1,721,032 research outputs found
Cause related marketing: The role of mental accounting, price and product type
No full textCause related marketing is a strategy in which for every product sold, the company contributes a share of proceeds to a social cause. Previous studies showed that psychological factors have an influence on consumers’ perception of the product-social cause link. The present study aims to verify if mental accounting could affect people’s evaluation of CRM program. This effect is supposed to be different when comparing high and low price or hedonistic and utilitarian products. Results confirm the hypothesis. Moreover, present findings show the different impact that product type and price range could have on consumers evaluations of CRM programs
Dehumanization after terrorism: the role of psychophysiological emotion regulation and trait emotional intelligence
Full text linkIn recent years, numerous terrorist attacks have been perpetrated, inducing a reaction even in people who were not directly exposed. In this scenery, we measured people’s blatant dehumanization of Arabs in the aftermath of the attack that took place in Manchester, UK in 2017. The goal of the present work was to assess how dehumanization of a whole group blamed for the attack was influenced by physiological regulation and trait emotional intelligence (trait EI). Further, we measured how this relation changed over time. Participants’ trait EI and psychophysiological regulation (as indexed by heart rate variability) were measured, a first time, in the immediate after math of the terrorist attack. After watching a video of the attack, participants were presented with a measure of blatant dehumanization. The same procedure was repeated 2 weeks later. Findings indicated that at Time 1 there was no effect of either physiological regulation or trait EI, as participants showed an overall tendency to dehumanized Arabs. At Time 2, however, dehumanization was predicted by an interaction between physiological regulation and trait EI. Among people displaying high reactivity when watching the video, those with low trait EI had a tendency to dehumanize Arabs more so than those with high trait EI (no significant effect of trait EI was found for people with low reactivity). The contributions of the present work to both theory and social policy are discussed
Nudging freelance professionals to increase their retirement pension fund contributions
Full text linkPeople do not save enough for retirement and this can have serious repercussions on their well-being. We tested an intervention in a large field study (N = 20,507) with the goal of nudging a population of freelance workers to save more for the future. First, we changed the default from the earlier contribution rate of 10% to a contribution rate of 20%, but left people free to choose how much they wanted to contribute. Second, those who reduced their contribution were reminded that they would receive a lower pension as a result. Third, we informed people about how much tax they would save as a result of their contribution. This nudging intervention proved to be a cost-effective, yet powerful way to remind people about the long-term implications of their savings decisions. It was also successful at counteracting the temptation to keep as much money as possible for present consumption while losing out on the long run. Overall, we were able to increase cash flow to the fund by more than eight million Euros (in addition to the roughly 50 million collected in the previous year), with an almost seven-fold increase in the number of people who chose to contribute more than the minimum
A test of the Behavioral versus the Rational model of Persuasion in Financial Advertising
Full text linkWe present a test of the behavioral versus the rational model of advertising in the financial market. We analyze the Granger-causality relationship existing between Comit stock market index and advertising of financial products and services from the most important daily published financial newspaper in Italy. We run the test for both the risky and non-risky advertising, finding that the behavioral model of advertising is supported when risky financial products and services are considered, while the rational model is true for the non-risky. We ascribe this result to the dual process of reasoning: When investors evaluate the decision to buy risky financial products and services, they activate the automatic, rapid decision making process. The behavioral model of advertising copes with it and provides an advertising strategy that responds to market evolutions. When non-risky financial products and services are considered, a different mental process, requiring slow and sequential reasoning, operates, compatibly with a rational decision making process
Emotional intelligence impact on half marathon finish times
No full textWe investigated how runners’ trait emotional intelligence (trait EI) influences their performance. Participants, recruited the day before a half marathon competition, were asked to report their experience and performance in previous races and to complete a trait EI questionnaire. Through a structural equation modeling approach, we demonstrated that runners’ trait EI was the main predictor of runners’ finish time. Specifically, trait EI emerged as the variable with the highest power to predict finish time over and above training. Overall, these results are consistent with the explanation that being effective at controlling emotions reduces the impact of fatigue and leads to better performance
