- BASTOS, W. and BRUCKS, M. (2017). “How and Why Conversational Value Leads to Happiness for Experiential and Material Purchases”, Journal of Consumer Research, 44, (3), 598–612. [Full paper] Abstract
This work presents convergent evidence that experiential purchases are more conducive to interpersonal conversations than are material purchases—that is, experiences have higher conversational value, which helps explain why they afford consumers greater happiness than do objects (Van Boven and Gilovich 2003). Further, two experiments demonstrate that factors known to differ between experiential and material purchases—closeness to the self, social approval, and purchase uniqueness—help explain why experiences are preferred as a topic of conversation over objects, and suggest a social motivation for talking more about experiences. Indeed, when the motivation to build a relationship with the conversation partner is removed, the preference to share about experiences (vs. objects) disappears. Together, these findings add to and help integrate the growing literature on the relation between purchase type (material vs. experiential) and purchase-related happiness.
- VERBEKE W., BELSCHACK F., BAGOZZI R. P., POZHARLIEV R., EIN-DOR T. (2017). “Why Some People Just “Can’t Get No Satisfaction”: Secure versus Insecure Attachment Styles Affect One’s “Style of Being in the Social World”, International Journal of Marketing Studies; Vol. 9, No. 2, . [Full paper] Abstract
We first seek to explore the relationship between attachment styles of professional financial service customers and their ability to experience customer satisfaction and build relationships with a commercial bank. Secure attached people identify with the commercial bank, feel satisfied and are loyal with the commercial bank. Second, we question whether attachment styles and degrees of satisfaction are also reflected in a capacity to feel pleasure in attachments to luxury products, feel happiness and pro-activeness, develop positive relationships with others, and sleep well for multiple samples of non-commercial customers. Apparently, secure attached people form enjoyable attachments with luxury goods/brands. Equally, in life in general they show a proactive attitude and generosity toward others, and feel low envy. Anxious attachment style relates negatively with appraisal of and relationship formation with commercial banks, negatively with enjoyment and attachment to luxury goods, and negatively with generosity towards people and happiness. In addition, anxious attachment style relates positively with envy towards people and low sleep quality. Avoidant attachment style does not relate with any of the above variables except for a negative association with happiness with life in general. Finally, none of the attachment styles scales relates with the BIS-BAS scale, except that anxious attachment relates with the BIS scale, indicating largely that the attachment system does not function as an approach-avoidance system but helps in homeostatic regulation of stress due to the experience of quiescence with others. By studying how attachment styles affect people in commercial and general social domains we hope to pave the way for further exploration of the fundamental mechanisms that drive secure attached people as opposed to insecure attached people to generally experience positive emotions and outcomes in life. We tentatively suggest that compared to insecure attached people, secure attached people possess a different “style of being in the social world.”
- BAGOZZI, R.P., BELANCHE, D., CASALO, L. V., and FLAVIAN, C. (2016). “The Role of Anticipated Emotions in Purchase Intentions”, Psychology & Marketing 33(8), 629-645. [Full paper] Abstract
Key personal inputs to decision making reside in expectations about whether a purchase or nonpurchase will make one feel better. Integrating several theoretical approaches, this research proposes a holistic framework formed by four kinds of anticipated emotions (AEs) resulting from the crossing of positive- or negative-valenced emotions with action or inaction. Specifically, this research proposes that consumers under a purchase scenario tend to consider positive and negative AEs of both purchase and nonpurchase in their decisions. Research in this area to date has been sparse and focused mostly on AEs with regard to purchase, but not nonpurchase. The results of four studies confirm that AEs influence purchase decisions in a coordinated way depending on their instrumentality, motivating purchase or nonpurchase. AEs also partially mediate the effect of outcome valence on purchase decisions. Taking the status quo bias as a theoretical basis, this work proposes that the amount of information of favorable and unfavorable outcome messages has a greater influence on AEs motivating purchase than AEs motivating nonpurchase. Finally, future research lines are proposed to expand the use of this fourfold framework and more generally to understand the role of forward-looking emotions in decision processes.
- BAGOZZI, R.P., BELSCHAK, F., VERBEKE, W., and GAVINO, J.C. (2016). “Salesperson Self-regulation of Pride: Effects on Adaptability, effort, and Citizenship Behaviors between Independent-based and Interdependent-based Cultures”, Spanish Journal of Marketing Research 20 (1), 1-17. [Full paper] Abstract
We investigate and compare how salespersons within an independent-based culture (the Netherlands) and an interdependent-based culture (the Philippines) experience and self-regulate pride that is evoked through praise and recognition by their managers. This self-regulation differentially influences behavior toward customers (through adaptive resource utilization and effort put forth) and colleagues (via company citizenship behaviors). For Dutch employees, the impact of pride on adaptive resource utilization and working hard in front of customers was moderated by dispositional proneness to pride and the tendency to self-regulate one’s pride so as to avoid hubris; toward colleagues, the experience of pride directly affected citizenship behaviors as main effects. For Filipinos, experienced pride had main effects on adaptive resource utilization and working hard in front of customers. With respect to citizenship behaviors, the effects of experienced pride were moderated by dispositional proneness to pride. As firms operate in international contexts and seek to sell to people from different cultures, managers need to understand how pride and its self-regulation function so as to better select, train, coach, compensate, and manage the salesforce.
