Two studies indicate that entitlement—a sense that one deserves special treatment and is exempt from normal social demands—can both buffer and boost consumers’ proneness to social influence. Specifically, Study 1 shows that entitlement reduces susceptibility to consistency appeals. Study 2, however, indicates increased susceptibility to certain scarcity appeals.
|Title of host publication||Advances in Consumer Research|
|Editors||Kristin Diehl, Carolyn Yoon|
|Place of Publication||Duluth, MN|
|Publisher||Association for consumer research|
|Publication status||Published - 2015|