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


Journal of Business Ethics

A paraître

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


Journal of Marketing Research

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Départements : Marketing

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

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

Scheduling styles


Current Opinion in Psychology

avril A paraître, vol. 26, pp.76-79

Départements : Marketing, GREGHEC (CNRS)

To schedule activities and transition from one activity to the next, humans can rely on the external clock (clock-time style) or on their internal sense (event-time style). This article discusses how relying on an external time cue versus an internal time cue can markedly shape the way people perceive the social world, beyond its mere purpose of organizing activities. First, research shows that individuals’ reliance on clock-time or event-time is not a mere cultural artifact, but also constitutes a way to self-regulate. Second, each scheduling style is akin to different lenses through which people consider the world: each deeply and differently influences people’s sensation of control and their ability to savor positive emotions. Downstream implications for the domains of creativity, consumer decision-making and management are discussed

Seeking and Avoiding Choice Closure to Enhance Outcome Satisfaction


Journal of Consumer Research

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Départements : Marketing, GREGHEC (CNRS)

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

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


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

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


Journal of Consumer Psychology

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Départements : Marketing, GREGHEC (CNRS)

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

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


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


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

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

Impact of religiosity and culture on salesperson job satisfaction and performance


International Journal of Cross Cultural Management

2018, vol. 18, n°2, pp.191-219

Départements : Marketing, GREGHEC (CNRS)

This research is a multinational study of the effect of religiosity on salespeople’s attitudes about their jobs, even after controlling for cross-cultural differences and the particular management practices in their sales organizations. We theorize moderator effects between religiosity and the salespeople’s traits and attitudes, as well as interactive effects between organizational factors and the cultures in which the firms are embedded. We test the effects of these joint culture and religiosity influences on multiple facets of job satisfaction and find support for our hypotheses. We also demonstrate financial consequences for both individual salespeople and their sales organizations. We test these effects in a survey of salespeople working in 38 countries operating in diverse industries.

Le commercial, un métier porteur de croissance


Harvard Business Review

18 juillet 2018, vol.

Départements : Marketing, GREGHEC (CNRS)

Peu associés à la réflexion stratégique, les commerciaux sont pourtant en première ligne face aux clients et les plus à même de détecter de nouvelles opportunités de croissance