The impact of self‐confidence on the compromise effect

This research reports an investigation into whether the personality aspect of self‐confidence affects the compromise effect. We hypothesize that highly self‐confident people have greater certainty in making decisions and are more attracted to risk‐taking, which makes them less likely to choose the safe or middle option in a large choice set. The three studies involved are conducted using between‐ and within‐subjects experimental designs. Various product categories are used to generalize the findings. Study 1 looks at purchasing decisions and utilizes three scales of self‐confidence, risk preference, and uncertainty; it demonstrates that consumers with high self‐confidence are less likely to choose a compromise option due to high certainty in their decision‐making. Study 2 discovers that people with low self‐confidence are more likely to choose the middle option in a risky condition than in a nonrisky condition. Study 3 decomposes self‐confidence into general and specific self‐confidence, and reveals that people with low general self‐confidence and low specific self‐confidence are more likely to choose the middle option.     

Exploring the Interplay of Trait Self‐Control and Ego Depletion: Empirical Evidence for Ironic Effects

Trait self‐control (TSC) has been conceptualized as a general and abstract ability to exert self‐regulation across multiple domains that has mostly beneficial effects. However, its relationship to situational depletion of self‐regulatory resources has received little attention. We systematically explore the interplay of trait and situational self‐control in two studies (total N = 264). In contrast with a positive view of TSC, the results show greater ego depletion effects for high (vs. low) self‐control abilities across such diverse domains as candy consumption (Study 1), risk‐taking behaviour (Study 2) and achievement motivation (Study 2). It is proposed that these ironic effects are attributable to high‐TSC individuals' less frequent active inhibition of impulses in everyday life and their resulting lack of experience in resisting acute temptations. A third study (N> = 358) corroborated this general reasoning by showing that TSC is indeed associated with less frequent impulse inhibition in daily routines. Our data point to a downside of dispositional self‐control in ego depletion paradigms. Other explanations and potential future avenues for resolving inconsistent findings across the literature are discussed. Copyright © 2013 European Association of Personality Psychology     

To do or to have? Exploring the effects of social exclusion on experiential and material purchases

Social exclusion is widespread in our modern society. In the context of marketing, consumers who are excluded will choose specific products to mitigate the negative consequences of exclusion. This research examined the effect of social exclusion on consumer preferences. Three experimental studies were conducted to test whether consumers experiencing social exclusion would choose specific kinds of purchases. The results of the three studies provided convergent support for the notion that consumers who feel socially excluded exhibit a preference for experiential purchases over material purchases. It therefore appears that experiential purchases can more effectively compensate for the relational needs caused by social exclusion. The effect was stronger for socially excluded individuals exhibiting more interdependent self‐construal than for those exhibiting a more independent self‐construal. These results indicate that social impact is an antecedent of experiential purchases, and they shed light on an important mechanism to alleviate the negative effects of social exclusion.     

Consumer complaints and recovery through guaranteeing self‐service technology

Self‐service technologies are shaping the future of consumer behaviour, yet consumers often experience service failure in this context. This conceptual paper focuses on self‐service technology failure and recovery. A consumer perspective is taken. Recovering from self‐service technology failure is fraught with difficulty, mainly because of the absence of service personnel. The aim of this paper is to present a theoretical framework and associated research propositions in respect to the positive role that service guarantees can play in the context of self‐service technology failure and recovery. It contributes to the consumer behaviour domain by unifying the theory pertaining to consumer complaint behaviour, service recovery, specifically consumers' perceptions of justice, and service guarantees, which are set in a distinctive self‐service technology context. It is advanced that service guarantees, specifically multiple attribute‐specific guarantees, are associated with consumer voice complaints following self‐service technology failure, which is contingent on the attribution of blame in the light of consumers' production role. Service guarantees are argued to be associated with consumers' perceptions of just recovery in the self‐service technology context when they promise to fix the problem, compensate only when the problem cannot be remedied, offer a choice of compensation that is contingent on failure severity, afford ease of invocation and collection, and provide a personalised response to failures. Previous classifications of SSTs are used to highlight the applicability of guarantees for different types of SSTs. Managerial implications based on the theoretical framework are presented, along with future research directions. Copyright © 2011 John Wiley & Sons, Ltd.     

