Skip to content

Tell Me What I Did Wrong: Experts Seek and Respond to Negative Feedback

by Stacey R. Finkelstein, Ayelet Fishbach
Journal of Consumer Research ()
Get full text at journal


A large proportion of marketing communication concerns feedback to consumers. This article explores what feedback people seek and respond to. We predict and find a shift from positive to negative feedback as people gain expertise. We doc- ument this shift in a variety of domains, including feedback on language acquisition, pursuit of environmental causes, and use of consumer products. Across these domains, novices sought and responded to positive feedback, and experts sought and responded to negative feedback. We examine a motivational account for the shift in feedback: positive feedback increased novices’ commitment, and negative feedback increased experts’ sense that they were making insufficient progress. F

Cite this document (BETA)

Readership Statistics

212 Readers on Mendeley
by Discipline
35% Business, Management and Accounting
20% Social Sciences
20% Psychology
by Academic Status
25% Student > Ph. D. Student
14% Researcher
13% Student > Master
by Country
4% United States
2% United Kingdom
1% France

Sign up today - FREE

Mendeley saves you time finding and organizing research. Learn more

  • All your research in one place
  • Add and import papers easily
  • Access it anywhere, anytime

Start using Mendeley in seconds!

Sign up & Download

Already have an account? Sign in