دانلود مقاله ISI انگلیسی شماره 52085
عنوان فارسی مقاله

پیش بینی واکنش های مشتریان: چگونه ادراک از رفتار استراتژیک پذیرش مشاوره را تحت تاثیر قرار میدهد؟

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
52085 2011 13 صفحه PDF سفارش دهید محاسبه نشده
خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.
عنوان انگلیسی
Forecasting clients’ reactions: How does the perception of strategic behavior influence the acceptance of advice?
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : International Journal of Forecasting, Volume 27, Issue 1, January–March 2011, Pages 121–133

کلمات کلیدی
مشاوره - منافع شخصی - اعتماد - تصمیم سازی
پیش نمایش مقاله
پیش نمایش مقاله پیش بینی واکنش های مشتریان: چگونه ادراک از رفتار استراتژیک پذیرش مشاوره را تحت تاثیر قرار میدهد؟

چکیده انگلیسی

Because they want high quality information, people often follow advice from advisors with high levels of expertise and confidence, and a reputation for accuracy. However, clients cannot always be sure that an advisor is actually using a knowledge advantage to act in the client’s best interests. In two studies we investigated the influence of an advisor’s perceived degree of self-interested intention on the client’s intention to accept and use their advice. We report two experiments in which clients received the same advice from a supposed representative of either a profit or a non-profit organization. The results of our first study suggest that clients who were confronted with an advisor from an organization with a profit-oriented background ascribed higher levels of self-interested intentions to the advisor and perceived the advisor to be less trustworthy. Furthermore, clients were less willing to rely on the advisor’s recommendation, and this effect was mediated by the perceived trustworthiness of the advisor. In our second study we conceptually replicated the findings of Study 1 using behavioral measures, and also differentiated three different facets of trustworthiness (competence, benevolence and integrity) in the interaction between advisor and client.

خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.