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

by Stacey R. Finkelstein and Ayelet Fishbach

 

Abstract: 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 document 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 positi