- CHATZIDAKIS A., KASTANAKIS M. AND STATHOPOULOU A., (2016). “Socio-Cognitive Determinants of Consumers’ Support for the Fair Trade Movement”, Journal of Business Ethics, 133 (1), 95-109. [Full paper] Abstract
Despite the reasonable explanatory power of existing models of consumers’ ethical decision making, a large part of the process remains unexplained. This article draws on previous research and proposes an integrated model that includes measures of the theory of planned behavior, personal norms, self-identity, neutralization, past experience, and attitudinal ambivalence. We postulate and test a variety of direct and moderating effects in the context of a large scale survey study in London, UK. Overall, the resulting model represents an empirically robust and holistic attempt to identify the most important determinants of consumers’ support for the fair-trade movement. Implications and avenues for further research are discussed.
- GASTON-BRETON C., HEILBRUNN B. (2016). “Consumer Behaviour – Happiness and Well-being”. Proceedings of the International Marketing Trends Conference – Special Session, January 21-23, Venice (Italy).
- MUKESH M., DILNEY GONCALVES G., MAYO M. (2016). “When Friends Show-off: Facebook and Well-Being”. Proceedings of the Winter Marketing Academic Conference (AMA), February 26-28, Las Vegas (US).
- PRAYAG G., AND SOSCIA I. (2016). “Guilt-Decreasing Marketing Appeals: The Efficacy of Vacation Advertising ON Chinese Tourists”. Journal of Travel & Tourism Marketing, Vol. 33, Issue 4, pp.551-565. [Full paper] Abstract
This study assesses the effectiveness of guilt-decreasing appeals in reducing anticipated guilt regarding a luxury vacation and the maintenance of the happiness associated with a guilty pleasure. An experiment involving two independent groups was conducted on a sample of Chinese tourists. The results show that guilt can be reduced without compromising the benefits of a guilty pleasure. The more successful an advertisement is in depressing anticipated guilt, the more successful it is in enhancing the attitude toward the advertisement and toward the promoted vacation. Implications for destination advertising are suggested.
- AMATULLI C., PELUSO M. A., DE ANAGELIS M., BAGOZZI R. P., SOSCIA I. AND GUIDO G. (2015). “Consumers’ Pro-Environmental Behaviors: The Role of Framing and Emotions” in NA Advances in Consumer Research; Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 449-450. [Full Paper] Abstract
Sustainability is a central issue for people’s well-being, but companies often fail in communicating and selling “green” products. This paper shows that using negative frames in communications activates a sense of shame in consumers, which in turn leads them to choose green products and develop pro-environmental attitudes.
- BOUKIS A., SIAMAGKA N.T., KASTANAKIS M. AND TABASSUM F. (2015). “Front-line employee deviance, encounter satisfaction and customer citizenship behavior: An experimental design”. Proceedings of the Academy of Marketing Science Conference, May 12-14, Denver, USA.
- DEMANGEOT C., BROECKERHOFF A., KIPNIS E., PULLIG C. AND VISCONTI L. M., (2015). “Consumer mobility and well-being among changing places and shifting ethnicities”. Marketing Theory, Vol. 15, Issue 2, pp 271-278. [Full paper] Abstract
(Market)places are spatial entities which individuals and groups might experience as meaningful. By highlighting the role of place in ethnic consumer research, this article argues that increased mobility and changing places render relatively stable notions of ethnicity outdated. We identify three main trajectories to revitalize future research on ethnicity. First, we demonstrate the need for research on ethnic identity to be underpinned by a better understanding of the role of place in identity processes. Second, we contend that the established migration/acculturation paradigm should be replaced by the mobility/adaptiveness paradigm. Third, we consider the profound effects of interethnic contact among mobile and immobile populations within shared places on individual and societal well-being.
- GIORDA M., NEPOMUCENO M. AND KASTANAKIS M., (2015). “Conspicuous Consumption and Perceived Risk”, Advances in Consumer research”, Vol. 42, pp 785-785. [Full paper] Abstract
This paper investigates the relationship between conspicuous consumption and perceived risk. The study explores whether perceived risk increases when individuals hear negative comments from an unknown source. The findings demonstrate that the Veblen and Bandwagon dimensions of conspicuous consumption relate strongly with social risk, though in quite opposite fashion.
- JAFARI A. AND VISCONTI L. M., (2015). “New directions in researching ethnicity in marketing and consumer behaviour: A well-being agenda”, Marketing Theory, Vol. 15, Issue 2, pp 265-270. [Full paper] Abstract
This special commentary section proposes new directions in researching the nexus of ethnicity and well-being under three themes of (1) mobility and shifting identities in relation to place, (2) empowerment and identity performance in relation to the virtual space, and (3) religious conflicts in relation to markets and spaces of consumption. The three short essays in this collection are geared towards accelerating research on ethnicity in marketing and consumer behaviour. They problematize the very nature of ethnicity in relation to space and how ethnicity is performed in different spaces by looking at the issues of social relations, transformations and conflict. They suggest potential areas of enquiry, particularly for new (doctor of philosophy) research projects, policy-focused research grant applications, conferences/seminars/workshops and also classroom activities and teaching purposes.
- KASTANAKIS M., (2015). “The marketing of craftsmanship”, INFO, Vol. 216, pp 34-35.