The emotional cost of charitable donations
No full textDonations in support of a charitable cause can create a conflict between moral intuitions (e.g., fulfilling moral obligations and helping as many individuals in need as possible) and the cost entailed by following one’s moral intuitions (e.g., spending money). The present paper investigates this conflict by putting people in a situation in which they must choose whether to help three women by giving more money or help one woman by giving less. In addition, the paper uses the attraction effect paradigm to counteract the single victim effect and reduce the conflict. Experiment 1 demonstrates that in a two-alternative context the majority of participants choose to help one woman by giving t150 instead of helping three women by giving t450. Experiment 2 replicates this finding and highlights the role of emotion regulation strategies in the management of the emotional conflict arising in the two-alternative condition. In both studies, the introduction of a third, dominated alternative reduces the conflict and makes it easier to choose the programme asking for a higher donation and helping three women. Implications for charitable donations and the role of the conflict between moral intuitions and economic costs are discussed
How Previous Experiences of Choice and Rejection Influence Consumer Behavior
No full textIn two experiments we showed that consumers can use the outcome of their previous choices to attach an intuitive tag to the different brands. Such a tag becomes a useful information to reduce the effort of future decisions. However, Experiment 1 showed that such a tag may induce the consumers to make choices that are inconsistent with their stated order of preference and also to make choices that are inconsistent depending on whether a brand has been chosen or not on previous occasions. Experiment 2 showed that when consumers are asked to choose between two brands characterized by the same tag (either positive or negative) the effect disappears, suggesting that the effect induced by the outcome of previous decisions can only be exploited when it is an exclusively feature of one of the products in the choice set
Asymmetry between cost and benefit: The role of social value orientation, attention, and age
Full text linkPrevious work showed that the willingness to help is impacted by the perception of the cost for the donor and the benefit for the recipient. Here we set up to extend this literature by investigating the role played by social value orientation (SVO), attention, and age (early adolescents vs. middle-late adolescents vs. young adults). Results showed that these three variables have a significant impact on the perception of the cost and the benefit of a donation. Exploratory analyses showed that perception of the cost is predicted by a three-way interaction between SVO, attention, and age (but the same three-way interaction does not predict the perception of the benefit). Finally, we found that the way the perceived cost and the perceived benefit impact the willingness to help is different for early adolescents compared to the other two groups. Early adolescents’ decisions are less impacted by perceived cost (and more impacted by perceived benefit)
A strategy to communicate corporate social responsability: Cause related marketing and its dark side
No full textCause related marketing (CRM) is a strategy that aims to communicate a company’s strivingfor corporate social responsibility and to improve brand image. A strategy to increaseconsumers’ emotional involvement toward a product–cause association is to describe thecause in vivid terms. In two experiments we investigated how vivid messages mightincrease the effectiveness of CRM strategy. We sought to demonstrate that a vivid descriptionof the cause could infl uence consumers’ preferences and trust in the effective use ofmoney collected by selling the product. Experiment 1 results showed that individuals preferproducts associated with a vivid message of the social cause rather than products associatedwith a pallid message. Experiment 2 results suggested that vivid messages inducemore positive affective reactions and a higher trust in the effective use of money than pallidones. In the fi nal section, the implications of CRM for corporate social responsibility arediscussed
How decision context changes the balance between cost and benefit increasing charitable donations
Full text linkRecent research on charitable donations shows that donors evaluate both the impact of helping and its cost. We asked whether these evaluations were affected by the context of alternative charitable causes. We found that presenting two donation appeals in joint evaluation, as compared to separate evaluation, increased the perceived benefit of the cause ranked as more important (Study 1), and decreased its perceived cost, regardless of the relative actual costs (Study 2). Finally, we try to reconcile an explanation based on perceived cost and benefit with previous work on charitable donations
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