Organizational trust among job seekers: The role of information‐seeking and reciprocation wariness

This study explores job seekers’ information‐seeking and pre‐hire trust, and the role of reciprocation wariness in the development of pre‐hire trust. Individuals seeking a job with a technology company (N = 192) reported their perceptions of the organization’s website usability and perceived similarity to their recruiter, organizational trustworthiness and trust, and intent to accept a job offer. Wariness moderated the relationship between website usability perceptions and trustworthiness. Unexpectedly, the interaction was in the opposite direction of what we predicted. In addition, job seekers’ perceived similarity to their recruiter related to trustworthiness, and trust related to intent to accept a job offer. Our findings suggest that to some extent, recruiting organizations can encourage trust perceptions in the pre‐hire context.     

Cooperative,pure, and selfish trusting: Their distinctive effects on the reaction of trust recipients

Three types of trusting have been distinguished conceptually and empirically. In cooperative trusting the trust giver explicitly expects a reaction from the trust recipient that fits with the equality norm. In pure trusting, no explicit expectation is expressed by the giver. In selfish trusting the giver explicitly expects a reaction that benefits himself or herself at the expense of the recipient. We asked whether the three types of trust elicit distinctive reactions from trust recipients. Each participant was paired with a fictitious player who ostensibly enabled him or her to divide money between them. As hypothesized, both cooperative and pure trusting elicited more equal allocations than did selfish trusting. A second hypothesis, that cooperative trust would yield more equal allocations than pure trust, was not supported. Results are discussed in terms of equality norm, self‐interest norm, reciprocity norm, reactance theory, social sanctioning, and the need to comply with others' expectations. Copyright © 2004 John Wiley & Sons, Ltd.     

The moderating effects of financial broad‐scope trust on consumer knowledge,cognitive effort,and financial healthiness

Substantial research results suggest the global financial crisis has negatively affected consumers' trust in financial service providers. Notably, trust not only relates to consumer trust in individual companies but also relates to the broader business context in which consumers may plan and carry out their financial behavior. This latter form of trust can be referred to as “broad‐scope” trust (BST). BST is especially important in a society context because lack of BST may reduce financial market dynamism, competition, and productivity. Consequently, financial service providers assume an important social responsibility in order to develop BST. Unfortunately, not much is known about the interplay between BST and consumer financial behavior. Based on two surveys comprising 1155 bank consumers and 756 mutual fund investors, respectively, this study investigates the moderating influence of BST on relations between knowledge, cognitive effort, and financial healthiness and also examines the direct influence of BST on cognitive effort and financial healthiness. The results indicate that BST negatively moderates relations between knowledge and financial healthiness and between cognitive effort and financial healthiness. In addition, it is demonstrated that BST negatively influences cognitive effort and positively influences financial healthiness. Our results demonstrate the importance of developing BST as it may ease the burdens put on consumers' financial knowledge and processing capabilities, which in turn may facilitate their financial well‐being. Copyright © 2016 John Wiley & Sons, Ltd.     

Effects of consumer perceptions of brand experience on the web: brand familiarity,satisfaction and brand trust

Creating a customer experience that is synonymous with a particular (website) brand is becoming increasingly recognised as a vital driver of e‐performance. E‐tailors are just as likely to try to influence consumers' shopping behaviour, through atmospherics and service, as brick‐and‐mortar stores. This study investigates several questions that have been left unanswered in recent studies of consumer behaviour in the context of internet‐based marketing. Its focus lies in addressing the issue of whether there is a direct relationship between brand experience and brand trust or whether there is an indirect relationship via satisfaction or brand familiarity. The results of an empirical study of e‐consumer behaviour show that brand trust is achieved through the following dimensions operating and interrelating as antecedent constructs: first, various brand experiences and the search for information, secondly, a high level of brand familiarity, and thirdly, customer satisfaction based on cognitive and emotional factors. These findings should assist marketers and academics in their understanding of the development of brand trust in an internet‐based environment. Copyright © 2005 John Wiley & Sons, Ltd.     