- KASTANAKIS M., RHODE A. K., VOYER B. (2015). “Co-creating stakeholder and brand identities: A crosscultural consumer perspective”, Proceedings of ANZMAC Annual conference, 30 November – 2 December 2015, Sydney, Australia.
- NEPOMUCENO M. V., LAROCHE M. (2015). “The Impact of Materialism and Anti-consumption Lifestyles on Personal Debt and Account Balances”, Journal of Business Research, Vol. 68, n. 3, p. 654-664. [Full Paper] Abstract
We investigated how anti-consumption lifestyles and materialism correlate with personal debt and account balances. The data collection was conducted in partnership with a financial institution which provided a representative sample of account holders and theirs personal debt and account balances. We found that the happiness dimension of materialism correlates positively with personal debt and negatively with account balances. Additionally, we found that the success dimension of materialism correlates negatively with personal debt and positively with account balances. We also found that frugality correlates positively with account balances and voluntary simplicity correlates negatively with personal debt. Finally, we explored how the interaction between the anti-consumption lifestyles and materialism dimensions correlates with account balances and personal debt. The implications of the findings for theory development, policy makers and transformative consumer research are discussed.
- RHODE A. K. AND VOYER B., (2015). “Do we see the world through the lens of culture? Exploring between and within cultural variations in perception and implications for advertising”, Proceedings of the European Marketing Academy (EMAC), 2015, May 26-29, Leuven, Belgium.
- RHODE A. K. AND VOYER B., (2015). “Questioning the one size fits all” approach to cultural advertising: Investigating between and within cultural variations”, Proceedings of the Gamma Symposium & European Marketing Academy (EMAC), 2015, May 26-29, Leuven, Belgium.
- RHODE A. AND VOYER B. (2015).“The Dangers of Grouping Countries Into Cultural Clusters: Investigating Between and Within Cultural Variations in Information Processing Styles and Its Consequences For Advertising”, Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 804-804. [Full paper] Abstract
Whether and how advertising should be standardized within and across cultures remains an unanswered question. We challenge the assumption of a uniform pan-Asian holistic attentional bias and suggest that advertising strategies for geographic regions rather than countries might be problematic given the effect of language structure on information processing styles.
- RHODE A. K. AND VOYER B., (2015). “The dangers of grouping countries into cultural clusters: Investigating between and within cultural variations in information processing styles and its consequences for advertising”, Proceedings of the Association For Consumer Research (North American Conference), 2015, October 1-4, New Orleans, USA.
- RHODE A. K. AND VOYER B., (2015). “Questioning the one size fits all’ approach to cultural advertising: Investigating between and within cultural variations in information processing styles”, Proceedings of the Association for Consumer Research (Asia Pacific), 2015, June 19-21, Hong Kong, SAR, China.
- SOLA D., COUTURIER J. AND VOYER B., (2015). “Unlocking patient activation: Coupling e-health solutions coupled with gamification”, British Journal of Healthcare Management, Vol. 21, Issue 5, pp 223-228, 6 p.
- SUMPRADIT N., BAGOZZI R.P., AND ASCIONE F.J. (2015). “Give me happiness or take away my pain: Explaining consumer responses to prescription drug advertising”, Cogent Business and Management, Vol. 2, Issue 1, 1-27. [Full Paper] Abstract
We examine how consumers react to direct-to-consumer advertising (DTCA) by investigating the role of goal compatibility between motivation to process advertisements and consumer self-concept. Specifically, we examine the interaction between self-regulatory (prevention versus promotion) focus and self-construal orientation (independent versus interdependent) and find that prevention (versus promotion) focused consumers form stronger intentions to speak with physicians and are more likely to discuss an advertised drug, when the ad uses an interdependence self-construal theme, whereas promotion (versus prevention) focused consumers form stronger intentions to speak with physicians and are more likely to discuss an advertised drug, when the ad uses an independent self-construal theme. The above two-way interaction was further found to be governed by attitudes toward DTCA. Under goal compatibility, consumers who had positive or neutral attitudes toward DTCA (versus negative) had stronger (a) intentions to speak with physicians about the advertised drug, (b) stronger intentions to speak with physicians about high cholesterol, (c) greater likelihood of discussing the drug with health professionals, and (d) greater likelihood of requesting a prescription, yet did not differ in perceptions of drug benefits and risks. Hypotheses were tested on a sample of 197 female staff and retirees (aged 40–80 years) at a large university.
- TRAN V. AND VOYER B., (2015), “Fostering innovation: An organizational perspective”, British Journal of Healthcare Management, March, Vol. 21, Issue 3, pp 141-145, 5 p. [Full paper] Abstract
This article offers an organisational perspective on innovation in healthcare. It suggests that healthcare managers can become active, rather than passive, forces of innovation and change adoption and can create positive organisational dynamics, by successfully identifying the inhibitors and enhancers of innovation processes. Four phases of the innovation process are introduced (i.e. problem identification, idea generation, idea evaluation and implementation), and the specificities of the individual, team and organisational context are considered to overcome barriers to innovation. Finally, the article highlights the iterative nature of innovation in relation to the four phases of innovation and illustrates how ideas are transferred and transformed as they unfold across organisational levels.
