57,312 research outputs found
Consumer responses to corporate offshoring practices
No full textPurpose. Our research investigates consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these responses. To do these, we examine offshoring strategy communication from the point of view of Regulatory Focus Theory (RFT).
Design/methodology/approach. We tested our hypotheses in two different studies. Study 1 examines the associations between company offshoring motives and consumer’s prevention or promotion inferences about the company’s practices. Study 2 tests if and how the interaction effect between respondents’ self-regulatory focus and the company offshoring motive affects respondents’ attitude toward the offshoring company.
Findings. Our study demonstrated that each of three offshoring motives activates unique self-regulatory orientations (promotion or prevention focus) in consumers, and regulatory fit positively affects consumer attitudes toward the offshoring company.
Practical implications. Results suggest how to communicate company offshoring decisions to consumers. By trying to instill a particular regulatory focus in the public with their communication tools, companies can create a better match in the public eye, gaining more positive consumer evaluations.
Originality/value. This research shows the mechanisms through which consumers respond differently to specific offshoring motives communicated by a company. By building on psychology theory, our study gains insights into the consumer reactions to company offshoring and, to our knowledge, no research to date has examined these mechanisms
My anger is your gain, my contempt your loss: Explaining consumer responses to corporate wrongdoing
No full textTwo forms of consumer response to corporate wrongdoing are constructive punitive actions (i.e., those designed to induce firms to change their behavior but with the hope of sustaining relationships with consumers) and destructive punitive actions (i.e., those intended to discredit or harm firms, ultimately leading to disengagement from firms). This study investigates the conditions under which one or the other actions are taken and shows that anger regulates the former, whereas contempt governs the latter. Hypotheses are tested in two studies: a laboratory experiment and a naturalistic field study with an actual instance of recent corporate malfeasance. Theoretical and managerial implications are discussed
Hierarchical representation of motives in goal-setting
No full textThe authors developed a framework for thinking about motives in goal setting. The reasons for choosing a particular goal are represented in a hierarchical network of motives. To uncover context-specific motives and their interconnections, the authors propose a procedure based on the elicitation of justifications for one's goal. The authors applied the procedure to the motivation of volunteering to join the Italian Army by officers (N = 151) and 3 groups of enlisted soldiers (Garibaldi Brigade, N = 141; Folgore Brigade, N = 144; and volunteers in training, N = 150). The resulting idiographic motives and linkages between motives were validated by regressing attitudes, intentions to reenlist, and commitment toward the army on motives and linkages between motives. A heuristic nomothetic summary of goals, arranged in an interconnected hierarchy, was derived
Erratum to: Corporate Socially Responsible Initiatives and Their Effects on Consumption of Green Products (Journal of Business Ethics, DOI: 10.1007/s10551-014-2485-0)
No full textEmotions and decision making: Regulatory focus moderates motivational influences of anticipated emotions on attitudes
No full textWe investigate the moderating effects of self-regulatory foci (Higgins, 1996a) on the impact of anticipated emotions in decision making. We hypothesise that regulatory focus moderates the relationships between anticipated emotions of success and failure of performing an act and evaluations of the act. A promotion focus should highlight the role of dissatisfaction-satisfaction emotions in predicting evaluations, whereas a prevention focus should emphasise the impact of relaxationagitation emotions. Hypotheses were investigated in two studies. In the first, chronic self-regulatory orientations were assessed; in the second, self-regulatory concerns were manipulated. Results support the moderating effects of regulatory foci on the impact of negative anticipated emotions: Anticipated agitation induces more favourable action evaluations under a prevention focus; and anticipated dejection leads to more favourable action evaluations under a promotion focus. No interaction was detected involving positive emotions, suggesting that an asymmetry may exist in motivational regulation of emotional information
Brand community membership and the construction of meaning
No full textWe investigate one way that consumers find meaning in their lives through the joint experience of a brand with friends in a brand community. Using the laddering technique, we disclose the sense-making related to the participation of 174 members of Ducati motorcycle communities. The emergent cognitive map reveals that the members’ sense-making is related to a strong personal involvement with the focal brand and its social relatedness and symbolic mean- ings. These variables and their interconnections allow customers to define their relationships through the community. We also explore how elicited explanations for joining a community are efficacious in decision-making processes, through their influence on variables included in the theory of planned behavior. The findings provide a clearer explanation of consumer membership in brand communities than extant approaches and how customers define their identities through the centrality of the brand in their lives
Consumer Response to Corporate Irresponsible Behavior: Moral Emotions and Virtues
No full textA unique theoretical framework for explaining consumer word of mouth and protest behaviors against corporate irresponsibility is developed and tested. Through field surveys with adult consumers, this study demonstrates how consumers’ negative moral emotional responses to corporate infractions instigate, in combination with other-regarding virtues, negative word of mouth and protest toward the corporation. Negative moral emotions include contempt, anger, and disgust; whereas other-regarding virtues entail justice, beneficence, and communal cooperation. The results provide scholars and managers with means of improving their understanding and handling of consumers’ reactions to corporate irresponsibility
Consumer stakeholder responses to reshoring strategies
No full textOur research provides insights into the nature of consumer reactions to corporate reshoring. We test the impact of reshoring decisions on consumer willingness to buy and willingness to pay for the products of companies implementing reshoring decisions. We conduct three experimental studies: Study 1 analyzes the processes underlying consumer reactions to reshoring from a moral psychology perspective. Results show the mediating role of positive and negative moral emotions (i.e., gratitude and righteous anger) felt by consumers. Study 2 shows the important role of consumer attribution inferences of company motives for reshoring, and ethnocentrism dispositions of consumers, highlighting boundary conditions of proposed moderating mechanisms. Study 3 tests the proposed model in the context of an actual reshoring case, extending its range of application and addressing external validity. The results improve our understanding and handling of consumer reactions to corporate reshoring
The Hierarchical Cognitive Representation of Entrepreneur Motivation Toward Private Equity Financing
No full textReply
No full textHoward and Sawyer (Howard, D. J., A. G. Sawyer. 1988. Recall, recognition, and the dimensionality of memory for print advertisements: An interpretative reappraisal. in press.), hereafter H & S, raise two “conceptual” and four “methodological” issues with respect to our earlier article (Bagozzi and Silk [Bagozzi, R. P., A. J. Silk. 1983. Recall, recognition, and the measurement of memory for print advertisements. (Spring) 95–134.]). In this reply, we attempt to show that H & S's conceptual issues are based upon false premises about the purpose and substance of our paper and that the methodological criticisms are in three instances groundless and in the fourth unresolved and debatable.
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