Working smarter: The effects of motivational orientations on purchasing task selection and retail buyer performance

Retail buyers' motivational orientations can influence which tasks they select in order to perform their jobs and which kinds of buying mistakes they may be likely to make. Research reported here found that intrinsically motivated buyers were more likely to use diverse sources of information, to seek and recommend new vendors, to have more positive relationships with vendors and sales personnel, and to make fewer “Type 2” buying errors. Discussion focuses on managerial and theoretical contributions of the findings.     

Cybersecurity and Authentication: The Marketplace Role in Rethinking Anonymity – Before Regulators Intervene

Anonymous speech plays a fundamental role in America’s political history. However, that long tradition of anonymous communications faces an image problem in today’s age of spam, computer viruses, spyware, denial-of-service attacks on websites, and identity theft. The criminals and hackers who perpetrate these insults on the commercial Internet are, for the most part, anonymous; we simply do not know the identities of these bad guys. Yet, the promise of anonymous communications is vital to the preservation of political liberty across the globe. Therefore, how should we regard anonymity in a digital age? And how should we strike the right balance between security and anonymity online? To begin, we should not consider the outlawing of anonymous communications as the answer to today’s cybersecurity threats. Commercial sector “regulation” of anonymity, so to speak, can play a significant role in combating these problems. Increasingly, online authentication has become important to both personal security and to cybersecurity in general. Some recent proposals toward bolstering security have included greater authentication of the source of emails to deal with spam and the requirement that those who conduct transactions online reveal their identities – seeming violations of online culture. Policymakers also want a say in the matter, and as the process unfolds, they might feel increasingly tempted to intervene whenever issues impacting privacy and authentication emerge in debates over telecommunications, intellectual property, biometrics, cybersecurity, and more. Regardless, government should not strip us of our anonymity online. Cybersecurity concerns may instead call for the marketplace – not regulators – to deal with the fact that many threats stem from that very lack of authentication. The inclusion of greater authentication standards into online services by private vendors will lead to their working in concert in unprecedented ways that may draw attention from regulatory and antitrust authorities. But these private, experimental efforts have no implications for political liberty – nor are they anticompetitive. Private solutions are the only real hope we have for decreasing cybersecurity threats, given that previous government efforts to regulate the Internet – for example, outlawing spam in 2004 – have not lived up to expectations. Political anonymity and commercial anonymity are not the same thing, and the distinction requires better appreciation. Over the coming tumultuous period of dealing with online threats, policymakers should allow the experimentation necessary to cope with today’s lack of online authentication to proceed with minimal interference.     

A High By Any Other Name: Exploring the Motivations for Consumption of “Legal Highs”

A large number of legal, semi-legal, synthetic, and organic drugs are sold online or through commercial vendors as novelties, often labeled as “not for human consumption.” It is fairly common knowledge, however, that many, if not all, of the purchasers of such products buy them for personal use. This study conducted ethnographic interviews with 26 synthetic and organic drug users over a five month period. Using a grounded theory approach, the authors created a typology of users that fell into three general categories: Risk reducers (who saw these drugs as either safer or less likely to be detected than illegal drugs), plan “B” users (those who preferred illegal drugs but used these drugs when their preferred drugs were unavailable), and novelty seekers (who used these drugs experimentally, or simply for fun and recreation).     

Becoming a Client: The Socialization of Novice Buyers of Sexual Services

Contributing to the growing body of research on the buyers of commercial sex services, this study explores the socialization of novice clients. Drawing on data from a popular Web-based discussion forum, the article identifies the central questions and concerns of individuals who are on the verge of purchasing sex for the first time. A second dimension of the study examines the ways in which more seasoned clients respond to novices who ask for advice in the forum. We find that the veterans’ responses, taken together, help to socialize new clients and reflect a set of conduct norms and best practices within this online subculture.     

Filling in the Gaps: Listening Through Dialogue

Over the past 30 years, technology has been introduced into higher education shifting the ways in which learning and student engagement occurs. While the literature suggests that technology offers benefits for improving educational outcomes, few studies have examined how benefits are achieved. This case study presents how the students and instructor of a course on postmodern theory and family therapy developed a praxis-based approach using a digital platform to improve pedagogy. Specifically, using a reflective approach based on ethnomethodology, this paper presents how the members of this course achieved a transformative generative dialogue using an online, simultaneous multi-user document, file-sharing and editing platform. This paper stresses the importance of all members of a course participating in the use of an interactive technological platform to facilitate open dialogue and collaboration.     

The effect of relational benefits in loyalty programmes: Evidence from Chinese milk formula customer clubs

Although the value of relational benefits has been recognised in customer relationship management, the impact of these benefits on loyalty behaviours is yet to be investigated in the context of loyalty clubs. Little is known why some loyalty programmes outperform others. By using both qualitative and quantitative research approaches, this research developed and estimated a conceptual model that describes the interaction of key relational benefits and their contributions to customer loyalty in a set of milk formula customer clubs in China. Data were collected from 300 Chinese infant milk formula buyers, including both customer club members and nonmembers. This study confirms that the customer‐confidence benefits and identity‐related benefits precede other loyalty rewards and strengthen other loyalty incentives in a loyalty programme. The economic benefits and information‐sharing benefits play a mediating role and contribute directly to customer loyalty. The findings of this research help better understand the mechanism behind loyalty behaviours in customer clubs.     

What’s on Sale? A Discourse Analysis of Four Distinctive Online Escort Advertisement Websites

Technological advances have contributed to the changing structure and organisation of sex work, heralding a dramatic growth in sex workers soliciting and advertising the selling of sex via the Internet. This study was concerned with four distinctive, independent online escort markets—male heterosexual, female heterosexual, gay and lesbian. A discourse analysis was conducted on ten online advertisements from each escort sample, in order to analyse how different online escorts advertise their sexual services in relation to gender, sexuality and social class. The findings reveal core differences between each of the escort samples in relation to gender and power dynamics. Findings highlighted that maleness and masculinity-as-power play a role whether we are looking at men as the buyers or the sellers of escort services. In stark contrast, advertisements presented femaleness and femininity as objectified, submissive and/or vulnerable regardless as to whether we are looking at women as the buyers or the sellers of escort services.     

Beyond Abstinence: An Examination of Psychological Well-Being in Members of Narcotics Anonymous

While a growing body of literature supports the role of mutual help organizations in helping members achieve abstinence, fellowships other than Alcoholics Anonymous and outcomes beyond abstinence have been studied far less often. The current study examined recovery-related correlates of psychological well-being in a sample of Narcotics Anonymous (NA) members. Participants (N = 128) were self-identified NA members from across the United States who completed an online survey assessing an array of psychosocial outcomes. Hierarchical regression models assessed whether abstinence duration and other recovery-related variables accounted for significant incremental variance in psychological well-being, over and above several covariates. As a block, abstinence duration and the recovery predictors accounted for significant incremental variance in three of four psychological well-being domains. As a complement to studies on short-term benefits of mutual help organizations, these data suggest ongoing recovery involvement may be positively associated with subjective psychological well-being in NA members.     

Psychological underpinnings of intrafamilial computer-mediated communication: a preliminary exploration of CMC uptake with parents and siblings

This preliminary study investigates the uptake of computer-mediated communication (CMC) with parents and siblings, an area on which no research appears to have been conducted. Given the lack of relevant literature, grounded theory methodology was used and online focus group discussions were conducted in an attempt to generate suitable hypotheses for further empirical studies. Codification of the discussion data revealed various categories of meaning, namely: a perceived inappropriateness of CMC with members of family of origin; issues relating to the family generational gap; the nature of the offline sibling/parent relationship; the non-viability of online affordances such as planned self-disclosure, deception, identity construction; and disinhibition in interactions with family-of-origin members. These themes could be molded into hypotheses to assess the psychosocial limitations of CMC and to determine if it can indeed become a ubiquitous alternative to traditional communication modes as some scholars have claimed.     

Online we are all able bodied: Online psychological sense of community and social support found through membership of disability‐specific websites promotes well‐being for people living with a physical disability

People with a physical disability are a population who for a number of reasons may be vulnerable to social isolation. Research into Internet‐based support sites has found that social support and an online sense of community can be developed through computer mediated communication channels. This study aims to gain an understanding of the benefits that membership of disability‐specific online communities may have for people with a physical disability. An online survey was administered to a sample of users of such sites (N = 160). Results indicated that users did receive moral support and personal advice through participating in such online communities. Further, results indicated that online social support and feeling a sense of community online were positively associated with participants' well‐being in the areas of personal relations and personal growth. Copyright © 2010 John Wiley & Sons, Ltd.     

The stability and sales contribution of heavy‐buying households

Creating long‐term heavy buyers underpins many theories of consumer behaviour and marketing plans. This makes heavy‐buying households an attractive target for research and marketing activities. However, analysis across over 150 brands in 15 categories reveals that only around 50 per cent of the heavy‐buying households of a brand in 1 year to remain heavy brand buyers in the next year. This provides a benchmark for marketers implementing strategies to reduce leakage from heavy‐buyer segmentations. This result, however, casts doubt on the reliability of heavy buying as a household/buyer targeting characteristic and calls into question the idea that long‐term heavy brand buyers can be cultivated. There is evidence that category heavy buying is consistently more stable behaviour, averaging 67 per cent year‐on‐year buyer stability. Therefore, if heavy buying behaviour is a targeting characteristic, the results support the use of category buying, rather than brand buying weight. Copyright © 2014 John Wiley & Sons, Ltd.     

Web-MCQ: A set of methods and freely available open source code for administering online multiple choice question assessments

E-learning approaches have received increasing attention in recent years. Accordingly, a number of tools have become available to assist the nonexpert computer user in constructing and managing virtual learning environments, and implementing computer-based and/or online procedures to support pedagogy. Both commercial and free packages are now available, with new developments emerging periodically. Commercial products have the advantage of being comprehensive and reliable, but tend to require substantial financial investment and are not always transparent to use. They may also restrict pedagogical choices due to their predetermined ranges of functionality. With these issues in mind, several authors have argued for the pedagogical benefits of developing freely available, open source e-learning resources, which can be shared and further developed within a community of educational practitioners. The present paper supports this objective by presenting a set of methods, along with supporting freely available, downloadable, open source programming code, to allow administration of online multiple choice question assessments to students.     

Emoji图像符号的社交功能及应用

Emoji是一种从最初模仿挪用日式动漫符号, 到后来日益扩展其使用范围的图像符号体系。自从1999年Shegetaka Kurita创造Emoji以来, Emoji不断获得充实和发展, 目前已成为数字交流中代替肢体动作、面部表情等非语言线索的主要形式, 并成为全球普遍使用的交流工具。Emoji本身具有有趣、形象、生动和幽默等特点, 在网络交流中具有表达情感、加强表达、改变语气、维持或增进人际关系等功能。同时, 其使用会受到性别、文化、语境和平台等因素的影响。目前, 随着Emoji的不断发展和广泛使用, 其应用范围已经扩展至网络交流之外的心理测量、商业营销、法律判决以及情感分析等领域, 具有广泛的应用和研究价值。未来可以从以下几个方面进一步深入研究：(1)进一步探索Emoji在网络交流中的应用和未来发展趋势; (2)加大对Emoji在其他领域中应用情况的进一步研究; (3)更加深入探索Emoji的神经生理机制; (4)从认知加工角度来探讨Emoji在网络交流中的积极效果。     

South African Hindu Psychologists’ Perceptions of Mental Illness

Conceptualisations of mental illness are not universally applicable, as culture shapes the expression, perceptions and treatment preferences thereof. By focusing on the perceptions of Hindu psychologists regarding mental illness, this study aimed to provide a deeper understanding of the impact that religious beliefs have on such conceptualisations. Semi-structured interviews were conducted with six Hindu psychologists around the Johannesburg area, South Africa. Responses were analysed using thematic content analysis. From the findings, it was evident that religion plays a critical role in the understanding and treatment of mental illness. Hindu beliefs around psychological disturbances were salient. Additionally, it was found that a tension existed between psychologists’ awareness of the influential function of religion, particularly amongst collectivistic communities such as the Hindu community, and their occupational understandings and practices, which are deeply rooted in Western thought. Furthermore, it was suggested that the fear of stigma prevented Hindu clients from reaping the benefits of seeking help from culturally competent psychologists.     

Le développement d’un outil de mesure des comportements inadaptés au travail auprès de directions d’établissements scolaires du Québec

This study focuses on developing a measuring tool for unsuitable behaviour in the workplace. The tool has been developed from school principals. To do so, exploratory factor analyses have been conducted. Data have been collected from 232 senior staff members from school facilities across Quebec. Participants were invited to answer an online questionnaire. The results obtained help to classify inappropriate work behaviour into one factor. In addition to its theoretical value, this research brings several significant contributions to practice.     

Delivery of internet treatment for compulsive hoarding (D.I.T.C.H.)

This study tested the effectiveness of an existing private online CBT-based group intervention designed to help people with hoarding. Web-group participants were hypothesized to show more improvement in hoarding symptoms over time compared to those placed on a naturalistic waitlist. This web-based self-help group (N = 106 members, N = 155 waitlisted) includes a formal application process and requires that participants post action steps and progress at least once monthly. Members have access to educational resources on hoarding, cognitive strategies, and a chat-group. Potential research participants were invited to complete an anonymous web-based survey about their hoarding behaviors and clinical improvement on five occasions (3 months apart). The sample was mainly middle-aged, female and White. Regression analyses show that Recent members reported greater improvement and less clutter at 6 months (than Waitlist). Long-term members reported milder hoarding symptoms than Recent ones, suggesting benefits from group participation over time. All members showed reductions in clutter and hoarding symptoms over 15 months. Less posting activity was associated with greater hoarding severity. Online CBT-based self-help for hoarding appears to be a promising intervention strategy that may extend access to treatment. Evaluating the benefits of internet self-help groups is critical given growing popularity of and demand for web-based interventions.     

Preventing Suicide at Suicide Hotspots: A Case Study from Australia

The Gap Park Self‐Harm Minimisation Masterplan project is a collaborative attempt to address jumping suicides at Sydney's Gap Park through means restriction, encouraging help‐seeking, and increasing the likelihood of third‐party intervention. We used various data sources to describe the Masterplan project's processes, impacts, and outcomes. There have been reductions in reported jumps and confirmed suicides, although the trends are not statistically significant. There has been a significant increase in police call‐outs to intervene with suicidal people who have not yet reached the cliff's edge. The collaborative nature of the Masterplan project and its multifaceted approach appear to be reaping benefits.     

The effects of social (dis)engagement on status conferral: A context dependent account

The functionalist perspective of status suggests that, to attain status, individuals need to be socially engaging and contribute to a group. In contrast, the signaling perspective of status indicates that people often perceive a lack of social engagement as a status cue and thus confer status on someone who is socially disengaging. Integrating these two important perspectives in the status literature, we propose a context dependent account of social (dis)engagement and status conferral in groups and organizations. Whereas social engagement (e.g., contributing to a group and connecting with its members) results in status attainment in task contexts, social disengagement (e.g., withholding benefits from a group and distancing oneself from its members) leads to status attainment in social contexts. A laboratory study and an online experiment provide partial empirical support for our predictions. Theoretical and practical implications are discussed.     

Reflections on teaching health care ethics on the web

As web instruction becomes more and more prevalent at universities across the country, instructors of ethics are being encouraged to develop online courses to meet the needs of a diverse array of students. Web instruction is often viewed as a cost-saving technique, where large numbers of students can be reached by distance education in an effort to conserve classroom and instructor resources. In practice. however, the reverse is often true: online courses require more of faculty time and effort than do many traditional classes. Based on personal experience teaching an online course in health care ethics for students in the Allied Health Professions, it is evident that there are both benefits and challenges in teaching online courses, particularly in ethics. Examples of benefits are (1) the asynchronous nature of web instruction allows students to progress through the course at their own pace and at times that are convenient given their clinical responsibilities; (2) web courses allow for a standardization of content and quality of instruction over a diversity of programs; and (3) examples can be tailored to the differing experiences of students in the course. Some challenges to teaching online ethics courses include (1) the fact that online instruction benefits visual learners and disadvantages those lacking good reading comprehension or strong writing skills; (2) developing meaningful student-student and student-instructor interaction; and (3) teaching ethics involves teaching a process rather than a product. Allowing students to apply their knowledge to real-world cases in their disciplines and encouraging them to share experiences from clinical practice is an effective way to meet several of these challenges. Building an online community is another good way to increase the interaction of students and their engagement with the material.     

We‐commerce: Exploring factors influencing online group‐buying intention in Taiwan from a conformity perspective

Group buying is a relatively new online consumption practice. Consumers negotiate product or service prices with businesses to obtain low prices or an increased number of products. This study investigates factors influencing online group‐buying intention from a conformity perspective. An online survey is used to sample 650 online group buyers in Taiwan. Structural Equation Modelling (SEM) is applied to examine the hypotheses within the theoretical framework. Analytical results indicate that social factors (online recommendations, media recommendations, and personal recommendations) positively affect social influence and online group‐buying intention. Individual factors (compliance and attention‐to‐social‐comparison‐information) positively affect social influence and conformity. Psychological factors (financial risk, performance risk, and social risk) negatively affect online group‐buying intention, and are positively correlated with social influence and conformity. Furthermore, social influence (informational influence and normative influence) are positively correlated with conformity and online group‐buying intention. Social influence and conformity are positively correlated with online group‐buying intention. Finally, implications of analytical findings are discussed.