Am I Being Manipulated?: The Effects of Co-Creation and Sales Person Orientation on Customer Affect

Weiling Zhuang; Obinna Obilo; David Locander; Julie Moulard

doi:10.1007/978-3-319-10912-1_255

Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect

Weiling Zhuang, Obinna Obilo, David Locander, Julie Moulard

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

Abstract

Manipulation is the act of cleverly or deviously influencing someone or something. When individuals perceive a loss of control in a situation, they feel manipulated. Feeling in control is an invaluable state of mind for consumers in general. In fact, the psychology literature supports the notion that individuals derive more satisfaction from interpersonal interactions when they feel in control (Shutz, 1966).

Original language	English
Title of host publication	Developments in Marketing Science
Subtitle of host publication	Proceedings of the Academy of Marketing Science
Publisher	Springer Nature
Pages	829
Number of pages	1
DOIs	https://doi.org/10.1007/978-3-319-10912-1_255
State	Published - 2015
Externally published	Yes

Publication series

Name	Developments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)	2363-6165
ISSN (Electronic)	2363-6173

Access to Document

10.1007/978-3-319-10912-1_255

Cite this

Zhuang, W., Obilo, O., Locander, D., & Moulard, J. (2015). Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 829). (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). Springer Nature. https://doi.org/10.1007/978-3-319-10912-1_255

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Zhuang, W, Obilo, O, Locander, D & Moulard, J 2015, Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect. in Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Springer Nature, pp. 829. https://doi.org/10.1007/978-3-319-10912-1_255

Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect. / Zhuang, Weiling; Obilo, Obinna; Locander, David et al.
Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature, 2015. p. 829 (Developments in Marketing Science: Proceedings of the Academy of Marketing Science).

Research output: Chapter in Book/Report/Conference proceeding › Chapter › peer-review

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Zhuang W, Obilo O, Locander D, Moulard J. Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer Nature. 2015. p. 829. (Developments in Marketing Science: Proceedings of the Academy of Marketing Science). doi: 10.1007/978-3-319-10912-1_255

Am I Being Manipulated? The Effects of Co-Creation and Sales Person Orientation on Customer Affect

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