- VISCONTI, L. M., (2015).“A Conversational Approach to Consumer Vulnerability: Performativity Representations, and Storytelling”. Journal of Marketing Management, 32(3-4), 371-385. [Full paper] Abstract
This conceptual article provides a conversational analysis of consumer vulnerability, which unveils how vulnerability is made through conversations and interactions among actors holding different market power positions. Three types of conversations prove fruitful to pursue a transformative research agenda improving vulnerable consumers’ well-being: (1) performativity, which unpacks agency and finalism in conversations; (2) social representations, which reveal uneven power positions and normativity expressed by participants in a conversation; and (3) storytelling, which reveals alternative and more powerful persuasive mechanisms of conversations framed as stories. Illustration for these types of conversations comes from extensive review of the literature on consumer vulnerability and from a critical consideration of my life-as-researcher with consumers as varied as gays, homeless people, migrants, second-generation immigrants, and subcultures of consumption.
- VOYER B., (2015). “Nudging’ behaviours in healthcare management: Insights from Behavioural Economics”, British Journal of Healthcare management, Vol. 21, Issue 3, pp 130-135, 6 p. [Full paper] Abstract
Since the creation of the Behavioural Insight Team in 2010, the word ‘nudge’ has become a popular one in social and public policy. According to policymakers and managers, applications of behavioural economics to public sector management results in increased policy efficiency and savings. This article offers a critical perspective on the topic, and discusses how the application of behavioural economics can foster innovative healthcare management. It first reviews behavioural economics principles and demonstrates how these can be used in healthcare management. Second, it discusses the methodological aspects of applying behavioural economics principles. Finally, limitations and current issues within the field are discussed.
- VOYER B., SAULPIC O., SOLA D., COUTURIER J., BÉRARD E., TRAN V., ZARLOWSKY (2015), Editorial to the special issue on Innovation in Healthcare, British Journal of Healthcare Management, Volume 21(3), p 124
- XIE C., BAGOZZI R.P., AND GRONHAUG K. (2015). “The role of moral emotions and individual differences in consumer responses to corporate green and non-green actions”, Journal of the Academy of Marketing Science, Vol. 43, Issue 3, p. 333-356. [Full paper] Abstract
We investigate the mediating role of moral emotions and their contingency on individual characteristics in consumer responses to corporate green and non-green actions. Two between subjects experiments were conducted to test our hypotheses on samples of adult consumers. The results show that, for corporate non-green actions, various individual difference characteristics (social justice values, empathy, moral identity, self-concept) moderate the elicitation of negative moral emotions (contempt, anger, disgust), which, in turn, lead to consumer negative responses (negative word of mouth, complaint behaviors, boycotting). Moreover, for corporate green actions, empathy moderates elicitation of positive emotions on gratitude, which, in turn, influences consumer positive responses (positive word of mouth, resistance to negative information, identification with the company, investment). This study adds to extant research by examining understudied “hot” moral emotional processes underlying consumer reactions toward corporate environmental responsibility and irresponsibility. Implications for marketing communication and segmentation decisions are considered.
- ATAKAN S., BAGOZZI R.P., AND YOON C. (2014). “Make it your own: How process valence and self-construal affect evaluation of self-made products”. Psychology and Marketing, Vol. 31, Issue 6, P. 451-468. [Full paper] Abstract
Self-production, participation of consumers in the production process of products for their own consumption, leads to consumers’ enhanced evaluations of the self-made products. Three experimental studies investigate how and why self-production affects consumers’ product evaluations and reveal that not all production experiences create additional value for all consumers. In particular, Studies 1 and 2, using hypothetical stories and real experiences, show that only positive (vs. negative) production experiences enhance evaluations of self-made products over products made by others. Positive (but not negative) experiences decrease the psychological distance between the self and the product and strengthen identification with it. Study 3 manipulates self-construal (independent vs. interdependent) to investigate its role on evaluation of self-made products and products made with close others as a group (i.e., group-made). Consumers with independent self-construal evaluate self-made (vs. other-made) products more favorably only if the process is positive. However, consumers with interdependent self-construal evaluate self-made products more favorably even if the process is negative. Additionally, consumers with interdependent (vs. independent) self-construal exhibit more favorable evaluation of group-made products. Finally, even if consumers know how another person feels while making a product, other people’s process emotions do not affect consumers’ product judgments as strongly as their own experienced process emotions.
- BECKHAM D., VOYER B. G. (2014). “Can sustainability be luxurious? A Mixed Method Investigation of Implicit and Explicit Attitudes Towards Sustainable Luxury Consumption” in NA – Advances in Consumer Research, June Cotte and Stacy Wood (eds.), Vol. XLII, 245-250. [Full paper] Abstract
The present research uses a mixed-method approach to investigate implicit / explicit attitudes towards sustainable luxury. Quantitative results showed participants predominantly associated luxury with unsustainability, clarifying inconsistent results in the literature. Qualitative results depicted a more complex picture, pointing to a contrast between internally and externally-derived labels of sustainable luxury.
