When thinking you’re good makes you dumber: An investigation of consumers’ earned dogmatism

Damien Chaney (), Magali Trelohan () and David Moroz ()
Additional contact information
Damien Chaney: Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School
Magali Trelohan: Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School, LEGO - Laboratoire d'Economie et de Gestion de l'Ouest - UBS - Université de Bretagne Sud - UBO - Université de Brest - IMT - Institut Mines-Télécom [Paris] - IBSHS - Institut Brestois des Sciences de l'Homme et de la Société - UBO - Université de Brest - UBL - Université Bretagne Loire - IMT Atlantique - IMT Atlantique - IMT - Institut Mines-Télécom [Paris]
David Moroz: EM Normandie - École de Management de Normandie = EM Normandie Business School

Post-Print from HAL

Abstract: While dogmatism has been regarded as a personality trait in consumer research, this study delves into earned dogmatism, specifically dogmatism acquired by consumers through the accumulation of knowledge on a particular subject, leading to closed-minded cognition. Through a series of experiments, we demonstrate that subjective knowledge correlates with closed-mindedness. The data also indicate that objective knowledge moderates the relationship between subjective knowledge and closed-minded cognition, such that individuals exhibiting the highest degree of closed-mindedness are those with a significant miscalibration of their knowledge, characterized by low objective knowledge and high subjective knowledge. Finally, our findings underscore the paradox in which dogmatic individuals engage in word-of-mouth about a subject despite their closed-mindedness toward it. While previous research has demonstrated that consumer knowledge can have negative consequences for individuals, we suggest that these detrimental effects may also extend to the brands themselves, potentially leading to the dissemination of outdated or misleading information.

Keywords: dogmatism; knowledge; expertise; closed-minded cognition; word-of-mouth (search for similar items in EconPapers)
Date: 2025-05
References: Add references at CitEc
Citations:

Published in Journal of Business Research, 2025, 194, pp.115351. ⟨10.1016/j.jbusres.2025.115351⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05108129

DOI: 10.1016/j.jbusres.2025.115351

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().