Effects of Consumer Expectations on Information Processing in Selling Encounters
作者研究了消费者对销售人员的先入为主预期如何影响其在销售场景中的信息处理方式。研究发现，当销售人员符合消费者预期（即被视为典型）时，产品评价不受所引用产品论点质量的影响。而通过想法列举和回忆数据，作者进一步发现，只有当销售人员与预期不一致时，消费者才会对信息进行分析性加工。
The study findings suggest that prior expectations about salespeople affect how consumers process information in a selling situation. When the salesperson is seen as typical, product evaluations are unaffected by the quality of the product arguments cited. Thought listing and recall data provide additional support for the notion that analytical processing of information occurs only when the salesperson is discrepant from expectations.