You,me, and meaning: an integrative review of connections between relationships and meaning in life

Social relationships are seen to be vital to human functioning, both in terms of psychological functioning and physical health. Relationships are a cornerstone of well-being. For instance, having positive relationships has been linked to greater happiness, life satisfaction and physical health outcomes. Meaning in life, or the perception that one's life is significant and has a purpose, is another prominent cornerstone of well-being. As such, social relationships and meaning in life should have reciprocal associations. In this paper, cross-cultural theory and empirical research will be reviewed to explore the role of family, romantic and friendship relationships in supporting meaning in life. Further, we will discuss the implications of the current research and propose new directions for future research.     

Sadly,you made me earn it: The effect of responsibility attributions for sadness on food indulgence

This article addresses the mixed findings of prior studies regarding hedonic food indulgence in sadness. Building upon the idea that self‐licensing may underlie the effect of sadness on food indulgence, the current research identifies responsibility attributions, namely, whether consumers attribute the cause of their sadness to themselves or to others, as an important factor that may affect sense of deservingness, and consequently affect hedonic food consumption in sadness. Four experiments show that sadness enhances food indulgence more when consumers attribute the responsibility for their sadness to others rather than to themselves. Specifically, findings show that (a) when self‐responsibility attributions are unlikely, sadness increases chocolate consumption; (b) sadness leads to a greater sense of deservingness and enhanced food indulgence when people hold others rather than themselves responsible for their sadness; and (c) the responsibility attribution effect on food indulgence in sadness is more pronounced at high levels of sadness and when the event that triggered one's sadness is significant. These findings contribute to our understanding of the factors that influence food indulgence in sadness.     

‘Though he slay me,yet will I trust in him’: a critical reconstruction of Winnicott's theory of value

This paper extrapolates an outline for a theory of value from Winnicott's reflections on war in ‘Discussion of war aims’ (1940). The author treats Winnicott's discussion as an occasion for a critical reconstruction of his theory of life‐values. He discerns an implicit set of distinctions in Winnicott's reflections on war, including different orders of value (existential, ethical, and psychosocial); a distinction between maturity and necessity; and a yet more fundamental distinction between violence and brutality. The paper argues, on the basis of these distinctions, that Winnicott allows for an understanding of one's encounter with the enemy as an ethical relation. The main argument of the paper is that the ethical attitude underpins recognition of the enemy's humanity. On a more critical note, the author argues that Winnicott doesn't adhere consistently to the ethical attitude he presupposes, that in certain passages he privileges the maturity of combatants over the humanity of the enemy.     

Let me guess how old you are: effects of age, gender, and facial expression on perceptions of age

Perceptions of age influence how we evaluate, approach, and interact with other people. Based on a paramorphic human judgment model, the present study investigates possible determinants of accuracy and bias in age estimation across the adult life span. For this purpose, 154 young, middle-aged, and older participants of both genders estimated the age of 171 faces of young, middle-aged, and older men and women, portrayed on a total of 2,052 photographs. Each face displayed either an angry, fearful, disgusted, happy, sad, or neutral expression (FACES database; Ebner, Riediger, & Lindenberger, 2010). We found that age estimation ability decreased with age. Older and young adults, however, were more accurate and less biased in estimating the age of members of their own as compared with those of the other age group. In contrast, no reliable own-gender advantage was observed. Generally, the age of older faces was more difficult to estimate than the age of younger faces. Furthermore, facial expressions had a substantial impact on accuracy and bias of age estimation. Relative to other facial expressions, the age of neutral faces was estimated most accurately, while the age of faces displaying happy expressions was most likely underestimated. Results are discussed in terms of methodological and practical implications for research on age estimation.     