Dilemmas that undermine supervisor confidence

Background

Conventional wisdom links supervisor self‐confidence with experience in supervisory practice.

Aims

This study explored the nature of confidence from an emic perspective.

Method

Twelve experienced Canadian supervisors were interviewed, and data was analysed using Structured Thematic Analysis.

Results

Aspects of the role and process produce tensions that create ambiguity that may diminish self‐confidence. Five main themes were distilled: (a) building supervisee confidence when experiencing self‐doubt as supervisor or clinician;(b) parallel process‐what disturbs therapy disturbs supervision; (c) expert vs. co‐explorer; (d) engaging in supervision while maintaining boundaries; and (e) catch 22 – inviting disclosures of difficulties and evaluation.

Conclusion

The study adds nuance to the scholarly work that informs supervisor self‐confidence.     

The role of self‐esteem and anxiety in decision making for self versus others in relationships

Previous research has documented a tendency for people to make more risk‐seeking decisions for others than for themselves in relationship scenarios. Two experiments investigated whether this self–other difference is moderated by participants' self‐esteem and anxiety levels. In Experiment 1, lower self‐esteem and higher anxiety levels were associated with more risk‐averse choices for personal decisions but not for decisions for others. Therefore, participants with lower self‐esteem/higher anxiety showed greater self–other differences in comparison to participants with higher self‐esteem/lower anxiety levels. Experiment 2 demonstrated that this effect was largely mediated by participants' expectations of success and feelings about potential negative outcomes. These results are discussed in the context of “threats to the self,” with a central role played by anxiety and self‐esteem threats in personal decision making but not in decision making for others. Copyright © 2005 John Wiley & Sons, Ltd.     

Employing autobiographical memory perspective to influence self‐congruence and brand preference

This paper advances our understanding of consumer behavior by examining the influence of autobiographical memory perspective on consumer's self‐congruence. While extant research has primarily restricted itself to the consequences of self‐congruence, this work focuses on an antecedent, by examining the psychological processes associated with the consumer's autobiographical memory perspective and the resulting impact on self‐congruence. Through three experiments, we demonstrate that visualizing autobiographical memories from a first‐person versus a third‐person perspective impacts consumers' self‐brand congruence differently under varied circumstances. Specifically, differing degrees of self‐brand congruence are experienced when consumers focus on differences (vs. similarities) between their present and recalled selves, combined with distinct autobiographical memory perspectives. The autobiographical memory perspective is identified as a key determinant of consumers' perceived change in self‐image, which, in turn, has a cascading effect on their self‐brand congruence. Thus, consumers' perceived change in self‐image is identified as the mechanism underlying the main effect. Furthermore, as an important component of self‐image, this research determines and examines a moderating influence of self‐esteem in the relationship between autobiographical memory perspective and self‐congruence. Collectively, these results facilitate our understanding of the autobiographical memory perspective as an antecedent of consumer's self‐congruence, with implications for nostalgia advertising and retro branding.     

Confidence in Personal Preferences

The first aim of this study was to test the self‐consistency model (SCM) of subjective confidence as it applies to personal preferences. According to SCM, participants presented with a two‐alternative forced‐choice (2AFC) item draw a small sample of representations of the item. Their confidence reflects the extent to which the choice is representative of the population of representations associated with the item, and the likelihood of making that choice on subsequent occasions. The second aim was to use confidence judgment as a clue to the dynamics of online preference construction. Participants were presented with 2AFC items measuring everyday personal preferences. The task was presented five times. In line with SCM, (i) when participants changed their preferences across presentations, they were systematically more confident when they made their more frequent choice; (ii) confidence in a choice in the item's first presentation predicted the likelihood of repeating that choice in subsequent presentations; (iii) despite the idiosyncratic nature of personal preferences, confidence was higher for consensual than for nonconsensual preferences; (iv) when participants predicted the preferences of others, they were also more confident when their predictions agreed with those of others; and (v) the confidence/accuracy correlation for predictions was positive for consensually correct but negative for consensually wrong predictions. These results suggest that confidence in preferences can help separate between the stable and variable contributions to preference construction in terms of the population of representations available in memory and the representations that are accessible at the time of preference solicitation, respectively. Copyright © 2012 John Wiley & Sons, Ltd.     

