Question and answer encounters are generally thought to be a transaction based process. However, as many well-regarded studies have shown, most of the general public misinterpret the power dynamic of the interaction and misplace the control in favor of the answering person. Compounding this confusion, if the power is perceived to be with the asking person, the interaction is often viewed as unethical. This, of course, is a classic scenario in which a person’s low self esteem places them at a disadvantage.
Confidence is the key to functional consumer behavior
If we take the basic principle that gaining information is the overall goal of a question asking scenario. Then, why do most people assume that the information giver, not asker, is in control of the situation? For many consumers, the process of getting the right information for making a healthy purchase is a daunting scenario. Generally speaking, this distrust of asking questions comes from low self esteem. Consider that the person supplying the information has a large incentive to provide any kind of information to a consumer and only loses when the perspective customer is afraid to get necessary information.