Strategic framing to influence clients’ risky decisions
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DOI: 10.1007/s11238-019-09691-x
Abstract: This paper develops a model of persuasive demand inducement in the expert–client relationship. The expert frames the decision on whether or not to buy expert services faced by a client with prospect-theoretic preferences, by making… read more here.
Keywords: strategic framing; influence clients; reference point; framing influence ... See more keywords