IDEAS home Printed from
MyIDEAS: Log in (now much improved!) to save this paper

Confidence via correction: The effect of judgment correction on consumer confidence

Listed author(s):
  • Francine Espinoza Petersen

    (ESMT European School of Management and Technology)

  • Rebecca Hamilton

    (University of Maryland)

Registered author(s):

    At times, consumers are motivated to reduce the influence of a product recommendation on their judgments. Based on previous research, it is unclear whether this correction process will increase or decrease consumers’ confidence in their judgments. We find that source credibility moderates the effect of correction on confidence: correction decreases confidence when a product recommendation comes from a high credibility source but increases confidence when the same message comes from a low credibility source. As a result, correction increases the effectiveness of recommendations from low credibility sources on purchase intentions. Notably, this “confidence via correction” effect is further moderated by elaboration, such that the effect is attenuated for high elaboration consumers. Our results have implications for understanding consumers’ reactions to persuasive messages and for both marketing practitioners and consumer protection agencies using correction cues to influence message persuasiveness.

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

    File URL:
    File Function: First version, 2013
    Download Restriction: no

    Paper provided by ESMT European School of Management and Technology in its series ESMT Research Working Papers with number ESMT-13-06.

    in new window

    Length: 39 pages
    Date of creation: 16 Jul 2013
    Publication status: Published in Journal of Consumer Psychology 24(1): 34–48.
    Handle: RePEc:esm:wpaper:esmt-13-06
    Contact details of provider: Postal:
    Schlossplatz 1, 10178 Berlin

    Phone: +49 (0)30 21231 0
    Fax: +49 (0)30 21231 9
    Web page:

    More information through EDIRC

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

    in new window

    1. Johar, Gita Venkataramani & Simmons, Carolyn J, 2000. " The Use of Concurrent Disclosures to Correct Invalid Inferences," Journal of Consumer Research, Oxford University Press, vol. 26(4), pages 307-322, March.
    2. Brinol, Pablo & Petty, Richard E & Tormala, Zakary L, 2004. " Self-Validation of Cognitive Responses to Advertisements," Journal of Consumer Research, Oxford University Press, vol. 30(4), pages 559-573, March.
    3. Gavan J. Fitzsimons & Donald R. Lehmann, 2004. "Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses," Marketing Science, INFORMS, vol. 23(1), pages 82-94, September.
    Full references (including those not matched with items on IDEAS)

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    When requesting a correction, please mention this item's handle: RePEc:esm:wpaper:esmt-13-06. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (ESMT Faculty Publications)

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    This information is provided to you by IDEAS at the Research Division of the Federal Reserve Bank of St. Louis using RePEc data.