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The power of controversy: the role of conflict on consumers- willingness to pay
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Resumo(s)
This study aims to understand the reasons behind some brands do not reap all the benefits from engaging in controversial topics. I hypothesized that controversial brands are perceived as more conflictual than non-controversial brands and that that conflict influenced the consumers’ willingness to pay. To test the hypothesis an experimental study was conducted in which the scenarios presented were chosen based on a pre-test experiment. Results supported both hypotheses.
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Palavras-chave
Consumer behavior Controversial brands Conflict Willingness to pay