Trust in organization as a moderator of the relationship between self‐efficacy and workplace outcomes: A social cognitive theory‐based examination

Drawing on a social cognitive theory perspective, we contend that an employee's trust in oneself, or self‐efficacy, will interact with the individual's trust in the system, or trust in organization, to predict job attitudes and behaviours. Specifically, we expected that self‐efficacy would have stronger effects on job attitudes (job satisfaction and turnover intentions) and behaviours (task performance and organizational citizenship behaviours) to the degree to which employees perceive high levels of trust in organization. Using data collected from 300 employees and their respective supervisors at a manufacturing organization in Turkey across three waves, we found that self‐efficacy had more positive effects on job satisfaction, task performance, and citizenship behaviours when trust in organization was high. Interestingly, self‐efficacy had a positive effect on turnover intentions when trust in organization was low, indicating that high trust in organization buffered the effects of self‐efficacy on intentions to leave. The results suggest that the motivational value of trust in oneself is stronger to the degree to which employees also have high trust in the system, whereas low trust in system neutralizes the motivational benefits of self‐efficacy.

Practitioner points

• Practicing managers should not only invest in increasing self‐efficacy of their employees, but also invest in building trust to improve employees’ attitudes, behaviours, and performance. This is because when employee trust in organization is high, employee self‐efficacy has greater potential to have a positive influence over job satisfaction, task performance, and organizational citizenship behaviours.
• Self‐efficacy may actually increase an employee's desire to leave the organization when organizational conditions are unfavourable, such as in the case of low trust in the organization. Practicing managers should be aware that employees who have high levels of confidence may be at higher risk of turnover when they are unhappy with the organization.

     

Early predictors of self‐regulation in middle childhood

The present study examined the contribution of caregiving practices at ages 4–5 (Time 1) to children's capacity for self‐regulation at ages 8–9 (Time 2). The multi‐ethnic sample comprised 549 children of National Longitudinal Survey of Youth (NLSY) participants. High levels of maternal warmth and low levels of physically punitive discipline at Time 1 were associated with a greater capacity for self‐regulation at Time 2. These associations remained significant once initial levels of self‐regulation were taken into account, indicating that the development of self‐regulation is open to caregiver influence during childhood. Neither child gender nor ethnicity moderated the effects of early parenting practices on later self‐regulation; the interaction between low maternal warmth and high discipline was also non‐significant. Findings add to the literature on how early parenting practices shape children's capacity for effective self‐regulation, and have implications for researchers and practitioners. Copyright © 2006 John Wiley & Sons, Ltd.     

Trying Hard or Hardly Trying: An Analysis of Context Effects in Choice

Several studies have shown that consumer choice is often influenced by the context or the set of alternatives under consideration. Context effects have largely been explained in terms of constructive preferences that are consistent with 2 theoretical accounts—effort minimization and perceptual contrast—that emphasize different underlying motivations. We propose that the effect of time pressure on context effects can be used as a moderating variable to determine which of the 2 motives is supported. Specifically, if context effects bias preferences due to effort minimization, time pressure should increase the magnitude of such effects. In contrast, if context effects arise due to an excessive focus on the relational characteristics of the alternatives provided, time pressure should reduce the magnitude of such effects. We examine this proposition in relation to the compromise effect and a choice between an extreme and an all‐average option. We find that the compromise effect and the preference for an all‐average alternative are both reduced under time pressure. A study using Mouselab provides additional support for the underlying decision mechanisms. We discuss the theoretical implications of this research and explore its consequences for marketers.     

