Persuasione senza menzogna. Un'analisi empirica dei processi decisionali
Journal title MERCATI E COMPETITIVITÀ
Author/s Daniele Scarpi
Publishing Year 2006 Issue 2005/4
Language Italian Pages 19 P. File size 167 KB
DOI
DOI is like a bar code for intellectual property: to have more infomation
click here
Below, you can see the article first page
If you want to buy this article in PDF format, you can do it, following the instructions to buy download credits
FrancoAngeli is member of Publishers International Linking Association, Inc (PILA), a not-for-profit association which run the CrossRef service enabling links to and from online scholarly content.
Persuading without Liying: an Empirical Analysis of Decision Making A great deal of research has discussed the effects of presentation order and product category on decision making. However, very few studies empirically test the numerous theoretical suggestions, and such analyses are usually based on ad hoc experiments considering hypothetical situations (or bets) and small convenience samples. Here we investigate the effects of presentation order considering a natural setting and using real data, for two different products (computers and clothes). The empirical results provide support to some of the key-hypotheses advanced by the relevant literature, but also highlight some nuances and differences. These suggest that the effects depend upon the nature of the information considered and upon the type of product. In fact, the effects are emphasized when characteristics are more difficult to compare and where there is a greater interaction between consumers and products.
Daniele Scarpi, Persuasione senza menzogna. Un'analisi empirica dei processi decisionali in "MERCATI E COMPETITIVITÀ" 4/2005, pp , DOI: