Articles

An Integrative Model of the Influence of Parental and Peer Support on Consumer Ethical Beliefs: The Mediating Role of Self-Esteem, Power and Materialism

E. GENTINA, L. SHRUM, T. LOWREY, S. VITELL, G. ROSE

Journal of Business Ethics

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Départements : Marketing, GREGHEC (CNRS)

Mots clés : Ethics, Adolescent consumers, Materialism, Self-esteem, Power, Peer support, Parental support


What causes adolescents to develop consumer’ ethical beliefs? Prior research has largely focused on the negative influence of peers and negative patterns of parent–child interactions to explain risky and unethical consumer behaviors. We take a different perspective by focusing on the positive support of parents and peers in adolescent social development. An integrative model is developed that links parental and peer support with adolescents’ self-worth motives, their materialistic tendencies, and their consumer ethical beliefs. In a study of 984 adolescents, we demonstrate support for a sequential mediation model in which peer and parental support is positively related to adolescents’ self-esteem and feelings of power, which are each associated with decreased materialism as a means of compensating for low self-worth. This reduced materialism is, in turn, associated with more ethical consumer beliefs

Attention, Information Processing and Choice in Incentive-Aligned Choice Experiments

L. C. YANG, O. TOUBIA, M. G. DE JONG

Journal of Marketing Research

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Départements : Marketing

Mots clés : incentive alignment, choice experiments, preference measurement, eye tracking

https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2675167


In incentive-alignment choice experiments, each decision is realized with some prob- ability prob < 1. Incentive alignment induces truth telling, i.e., respondents do not consciously lie, given the information they have processed. However, based on the psychological distance literature and the bounded rationality literature, we predict that prob < 1 is not necessarily enough to induce consumers to process information and choose as they would if choices were realized with certainty (prob = 1). In three eye tracking experiments, we vary the probability prob that choices will be realized, from 0 to 1, and study the impact on attention, information processing, and choice. Consistent with our hypotheses, we find that as prob is increased from 0 to 1, consumers: process the choice-relevant information more carefully and in a way that is more consistent with a compensatory decision process; become less novelty seeking; become more price sensitive. These findings have implications for the ecological validity of incentive-aligned preference measurement surveys. While it is not feasible to systematically use questions with high prob in the eld, we further predict and find that placing a higher-probability question (such as an external validity task) at the beginning rather than the end of a questionnaire has a desirable carryover effect on attention, information processing and choice throughout the questionnaire

Seeking and Avoiding Choice Closure to Enhance Outcome Satisfaction

Y. GU, S. BOTTI, D. FARO

Journal of Consumer Research

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Départements : Marketing, GREGHEC (CNRS)

Mots clés : choice closure, outcome valence, satisfaction, prediction error, rule overgeneralization

https://academic.oup.com/jcr/advance-article-abstract/doi/10.1093/jcr/ucy025/4956242?redirectedFrom=fulltext


Consumers gain choice closure when they perceive a sense of finality over a past decision and limit comparisons between the selected and the forgone options. We investigate consumers’ ability to make strategic use of choice closure to enhance outcome satisfaction. Seven studies show that consumers experience greater satisfaction when they achieve choice closure with an inferior outcome and when they do not achieve choice closure with a superior outcome; however, they expect to be more satisfied by avoiding choice closure with an inferior outcome and by seeking it with a superior outcome. We provide a rationale for this experience—expectation contrast based on rule overgeneralization. Consumers form their expectation on an implicit rule learned and internalized in a context in which it is appropriate and advantageous: when they aim to increase satisfaction with a future choice; however, consumers erroneously apply the same implicit rule to a different context, one in which they aim to increase satisfaction with a past choice. We conclude that consumers are unlikely to be able to make strategic use of choice closure to enhance satisfaction with the outcome of a decision they have made

The authenticity of the museum experience in the digital age: the case of the Louvre

Y. EVRARD, A. KREBS

Journal of Cultural Economics

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Départements : Marketing

Mots clés : Art museums, Authenticity, Digital policies, Real/virtual relationship, Cultural audiences, Measures in art

https://link.springer.com/article/10.1007/s10824-017-9309-x


The technological shift of museums is extensively documented, even if research on the impact of technologies on cultural practices and social patterns at large is still lacking. As part of a research programme conducted by the Louvre and HEC Paris, the article proposes a conceptual analysis of ‘real’ (visiting the museum) and ‘virtual’ (visiting its website) experiences of museums. It contributes to the understanding of whether the two experiences are substitutes or complements using a newly created measurement scale. In addition, the article also aims at enriching the contemporary discussion on the artworks’ aura and the authenticity of the cultural experience in the digital age

The Effects of Linguistic Devices on Consumer Information Processing and Persuasion: A Language Complexity × Processing Mode Framework

R. POGACAR, L. SHRUM, T. LOWREY

Journal of Consumer Psychology

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Départements : Marketing, GREGHEC (CNRS)