An evaluation of toy quality for increasing self‐control in typically developing preschool children

Children often make impulsive choices, and previous research has shown that access to activities during the delay may enhance self‐control (e.g., Newquist, Dozier, & Neidert, 2012). The purpose of the current study was to extend the results of Newquist et al. (2012) by comparing the effects of access to low‐preference, moderate‐preference, and high‐preference toys during delays. Results showed that (a) all toys increased self‐control for 2 participants when toys were available for all choice options and (b) high‐preference toys (and sometimes moderate‐preference toys) increased self‐control for 3 participants when the toys were available only for large delayed choices.     

Masculine Ideology,Sexual Communication,and Sexual Self‐Efficacy Among Parenting Adolescent Couples

This study examined the relationship between traditional masculine role norms (status, toughness, anti‐femininity) and psychosocial mechanisms of sexual risk (sexual communication, sexual self‐efficacy) among young, low‐income, and minority parenting couples. Between 2007 and 2011, 296 pregnant adolescent females and their male partners were recruited from urban obstetrics clinics in Connecticut. Data regarding participants' beliefs in masculine role norms, frequency of general sex communication and sexual risk communication, and sexual self‐efficacy were collected via computer‐assisted self‐interviews. Generalized estimating equation (GEE) models were used to test for actor effects (whether a person's masculine role norms at baseline influence the person's own psychosocial variables at 6‐month follow‐up) and partner effects (whether a partner's masculine role norms at baseline influence an actor's psychosocial variables at 6‐month follow‐up). Results revealed that higher actor status norms were significantly associated with more sexual self‐efficacy, higher actor toughness norms were associated with less sexual self‐efficacy, and higher actor anti‐femininity norms were significantly associated with less general sex communication, sexual risk communication, and sexual self‐efficacy. No partner effects were found. These results indicate a need for redefining masculine role norms through family centered approaches in pregnant or parenting adolescent couples to increase sexual communication and sexual self‐efficacy. Further research is needed to understand partner effects in the context of a relationship and on subsequent sexual risk behavior.     

Self‐framing of risky choice

Previous research on framing effects has largely focused on how choice information framed by external sources influences the response of a decision maker. This research examined how decision makers framed choice options and how the hedonic tone of self‐framing influenced their risk preference. By using pie charts and a complementary sentence‐completion task in Experiment 1, participants were able to interpret and frame the expected choice outcomes themselves before making a choice between a sure option and a gamble in either a life–death or a monetary problem. Each of these self‐frames (phrases) was then rated by a group of independent judges in terms of its hedonic tone. The hedonic tone of self‐frames was mostly positive and was more positive in the life–death than the monetary context, suggesting a motivational function of self‐framing. However, positive outcomes were still more likely to be framed positively than negative outcomes. In Experiment 2, choice outcomes were depicted with a whole‐pie chart instead of a pie slice in order to emphasize positive and negative outcomes equally. The results showed that the hedonic tone of self‐framing was still largely positive and more positive in the life domain than the monetary domain. However, compared to Experiment 1, the risk preference in the life–death domain was reversed, showing an outcome salience effect: when the pie‐slice chart emphasized only survival outcomes, participants were more risk taking under positive hedonic frames whereas when the whole‐pie chart depicted both survival and mortality outcomes, they became risk averse under positive frames. In sum, self‐framing reflected a positive bias in encoding risk information and affected the risk preference of the decision maker. Like the tone of voice used in communication, the hedonic tone of self‐framing, either positive or negative, can affect risk perception of a choice problem. Copyright © 2003 John Wiley & Sons, Ltd.     

