On the curvilinear effect of suspicion on consumer judgement suspension
The role of uncertainty towards the brand and product imagery
Artemis Panigyraki (University of Warwick)
Athanasios Polyportis ( Erasmus Universiteit Rotterdam)
N. Kyriakopoulos (TU Delft - DesIgning Value in Ecosystems)
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Abstract
When exposed to advertisements, consumers are often suspicious of brand claims. To that end, prior research has explored how individuals evaluate claims to form a judgement under a state of suspicion. Yet, consumer research has not examined how suspicion affects consumers' suspension of their judgement towards the brand. We experimentally investigate the effects of three (low vs. moderate vs. high) levels of consumer suspicion on judgement suspension. Study 1 shows that compared with low or high levels, moderate levels of suspicion lead to significantly higher judgement suspension. Studies 2 and 3 replicate this inverted U-shaped effect for additional brand and product category contexts and unveil that uncertainty towards the brand mediates the effect of suspicion on judgement suspension. In turn, the impact of uncertainty towards the brand on judgement suspension is mediated by product imagery. This research corroborates the effects of suspicion on consumer judgement suspension.
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