Exploring the effect of artificial intelligence intellect on consumer decision delegation: The role of trust,task objectivity,and anthropomorphism

This study examines the impact of AI intelligence levels on consumer decision delegation through three experimental studies. Study 1 manipulates AI intelligence levels (low vs. high) to establish the main effect. Study 2 explores the mediating role of trust and the moderating effect of task types (subjective vs. objective) on the relationship between AI intelligence and trust. Study 3 investigates the role of AI anthropomorphism in AI delegation. The findings reveal that increasing AI intelligence enhances consumer decision delegation for both subjective and objective consumption tasks, with trust serving as a mediating factor. However, objective tasks are more likely to be delegated to AI. Moreover, anthropomorphic appearance positively influences trust but does not moderate the relationship between intelligence and trust. This research expands the literature on AI decision delegation, shedding light on the psychological processes related to AI-powered product design, consumer perceptions, and consumption situations, while also offering practical implications.     

Becoming who you are: An integrative review of self‐determination theory and personality systems interactions theory

One of the enduring missions of personality science is to unravel what it takes to become a fully functioning person. In the present article, the authors address this matter from the perspectives of self‐determination theory (SDT) and personality systems interactions (PSI) theory. SDT (a) is rooted in humanistic psychology; (b) has emphasized a first‐person perspective on motivation and personality; (c) posits that the person, supported by the social environment, naturally moves toward growth through the satisfaction of basic psychological needs for autonomy, competence, and relatedness. PSI theory (a) is rooted in German volition psychology; (b) has emphasized a third‐person perspective on motivation and personality; and (c) posits that a fully functioning person can form and enact difficult intentions and integrate new experiences, and that such competencies are facilitated by affect regulation. The authors review empirical support for SDT and PSI theory, their convergences and divergences, and how the theories bear on recent empirical research on internalization, vitality, and achievement flow. The authors conclude that SDT and PSI theory offer complementary insights into developing a person's full potential.     

Outside‐In: Jung's myth of interiority ambiguated. Or ‐ Knowing me,Knowing Jung – ahah!

Given his lifelong battle against one‐sidedness Jung's persistent prioritising of the ‘inner life’ over the ‘outer’ can seem problematic. The question is raised as to whether an approach that seems to verge uncomfortably close to solipsism can sometimes render Jung blind to the intuition that psychic life is constituted by an on‐going interplay between inner and outer, self and other (an intuition that he himself sometimes articulated so brilliantly). The ‘ambiguation’ of Jung's work offers an opportunity to confront this problem by utilising a critical dynamic that is consistent with Jung's psychological insights.     

A theoretical review of consumer priming: Prospective theory,retrospective theory,and the affective–behavioral–cognitive model

Primes are pervasive in marketing. Despite frequent use in practice, there has yet to be a framework to categorize priming techniques that is inclusive of measurement challenges and methods for administering primes as well as provides insight for researchers on how to think about and construct research using priming. Prior researchers have provided reviews of priming research, which have set the stage for discussions of priming theories and challenges of using primes in survey research. We build from their review and contribute in four ways by (i) reviewing priming theories rooted in both prospective and retrospective models of memory; (ii) developing a priming framework based on the ABC model of attitudes (affective, behavioral, and cognitive priming) that incorporates lexical priming, priming fluency effects, and methods for administering primes; (iii) addressing priming challenges including discrepancies between the priming method and measurement method; and (iv) positing the influence of personal characteristics on priming, such as the role of skepticism in assimilation and contrast effects. The final model is offered and elaborated upon as a guide for future research. Copyright © 2016 John Wiley & Sons, Ltd.     

mold,mould, mole‐d: the three m's of career development

The author explores a creative idea development process wherein one begins by applying the image of “breaking the mold” to career development and then extending the process further by considering other related images. In this article, the related images include synonyms for mold such as mould and mole‐d (the mole is a small burrowing animal with limited vision). Together, these images reflect current career development issues, such as the need for flexibility, health, and vision (sight and insight). These concepts have both practical and theoretical relevance for employment counselors.     

Brand placement disclosure effects on persuasion: The moderating role of consumer self‐control

The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the “couch‐potato” mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 John Wiley & Sons, Ltd.     

You deplete me: Impacts of providing positive and negative event support on self‐control

We examined how providing social support may reduce self‐control. Participants who reported greater effectiveness concerns and emotion regulation while providing daily support showed greater behavioral and subjective depletion; moreover, supporting partners' negative events tended to involve greater concerns and emotion regulation than partners' positive events (Study 1). It was the act of providing support (and not just listening to events) that led to depletion (Study 2), and manipulating individuals to have greater concerns about support effectiveness caused them to show less self‐control (Study 3). Overall, the results suggest that support provision can reduce self‐control in a variety of ways (influencing persistence, focus, and feelings of exhaustion), particularly when there are concerns about effectiveness and the need to regulate emotions.     

Social support in a changing Europe: an analysis of three post‐communist nations

Despite the continuing interest in social transitions among social scientists, there has been little analysis of the impact of societal change on personal relationships. One important factor in helping individuals deal with the stresses associated with rapid transitions is social support. In our first study, 450 manual workers, students and entrepreneurs in Russia, Georgia and Hungary completed structured questionnaires assessing demographic and value predictors of the perception of support availability and the support they obtained to deal with changes in their societies. In our second study, the same respondents participated in semi‐structured interviews investigating the relationship between their work lives and support networks. Our findings demonstrate the importance of culture, occupation and values for both the perception and reception of support, and underline the multifaceted manner in which different work experiences in different nations influence support networks. Copyright © 2001 John Wiley & Sons, Ltd.     

Impact of consumers' corporate social responsibility‐related activities in social media on brand attitude,electronic word‐of‐mouth intention,and purchase intention: A study of Chinese consumer behavior

This study examines how consumers' corporate social responsibility (CSR)‐related activities in social media affect their responses to brands. We defined consumers' CSR‐related activities in social media as the extent to which consumers use social media to engage in CSR communication by companies. An online survey was conducted to examine social media users in China, the largest consumer market in today's global economies. This study developed a theoretical model and empirically tested the relationships between consumers' CSR‐related activities in social media, identification with the brand, and three consumer behavior outcomes: electronic word‐of‐mouth (eWOM) intention, brand attitude, and purchase intention. The results suggested that consumers' CSR‐related activities in social media significantly impacted eWOM intention and purchase intention through enhancing identification with the brand and positive brand attitude. This study provides important insights on consumer behavior and CSR by investigating social media, an important and emerging marketing platform. Moreover, this study fills in the research gap about the association between consumers' CSR‐related activities in social media and their responses to brands. Theoretical and managerial implications for CSR strategies in social media are discussed.     

Evaluating Effort: Influences of Evaluation Mode on Judgments of Task‐specific Efforts

The claim that humans adapt their actions in ways that avoid effortful processing (whether cognitive or physical) is a staple of various theories of human behavior. Although much work has been carried out focusing on the determinants of such behaviors, less attention has been given to how individuals evaluate effort. In the current set of experiments, we utilized the general evaluability theory to examine the evaluability of effort by examining subjective value functions across different evaluation modes. Individuals judged the anticipated effort of four task‐specific efforts indexed by stimulus rotation, items to be remembered, weight to be lifted, and stimulus degradation across joint (i.e., judged comparatively) and single evaluation modes (i.e., judged in isolation). General evaluability theory hypothesizes that highly evaluable attributes should be consistently evaluated (i.e., demonstrate similar subjective value functions) between the two modes. Across six experiments, we demonstrate that the perceived effort associated with items to be remembered, weight to be lifted, and stimulus degradation can be considered relatively evaluable, while the effort associated with stimulus rotation may be relatively inevaluable. Results are discussed within the context of subjective evaluation, internal reference information, and strategy selection. In addition, methodological implications of evaluation modes are considered. Copyright © 2017 John Wiley & Sons, Ltd.