Skip to: search, navigation, or content.


Indiana University Bloomington

Center for the Business of Life Sciences

Email Updates

Enter email below to sign up:

The Kelley Advantage

Our Life Sciences Research Fellows are academic all-stars who focus on the business and economic issues and challenges faced by life sciences companies.

Publications

Journal Articles

Anticipated Group Interaction: Valence Asymmetries in Attitude Shift

2007, Journal of Consumer Research

Adam Duhachek, Shuoyang Zhang, H. Shanker Krishnan

Abstract

Many consumer decisions are influenced by social interaction with other consumers. This research proposes that negative group information induces asymmetric effects on individual attitudes toward a product, depending on anticipated group interaction as a moderating variable. More specifically, negative group information is expected to induce more attitude change on consumers who hold positive attitudes. However, an opposite pattern of results is predicted when consumers anticipate discussing their product attitude with a group. Namely, negative group information should stimulate more attitude change on consumers who hold negative attitudes. In two experiments, we show reliable support for this interaction between individual attitude valence, group attitude valence, and anticipated group interaction. We also provide evidence in support of the theoretically predicted mechanism responsible for these effects. Implications for the emerging consumer literatures on valence asymmetry and anticipated group interaction are discussed.

Citation

Duhachek, Adam, Shuoyang Zhang, and H. Shanker Krishnan (2007), "Anticipated Group Interaction: Coping with Valence Asymmetries in Attitude Shift," Journal of Consumer Research, Vol. 34, No. 3, pp. 395-405.