- KASTANAKIS M. AND BALABANIS G., (2014). “Explaining variation in conspicuous luxury consumption: An individual differences perspective”, Journal of Business Research, Vol. 67, Issue 10, pp 2147-2154. [Full paper] Abstract
This paper explains how the self-concept and a number of mediating traits impact luxury consumption. Even though Leibenstein (1950) described several “external effects” on utility, in marketing luxury consumption is still seen as a single, generic, behavior aiming at status gains (Han, Nunes and Drèze, 2010; Nelissen and Meijers, 2011). Research, however, points that external effects exist in luxury markets (Vigneron and Johnson, 1999; Tynan, McKechnie and Chhuon, 2010) and that one’s self-concept and personality could explain these behaviors (Wong and Ahuvia, 1998; Kastanakis and Balabanis, 2012). Hence, luxury consumption is very complex with many sub-variants and antecedents. While this has implications for managers and theory, there is little research (Kastanakis and Balabanis, 2012), on the factors leading into one or another of these behaviors. We propose a model where some traits act as mediators between the self (independent/interdependent) and three types of luxury consumption: snob, Veblenian and bandwagon. With the help of the literature and exploratory research (in-depth interviews with consumers and managers of luxuries), four traits appear to mediate this relationship: consumer need-for-uniqueness, vanity, status consumption, and consumer susceptibility to interpersonal influence.
- KASTANAKIS M. AND VOYER B., (2014). “The effect of culture on perception and cognition: A conceptual framework”, Journal of Business research, April, Vol. 67, Issue 4, pp 425-433, 8 p. [Full paper] Abstract
Researchers are increasingly recognizing the role of culture as a source of variation in many phenomena of central importance to consumer research. This review addresses a gap in cross-cultural consumer behavior literature by providing a review and conceptual analysis of the effects of culture on pre-behavioral processes (perception and cognition). The article highlights a series of important perceptual and cognitive differences across cultures and offers a new perspective of framing these differences among cultures—that of “culturally conditioned” perceptual and cognitive orientations. The article addresses several theoretical issues and suggests directions for future research as well as managerial implications.
- SAMSON A., VOYER B.G. (2014). “Emergency Purchasing Situations: Implications For Consumer Decision-Making”. Journal of Economic Psychology, Vol 44, Oct, pp 21-33. [Full paper] Abstract
This article introduces the emergency purchasing situation (EPS) as a distinct buying context. EPSs stem from an unexpected event (unanticipated need or timing of a need), as well as high product importance, which are associated with a short time frame for consumer decision-making. Our conceptual review integrates largely disconnected strands of research and theories relevant to EPSs and offers a series of independent propositions to understand how these situations might affect consumer decision-making, specifically heuristic versus reflective information processing in product evaluation. We discuss changes induced by the buying context in terms of regulatory focus, perceived time pressure, and stress. Our propositions further account for purchase involvement in the form of product importance, purchase risk, and product substitutability. Finally, we consider how individual differences (expertise and trust) may affect evaluation processes. Our discussion reflects on the implications of our model, avenues for future research, and how an understanding of EPSs can be used to improve managerial practice.
- SHRUM L. J., LOWREY T. M., PANDELAERE M., RUVIO A. A., GENTINA E., FURCHHEIM P., HERBERT M., HUDDERS L., LENS I., MANDEL N., NAIRN A., SAMPER A., SOSCIA I. and STEINFIELD L. (2014). “Materialism: the good, the bad, and the ugly”. Journal of Marketing Management, 30 (17-18), 1858-1881. [Full paper] Abstract
Materialism has a generally held connotation that is associated with character deficiencies, self-centeredness, and unhappiness, and most extant research views materialism as having a negative influence on well-being. In this article, we review and synthesise research that supports both positive and negative outcomes of behaviours associated with materialism. We conceptualise materialism in terms of the motives underlying materialistic behaviour, and situate our review and synthesis of materialism research within this context. In doing so, we document the utility of a motives-based view of materialism and propose research agendas that arise from this motives-based perspective.
- TROILO G., CITO M. AND SOSCIA I. (2014). “Repurchase Behavior in the Performing Arts: Do Emotions Matter Without Involvement?” Psychology & Marketing, 31 (8), 635-646. [Full paper] Abstract
Consumer repurchase behavior is a major concern for performing arts organizations because of its impact on their financial sustainability and competitive strength. Consequently, prior research has devoted a huge effort to the investigation of customer loyalty to individual performing arts organizations within a conceptual framework of within-category competition. However, arts consumption research has highlighted that performing arts organizations also face fierce competition from other categories of artistic and entertainment products, since consumers believe that different product categories are able to provide similar hedonic and entertainment value. Our paper investigates the antecedents of repurchase behavior at the product category level. Specifically, we focus on the interplay between positive emotions and product involvement as predictors of repurchase behavior in the performing arts at the product category level. In this context, we modeled four different types of relationships among positive emotions, product involvement, and repurchase behavior. We then conducted a survey among theatergoers and used structural equation modeling to test the rival models. Our findings indicate that product involvement fully mediates the relation between positive emotions and repurchase behavior in the performing arts.
