TY - JOUR
AU1 - Joiner, Therese A
AU2 - Leveson, Lynne
AU3 - Langfield-Smith, Kim
AB - This study examines the relationships among the extent of use of technical language                 in an advisory context, the understandability of the advice offered, perceptions of                 the adviser's expertise and trustworthiness, and the subsequent persuasion                 effects. The responses of 186 participants, randomly assigned to view one of two                 videotapes (one tape low in the use of technical terms, the other high), were                 analysed using structural equation modelling. The results indicate that the overuse                 of technical language in a lay client consultation reduces clients'                 understanding of the advice offered. Lowered advice understandability negatively                 affects clients' perceptions of the professional adviser's                 expertise and trustworthiness and, subsequently, client's intention to seek                 the professional's advice.
TI - Technical Language, Advice Understandability, and Perceptions of Expertise                 and Trustworthiness: The Case of the Financial Planner
JF - Australian Journal of Management
DO - 10.1177/031289620202700102
DA - 2002-06-01
UR - https://www.deepdyve.com/lp/sage/technical-language-advice-understandability-and-perceptions-of-fVIKLJ0VIN
SP - 25
EP - 43
VL - 27
IS - 1
DP - DeepDyve
ER -