When Blemishing Leads to Blossoming: The Positive Effect of Negative Information

  title={When Blemishing Leads to Blossoming: The Positive Effect of Negative Information},
  author={Danit Ein-Gar and Baba Shiv and Zakary L. Tormala},
  journal={Journal of Consumer Research},
This research uncovers a counterintuitive effect of negative information, showing that under specifiable conditions people will be more favorably disposed to a product when a small dose of negative information is added to an otherwise positive description. This effect is moderated by processing effort and presentation order, such that the enhanced positive disposition toward the product following negative information emerges when the information is processed effortlessly rather than effortfully… 
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Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
  • M. Hussein, Zakary L. Tormala
  • Psychology
    Personality and social psychology review : an official journal of the Society for Personality and Social Psychology, Inc
  • 2021
Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low- status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions.


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