307787 cites W3122952517 @default.
- W2912307787 cites W3123049385 @default.
- W2912307787 cites W3123210450 @default.
- W2912307787 cites W3123460781 @default.
- W2912307787 cites W3123656034 @default.
- W2912307787 cites W3123847571 @default.
- W2912307787 cites W3123985363 @default.
- W2912307787 cites W3124044005 @default.
- W2912307787 cites W3124184603 @default.
- W2912307787 cites W3125569873 @default.
- W2912307787 cites W3125811785 @default.
- W2912307787 cites W4230282522 @default.
- W2912307787 cites W4233542395 @default.
- W2912307787 cites W4242051503 @default.
- W2912307787 cites W4255572092 @default.
- W2912307787 doi "https://doi.org/10.1287/mksc.2013.0826" @default.
- W2912307787 hasPublicationYear "2014" @default.
- W2912307787 type Work @default.
- W2912307787 sameAs 2912307787 @default.
- W2912307787 citedByCount "50" @default.
- W2912307787 countsByYear W29123077872015 @default.
- W2912307787 countsByYear W29123077872016 @default.
- W2912307787 countsByYear W29123077872017 @default.
- W2912307787 countsByYear W29123077872018 @default.
- W2912307787 countsByYear W29123077872019 @default.
- W2912307787 countsByYear W29123077872020 @default.
- W2912307787 countsByYear W29123077872021 @default.
- W2912307787 countsByYear W29123077872022 @default.
- W2912307787 countsByYear W29123077872023 @default.
- W2912307787 crossrefType "journal-article" @default.
- W2912307787 hasAuthorship W2912307787A5022836714 @default.
- W2912307787 hasAuthorship W2912307787A5043459542 @default.
- W2912307787 hasConcept C106485872 @default.
- W2912307787 hasConcept C112698675 @default.
- W2912307787 hasConcept C119857082 @default.
- W2912307787 hasConcept C144133560 @default.
- W2912307787 hasConcept C162324750 @default.
- W2912307787 hasConcept C162853370 @default.
- W2912307787 hasConcept C175444787 @default.
- W2912307787 hasConcept C2524010 @default.
- W2912307787 hasConcept C2776291640 @default.
- W2912307787 hasConcept C33923547 @default.
- W2912307787 hasConcept C41008148 @default.
- W2912307787 hasConcept C90673727 @default.
- W2912307787 hasConceptScore W2912307787C106485872 @default.
- W2912307787 hasConceptScore W2912307787C112698675 @default.
- W2912307787 hasConceptScore W2912307787C119857082 @default.
- W2912307787 hasConceptScore W2912307787C144133560 @default.
- W2912307787 hasConceptScore W2912307787C162324750 @default.
- W2912307787 hasConceptScore W2912307787C162853370 @default.
- W2912307787 hasConceptScore W2912307787C175444787 @default.
- W2912307787 hasConceptScore W2912307787C2524010 @default.
- W2912307787 hasConceptScore W2912307787C2776291640 @default.
- W2912307787 hasConceptScore W2912307787C33923547 @default.
- W2912307787 hasConceptScore W2912307787C41008148 @default.
- W2912307787 hasConceptScore W2912307787C90673727 @default.
- W2912307787 hasIssue "3" @default.