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The Ambivalent Consumer: A Sequential Investigation of Response Amplification in Buyer-Seller Encounters
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The Ambivalent Consumer: A Sequential Investigation of Response Amplification in Buyer-Seller Encounters (2015)The Ambivalent Consumer: A Sequential Inv…Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas (2012)Advancing Sales Performance R…The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation (2005)The Effects of Sales Message …Ambivalence, discomfort, and motivated information processing (2005)Ambivalence, discomfort, and …Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion (2004)Goal Seeker and Persuasion Se…Thinking and caring about cognitive inconsistency: When and for whom does attitudinal ambivalence feel uncomfortable? (2002)Thinking and caring about cog…Coping with Ambivalence: The Effect of Removing a Neutral Option on Consumer Attitude and Preference Judgments (2002)Coping with Ambivalence: The …Extending the bases of subjective attitudinal ambivalence: Interpersonal and intrapersonal antecedents of evaluative tension. (2001)Extending the bases of subjec…Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent (2000)Consumers' Use of Persuasion …Attitudinal Ambivalence: A Test of Three Key Hypotheses (2000)Attitudinal Ambivalence: A Te…Toward an Understanding of Consumer Ambivalence (1997)Toward an Understanding of Co…Ambivalence and Persuasion: The Processing of Messages about Immigrant Groups (1996)Ambivalence and Persuasion: T…Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications. (1995)Preference for consistency: T…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Basics of Qualitative Research: Grounded Theory Procedures and Techniques. (1992)Basics of Qualitative Researc…Self-consciousness and social anxiety (1980)Self-consciousness and social…On the ambivalence-indifference problem in attitude theory and measurement: A suggested modification of the semantic differential technique. (1972)On the ambivalence-indifferen…A Theory of Cognitive Dissonance (1957)The Psychology of Self-Affirmation: Sustaining the Integrity of the Self (1988)Exploring the Latent Structure of Strength‐related Attitude Attributes (2006)Chapter 3 Action‐Based Model of Dissonance (2009)The Agony of Ambivalence and Ways to Resolve It: Introducing the MAID Model (2009)A Theory of Cognitive Dissonance (2017)The Psychology of Interpersonal Relations. 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References

  • 1992Basics of Qualitative Research: Grounded Theory Procedures and Techniques.29,249 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 2000Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent1,339 cited
  • 1980Self-consciousness and social anxiety1,254 cited
  • 1972On the ambivalence-indifference problem in attitude theory and measurement: A suggested modification of the semantic differential technique.808 cited
  • 1995Preference for consistency: The development of a valid measure and the discovery of surprising behavioral implications.728 cited
  • 2002Thinking and caring about cognitive inconsistency: When and for whom does attitudinal ambivalence feel uncomfortable?350 cited
  • 2000Attitudinal Ambivalence: A Test of Three Key Hypotheses342 cited
  • 1997Toward an Understanding of Consumer Ambivalence337 cited
  • 2004Goal Seeker and Persuasion Sentry: How Consumer Targets Respond to Interpersonal Marketing Persuasion301 cited
  • 1996Ambivalence and Persuasion: The Processing of Messages about Immigrant Groups285 cited
  • 2001Extending the bases of subjective attitudinal ambivalence: Interpersonal and intrapersonal antecedents of evaluative tension.255 cited
  • 2002Coping with Ambivalence: The Effect of Removing a Neutral Option on Consumer Attitude and Preference Judgments237 cited

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  • 2012Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas209 cited
  • 2005The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation199 cited
  • 2005Ambivalence, discomfort, and motivated information processing190 cited
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