Mots clés : Linguistics, Attitudes and Persuasion, Automatic and Controlled Processes, Language

https://papers.ssrn.com/sol3/papers.cfm?abstract_id=3158683


People—be they politicians, marketers, job candidates, product reviewers, bloggers, or romantic interests—often use linguistic devices to persuade others, and there is a sizeable literature that has documented the effects of numerous linguistic devices. However, understanding the implications of these effects is difficult without an organizing framework. To this end, we introduce a Language Complexity × Processing Mode Framework for classifying linguisticdevices based on two continuous dimensions: language complexity, ranging from simple to complex, and processing mode, ranging from automatic to controlled. We then use the framework as a basis for reviewing and synthesizing extant research on the effects of the linguistic devices on persuasion, determining the conditions under which the effectiveness of thelinguistic devices can be maximized, and reconciling inconsistencies in prior research

The Impact of Religiosity and Culture on Salesperson Job Satisfaction and Performance

V. ONYEMAH, D. ROUZIES, D. IACOBUCCI

International Journal of Cross Cultural Management

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Départements : Marketing, GREGHEC (CNRS)


Brand Assets and Pay Fairness as Two Routes to Enhancing Social Capital in Sales Organization

Maria ROUZIOU, Riley DUGAN, Dominique ROUZIES, Dawn IACOBUCCI

Journal of Personal Selling & Sales Management

2018, vol. 38, n°2, pp.191-204

Départements : Marketing, GREGHEC (CNRS)

Mots clés : brand identification, job satisfaction, pay fairness, salespeople, social capital

https://www.tandfonline.com/doi/abs/10.1080/08853134.2017.1384699


A growing body of research in sales highlights the importance of intrafirm relationships. Indeed, sales executives are encouraged to manage internal relationships within their sales force to facilitate high levels of performance. In this research, we examine the concept of social capital – its antecedents and consequences – in the context of a B2B sales organization. In particular, we conceptualize and test two alternative means of enhancing a salesperson's social capital: the impact of branding and perceptions of pay fairness. We then demonstrate how social capital embedded in sales-force relationships can be leveraged through job satisfaction and used to increase sales performance

Optimizing Service Failure and Damage Control

D. HALBHEER, D. L. GÄRTNER, E. GERSTNER, O. KOENIGSBERG

International Journal of Research in Marketing

mars 2018, vol. 35, n°1, pp.100-115

Départements : Marketing, GREGHEC (CNRS)

Mots clés : Service Quality, Service Reliability, Service Failure, Damage Control

https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2704861


Should a provider deliver a reliable service or should it allow for occasional service failures? This paper derives conditions under which randomizing service quality can benefit the provider and society. In addition to cost considerations, heterogeneity in customer damages from service failures allows the provider to generate profit from selling damage prevention services or offering compensation to high-damage customers. This strategy is viable even when reputation counts and markets are competitive

A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems: when managers are more equal and less fair than others

D. ROUZIES, Vincent ONYEMAH, Dawn IACOBUCCI

Journal of Personal Selling & Sales Management

septembre 2017, vol. 37, n°3, pp.198-212

Départements : Marketing, GREGHEC (CNRS)

Mots clés : financial incentives; fairness; salespeople; international compensation; culture

http://www.tandfonline.com/doi/full/10.1080/08853134.2017.1337519


In this research, we examine salespeople’s behavior in individual pay-for-performance compensation systems and show how perceived management fairness seems to energize sales employees in some environments but not in others. We use alarge multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industrysectors to demonstrate cultural adaptations of the effect of perceived management fairness. The results indicate that topmanagement should be concerned with employees’ perceptions of fairness in addition to the more typical concerns ofcontrol and motivation widely acknowledged in the microeconomics-based sales-force compensation literature. Inparticular, we show that perceptions of management fairness are key to salespeople’s proportion of total pay generated by pay-for-performance formulas.

An Experience-Utility Explanation of the Preference for Larger Assortments

A. AYDINLI, Y. GU, M. PHAM

International Journal of Research in Marketing

septembre 2017, vol. 34, n°3, pp.746-760

Départements : Marketing, GREGHEC (CNRS)

Mots clés : Assortment size; Affect; Emotion; Consumer decision making

http://www.sciencedirect.com/science/article/pii/S0167811617300526


Although choosing from large assortments has often been found to be demotivating, a robust finding in the marketing literature is that consumers generally prefer larger product assortments. Standard explanations for this preference for larger assortments have focused on reason-based considerations revolving around large assortments enabling potentially “better” choices. This paper offers a different and novel, affect-based explanation. We argue that the relative preference for larger assortments is driven in part by the greater experience utility that consumers derive from reviewing such assortments. Because most products are carriers of positive affect, consumers tend to derive greater experience utility from reviewing larger assortments compared to smaller assortments. Support for this general proposition was found across four experimental studies using different strategies to document the role of affect-based experience utility in driving the preference for larger assortments. Theoretical and substantive implications are discussed


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