- VERBEKE M.I., POZHARLIEV R., VAN STRIEN J.W., BELSCHAK F., AND BAGOZZI R.P. (2014). “I am resting but rest less well with you” The moderating effect of anxious attachment style on alpha power during EEG resting state in a social context”. Frontiers in Human Neuroscience 8, 1-10. [Full paper] Abstract
We took EEG recordings to measure task-free resting-state cortical brain activity in 35 participants under two conditions, alone (A) or together (T). We also investigated whether psychological attachment styles shape human cortical activity differently in these two settings. The results indicate that social context matters and that participants’ cortical activity is moderated by the anxious, but not avoidant attachment style. We found enhanced alpha, beta and theta band activity in the T rather than the A resting-state condition, which was more pronounced in posterior brain regions. We further found a positive correlation between anxious attachment style and enhanced alpha power in the T vs. A condition over frontal and parietal scalp regions. There was no significant correlation between the absolute powers registered in the other two frequency bands and the participants’ anxious attachment style.
- VISCONTI L.M., MINOWA Y. AND MACLARAN P. (2014). “Public Markets: An Ecological Perspective on Sustainability as a Megatrend”. Journal of Macromarketing, 34(3), 349-368. [Full paper] Abstract
Although today’s public markets echo ancient market forms, they incorporate many original aspects which merit scrutiny because: 1) they are connected to a dominant neo-liberal market functioning and structures; and 2) they illuminate important tensions that question how sustainability is practicable at a macro level. Taking an ecological perspective, we show that public markets bring certain benefits in relation to sustainability. Significantly, however, we illustrate how these perceived benefits are underpinned by three compromises or ‘‘trade-offs’’ that public markets also invoke and that operate at inter-social, inter-nation, and intergender levels. We argue that what may look sustainable on a local level can raise challenges to macro sustainability more broadly conceived. Our contribution is twofold. First, we offer an updated, comprehensive definition of public markets and discuss to what extent they may represent a megatrend. Second, we contribute to the literature on sustainability by conceptualizing the notion of ecological sustainability, which suggests that an overarching analysis of sustainability reveals possible internal tradeoffs between its economic, social, environmental, and ethical constituents, which the case of public markets helps highlight.
- VISCONTI L. M., JAFARI A., BATAT W., BROECKERHOFF A., OZHAN DEDEOGLU A., DAMANGEOT C., LINDRIDGE A., PENALOZA L., PULLIG C., REGANY F., USTUNDAGLI E. AND WEINBERGER M. F., (2014). “Consumer Ethnicity Three Decades After: A TCR Agenda,” Journal of marketing management, 30 (17-18), 1882-1922. [Full paper] Abstract
Research into consumer ethnicity is a vital discipline that has substantially evolved in the past three decades. This conceptual article critically reviews its immense literature and examines the extent to which it has provided extensive contributions not only for the understanding of ethnicity in the marketplace but also for personal/collective well-being. We identify two gaps accounting for scant transformative contributions. First, today social transformations and conceptual sophistications require a revised vocabulary to provide adequate interpretive lenses. Second, extant work has mostly addressed the subjective level of ethnic identity projects but left untended the meso/macro forces affecting ethnicity (de)construction and personal/collective well-being. Our contribution stems from filling both gaps and providing a theory of ethnicity (de)construction that includes migrants as well as non-migrants.
- VOYER B.G. (2014). “Training doctors and nurses for interdependence”. British Journal of Healthcare Management, Volume 20, issue 1, pp 30-31. [Full paper]
- VOYER B.G., FRANKS B. (2014). “Toward a Better Understanding of Self-Construal Theory: An Agency View of the Processes of Self-Construal”. Review of General Psychology, Vol 18 (2), pp 101-114. [Full paper] Abstract
This article offers a novel perspective on self-construal theory. Self-construal concerns how individuals understand who they are in relation to the broad set of cultural influences in which they live. We look at the nature and antecedents of self-construal, and characterize it as a self-process, rather than self-knowledge. Integrating work from the literature on social and evolutionary psychology, and philosophy, we suggest that the differences between independent and interdependent self-construal are best understood from a self-agency perspective. This concerns how people assess whether they are the causes of an action and, if so, whether their causal role depends on other people. We introduce and discuss the roles of three different modalities of agency involved in agency assessment: implicit (sensorimotor), intermediate (self-related affordances), and explicit (reflective) self-agency. We offer a conceptual model on how self-agency relates to power, evolutionary motivations and to social and cultural affordances, in the formation of, and interaction with, different types of dominant independent and interdependent self-construals.
- BASTOS W. (2012). “Can Purchases Make Us Happier? Perhaps, If We Tell Others about Them”. Proceedings of at Society for Consumer Psychology conference, Las Vegas, NV.
- BASTOS W. (2012). “Happiness: How Different Dimensions of Happiness Are Affected by Different Attributes of the Purchased Good”. Proceedings of the Society for Consumer Psychology Conference, Atlanta, GA.
- BASTOS W. (2012). “Verbal Sharing: Purchase, Tell Others, and Be Happy”. Proceedings of the Association for Consumer Research Conference, Vancouver, BC, Canada.