Outwitting the rational mind: How effortful thinking influences price cognition

Prior research presents mixed findings on how people's degrees of effortful thinking influence their reliance on heuristics and biases. Although the tenets of dual process theory would argue that effortful thinking should attenuate people's reliance on heuristics, a number of contemporary findings suggest otherwise: Effortful thinking may, in fact, enhance biased processing of information in certain instances. This research shows how, in the context of pricing, people's degrees of effortful thinking can amplify their inclination towards biased processing of price information. In five studies (n = 1,339), we find that effortful thinking induces a greater preference for nine‐ending (vs. zero‐ending) prices, and the effect is mainly driven by people's greater propensity for argument‐based decision making. Such predilection to nine‐endings attenuates with lower cognitive effort in processing price information. Moreover, when locus of deliberation shifts from price to quality, consumers' preference for nine‐ending priced options is subdued.     

Career Decision‐Making Self‐Efficacy Change in Italian High School Students

The authors explored the effects of a structured‐group career intervention among 280 Italian high school students. Hierarchical linear models indicated the intervention's effectiveness in increasing career decision‐making self‐efficacy and, consequently, career exploration, but not in decreasing career choice anxiety. In addition, partial confirmation was found for the moderating effects of participants' expectations and motivation to change on the relationship between career decision‐making self‐efficacy and career choice anxiety. The findings support the development of a systematic vocational guidance program in Italian schools.     

Antecedents of consumer relative preference for interpersonal information sources in pre‐purchase search

Past research has demonstrated clearly the importance of pre‐purchase information search within the buying process. Scholars have identified several sources used by consumers in order to obtain information relevant to their purchase situation. Among the various information sources, interpersonal non‐commercial sources seem to play an important role in consumers' choice decisions. The present study examines potential antecedents of consumer relative preference for interpersonal information search. The proposed antecedents include personality traits such as individuals' susceptibility to interpersonal influence, their need for cognition and their self‐confidence, as well as individual differences in product knowledge and perceived risk associated with the purchase of a specific product. Using structural equation modelling on survey data (419 respondents), seven hypotheses — describing relationships between the diverse variables of the model — were tested. The results indicate that consumer relative preference for interpersonal information search was significantly influenced by consumers' susceptibility to interpersonal influence, their need for cognition, their self‐confidence and their product knowledge. Consumers' product knowledge also influenced their perceived risk, which did not affect their preference for interpersonal search significantly. Copyright © 2005 John Wiley & Sons, Ltd.     

How Incidental Confidence Influences Self‐Interested Behaviors: A Double‐Edged Sword

The present research investigates how incidental confidence influences self‐interested behaviors. It is well established that being in a psychological state of lower confidence causes people to experience psychological aversion that they are motivated to reduce. We study the transfer effect of confidence; people strive to compensate for lower confidence in one domain by obtaining higher status in other unrelated domains. Prior research has linked money with status and suggested that money can increase confidence. Building on this research, we proposed and showed in four experiments that lower incidental confidence increased self‐interested behaviors that brought financial gains. Drawing on research on competitive altruism, we also predicted and found that when altruism, rather than money, was seen as the primary source of status, the effect of incidental confidence reversed such that lower incidental confidence decreased self‐interested behaviors. Data ruled out alternative explanations and provided consistent evidence for the proposed compensatory mechanism. We also discussed theoretical and practical implications of the present research. Copyright © 2017 John Wiley & Sons, Ltd.     

Australian psychologists' attitudes towards suicide and self‐harm

An exploratory study of 81 Australian psychologists' attitudes towards suicide and self‐harm was undertaken. Two attitudinal measures, one knowledge measure and demographic information, were used to assess the relationships between attitudes, knowledge, gender, age, years of professional experience, and previous experience with suicidal and self‐harming clients. Among this sample, attitudes towards suicide and self‐harm were generally positive and participants displayed high levels of knowledge of self‐harm. Age and years of experience were related to participants' attitudes, with younger psychologists reporting greater confidence in working with these clients and believing in the right of an individual to decide when to die. Future research is needed to determine the impact of psychologists' attitudes on their behaviour towards suicidal and self‐harming clients.