1,721,428 research outputs found
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
Full text linkWe 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
The Hierarchical Cognitive Representation of Entrepreneur Motivation Toward Private Equity Financing
No full text
Corporate socially responsible initiatives and their effects on consumption of green products
Full text linkCorporate social responsibility (CSR) research has focused often on the business returns of corporate social initiatives but less on their possible social returns. We study an actual company-consumer partnership CSR initiative promoting ecologically correct and conscious consumption of bottled mineral water. We conduct a survey on adult consumers to test the hypotheses that consumer skepticism toward the company-consumer partnership CSR initiative and the moral emotion of elevation mediate the relationship between company CSR motives perceived by consumers and consumer behavioral responses following this CSR initiative. Favorable consumer behavioral responses, in turn, relate positively to consumer support of other green products. The results provide scholars and managers with means of improving their understanding and handling of company-consumer partnership CSR initiatives
Self control and the regulation of dieting decisions: The role of prefactual attitudes, subjective norms, and resistance to temptations
No full textThis article investigates cognitive and motivational decision processes in the pursuit of dieting goals and implements the theory of trying in a field study. The theory of trying is an extension of the theory of planned behavior and investigates the effects on intentions of (a) 3 prefactual attitudes (attitudes toward success, failure, and the process of goal striving), (b) subjective norms, and (c) perceived behavioral control (i.e., resistance to temptation). Dieting decisions of 609 adult women were studied. Perceived behavioral control in the form of resistance to temptation was found to interact with subjective norms to influence intentions, and the 3 forms of prefactual attitudes had additive effects on intentions
Consumer responses to corporate offshoring practices
Full text linkPurpose. 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
- …