- CAÑIBANO A. (2013). “Implementing Innovative HRM: trade-offs effects on Employee Well-being: a trade-off effect.” Management Decision, vol. 51, nº 3, 643-660. [Full paper] Abstract
Although innovative HRM practices have been found to improve performance, the management literature has overlooked their effect on individual level outcomes, such as employee health and well‐being. The purpose of this paper is to explore whether the implementation of these innovative practices has an impact on the three dimensions of well‐being (physical, psychological and social) and whether well‐being should be considered as a mediator of the innovative HRM‐performance relationship. The paper uses qualitative data collected from an in‐depth case study via document analysis and semi‐structured interviews with HR practitioners and employees. The data were coded using N‐Vivo software. The paper shows that innovative HRM practices can lead to both positive and negative well‐being outcomes. Furthermore, they create trade‐offs between the three dimensions of well‐being. While they increase employee well‐being on one dimension, they are detrimental to another. Due to the scope of the research, the paper bounded itself to analyzing three innovative HRM practices. Different trade‐offs may exist for other practices. Many organizations are introducing innovative HRM practices assuming that they will improve performance. However, the existence of well‐being trade‐offs needs to be acknowledged and managed. This paper shows that for a comprehensive understanding of the effects of innovative HRM practices further studies need to contemplate the different dimensions of well‐being separately, as trade‐offs may occur between them. It further suggests that well‐being may be an unexplored mediator of the innovative HRM‐performance relationship.
- GASTON-BRETON C., MARTIN MARTIN O., (2011). “International Market Selection and Segmentation: A two stage model for the Enlarged European Market”. ,International Marketing Review, Vol. 28, Issue 3, pp 267-290. [Full paper] Abstract
The purpose of this paper is to present a two‐stage international market selection and segmentation model addressed to help decision makers such as foreign institutions and market‐seeking multinational enterprises (MNEs) identify and select the most suitable European countries and groups of consumers. The first stage is conceived as a macro‐segmentation screening process based on market attractiveness. The second is a micro‐segmentation process addressed to identify which groups of people are most similar across Europe in terms of social and personal values. The authors’ model is rooted in previous assumptions and findings from international market selection (IMS) and Inglehart’s theory of material and post‐material values. The model is applied to the current 27 European Union (EU) member states and is validated through the groups of countries empirically obtained. The model allows us to cluster the European countries by market attractiveness, group the European consumers by personal and social values and describe the value orientation of the resulting clusters. The authors used cross‐sectional data to validate their model. Among the implications, they encourage international marketing and business scholars to make use of Inglehart’s framework. Institutional decision makers and market‐seeking MNEs can follow or adapt the prescribed model in order to identify the most promising and similar European countries and groups of consumers. Public policy makers can gain an in‐depth understanding of specific personal and social values allowing them to shape public policy agendas. This paper contributes to the existing literature on IMS and segmentation in three ways: it proposes an original and parsimonious two‐stage IMS and segmentation integrative model for both country‐level and consumer‐related analyses (suitable to handle and reduce the European diversity that decision makers have to face when dealing with the general public or consumer products); it applies theoretically grounded general segmentation bases and an alternative established framework of consumer values (Inglehart’s value system), and it adopts an updated and pan‐European perspective over the enlarged EU.
- KRETZ G., VOYER B., (2013). “Towards a Better Understanding of the Role of Social Media in the Processes of Independent and Interdependent Identity Construction”. Advances in Consumer Research, Vol. 40. eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 587-588. [Full paper] Abstract
We explore the way customers of fashion and luxury goods use social media for identity construction, using a netnography on 30 weblogs and followed by 20 offline in-depth interviews. We offer a typology of users of weblogs and social networks through “characters” based on these different identity functions.
- MUKESH M. AND GONÇALVES D. (2012). “I can’t get no Satisfaction: Probability Neglect in Social Comparison and its Impact on Satisfaction with Life”. Proceedings of the European Marketing Academy Conference, May 22-25, 2012, Lisbon.
- MUKESH M. AND GONÇALVES D. (2012).“Virtually Unhappy: How Probability Neglect in Social Comparison Biases Judgments of Satisfaction with Life”. Proceedings of the Association for Consumer Research Conference, October 4-7, Vancouver, BC. [Full paper] Abstract
Contrary to prior research and convention we demonstrate that a large friend network on social networking sites can be detrimental to individuals’ life satisfaction. Having more friends leads to lower life satisfaction because people fail to integrate the probability of encountering ostentatious information on social networks when assessing life satisfaction.
- NEPOMUCENO M. AND LAROCHE M., (2012). “Anti-consumption and personal debt”. Proceedings of the Association for Consumer Research Conference, October, Vancouver, Canada. [Full paper] Abstract
This study examines if the scores on anti-consumption lifestyles correlate with account balance and balance due. In a sample of Brazilians customers, it was found that voluntary simplicity, but not frugality and tightwadism, correlate negatively with balance due. In addition, none of the lifestyles correlates significantly with account balance.
- NEPOMUCENO M. AND LAROCHE M., (2012). “Frugality: The lifestyle of the disciplined materialistic”. Proceedings of the Society for Consumer Psychology Conference (SCP), August, Orlando, FL. [Full paper] Abstract
To test these conflicting explanations, and provide new insights for the antecedents of anti-consumption, we test the role of moderators (self-control and time-orientation) on the relationship between materialism and anti-consumption lifestyles.
- STAMBOLI C. AND VISCONTI L. (2012). “Home Sweet Home: The Role of Home Country Nostalgia on Immigrants’ Acculturation and Consumption”. Advances in Consumer Research, Vol. 40, pp 148-152. [Full paper] Abstract
This work helps advance acculturation research by locating immigrant’s home country nostalgia in the middle of the acculturation process. We detect a circular process connecting home country nostalgia to immigrants’ consumption, and elaborate four manifestations of nostalgic consumption: shelter, tribute, solidarity, and reculturation.
- TRAN V., PAEZ, D. AND SANCHEZ F. (2012). “Emotions and decision-making processes in management teams: a collective level analysis“. Revista de Psicología del Trabajo y de las Organizaciones, Vol. 28, n° 1, pp 15-24. [Full paper] Abstract
Discrete emotions are rarely studied in relationship with group decision-making. Using data from 20 simulated companies run by a total of 106 managers attending executive education programs, the current research examined to what extent four classes of emotions (positive achievement, positive approach, negative resignation, and negative antagonistic) were related to team decision-making processes (alternative generation and alternative evaluation). Significant intra-class coefficients confirmed that aggregation of emotion and decision-making processes was feasible. Correlations at the collective or aggregated team level showed that approach emotions were related to alternative generation, particularly in the developing phase of a group decision-making task. Finally, a ratio of positive emotions over negative emotions correlated positively with a better team decision process. Future research extending emotion influence in decision process is suggested, and practical implications are discussed. Keywords: emotion, teams, decision-making processes, collective analysis.
- BAGOZZI R.P. (2006). “The Role of Social and Self-Conscious Emotions in the Regulation of Business-to-Business Relationships in Salesperson-Customer Interactions.” Journal of Business and Industrial Marketing, 2006, 21, pp 453-457. [Full paper] Abstract
The aim of this paper is to go beyond the received view, which is solely rational and economic minded, and to introduce the concept of self‐regulation of behavior by salespersons and customers as essential mechanisms for initiating, maintaining, and resolving business‐to‐business exchanges. By reviewing emerging research, this paper examines the role of positive and negative social and self‐conscious emotions in salesperson‐customer interactions and how salespersons and customers cope with the response of these emotions so as to better function and adapt to their own, their organizations, and the interpersonal needs of their relationships and to do so mindful of the requisites of co‐workers and the common good. Four positive emotions were singled‐out as essential to salesperson‐customer relations: pride, attachment, empathy, and emotional wisdom. Six negative emotions were highlighted as key processes in salesperson‐customer relations: guilt, shame, embarrassment, envy, jealousy, and social anxiety. Some research was reviewed as well, suggesting that cultural factors in the form of different self‐construal (e.g. independent versus independent‐based self‐images) moderate the expression of felt positive and negative emotions and their effects on performance and relations with customers and co‐workers. The ideas presented in this paper can complement economic and other extreme rational explanations of salesperson and customer behavior and point to new practices in such managerial areas as staffing, training, coaching, compensating, and promoting employees.
- LAMBERT-PANDRAUD R. AND LAURENT G., (2010). “Why Do Older Consumers Buy Older Brands: The Role of Attachment and Declining Innovativeness”. Journal of Marketing, July, Vol.74, Issue 5, pp 104-121. [Full paper] Abstract
The authors compare three mechanisms that may explain why older consumers tend to prefer older brands. Data are from the French perfume market, in which some market leaders are decades old while hundreds of new entrants launch yearly. The authors reveal monotonically increasing differences across age ranges. Younger consumers have a greater propensity to change their preferred brand, a form of innovativeness that benefits relatively recent entrants, whereas older consumers exhibit a propensity to remain attached for a longer duration to the same preferred brand. Nostalgia for options encountered during an early “formative period” has only a limited impact. Furthermore, strong heterogeneity emerges: At all ages, some consumers frequently change their preferred brand, whereas others remain attached to it for long periods. It is the proportion of these two behaviors that varies across age ranges. The resultant managerial implications indicate that mature consumers are attractive targets because they likely remain attached to a brand longer, that long-established products may still attract new consumers, and that the success of a new brand among young consumers may be ephemeral.
- NGUYEN L., C. BASTOS W., AND LOWREY T.M. (2010). “Beyond Brands: Happy Adolescents See the Good in People”. Journal of Positive Psychology, 5 (September), pp 342- 354. [Full paper] Abstract
How does happiness affect adolescents’ stereotypes of other people? Using a collage methodology with 60 adolescents aged 12–18, we find that happier adolescents hold more positive stereotypes of others compared to those who are less happy. We also find that happier adolescents are less likely to form impressions of people based on surface level cues such as the products and brands that people own. Finally, our results show that happier adolescents have a more nuanced view of others, (e.g., some cool kids wear expensive brands, but some shop at thrift stores), compared to their less happy counterparts, who tend to oversimplify their view of others (e.g., all cool kids wear expensive brands, all doctors drive a BMW).
- SOSCIA I. (2007). “Gratitude, delight or guilt: The role of consumers’ emotions in predicting post-comsumption behaviors.” Psychology & Marketing, 24 (10), pp 871–894. [Full paper] Abstract
This study investigates the relationships among appraisals (goal congruence/incongruence and agency), consumption emotions (gratitude, happiness, guilt, anger, pride, and sadness), and post-consumption behaviors (positive and negative word of mouth, repurchase intention, and complaint behavior). The findings demonstrate that these emotions predict different specific types of post-consumption behaviors and that they are elicited by appraisals specified in the psychology literature. In particular, gratitude but not happiness, predicts repurchase intention and positive word of mouth. By contrast, guilt inhibits complaint behaviors and negative word of mouth. The implications of these findings for marketing practice are discussed.