Consumer decisions in relationships

Most research on consumer choice assumes that decisions are usually made by individuals, and that these decisions are based on an individual's personal attitudes, beliefs, and preferences. Yet, much consumer behavior—from joint decisions to individual choices—is directly or indirectly shaped by people with whom we have some relationship. In this target article, we examine how each member in a relationship can affect how consumer decisions are made. After reviewing foundational work in the area, we introduce a powerful and statistically sophisticated methodology to study decisions within relationships—a dyadic framework of decision-making. We then discuss how the study of consumer decisions in relationships can be informed by different theories in the relationships field, including attachment, interdependence, social power, communal/exchange orientations, relationship norms, and evolutionary principles. By building on the seminal foundations of prior joint-decision making research with theories and methods from contemporary relationship science, we hope to facilitate the integration of the consumer and relationships literature to better understand and generate novel hypotheses about consumer decisions in relationships.     

Children's prosocial behavioural intentions towards outgroup members

When will children decide to help outgroup peers? We examined how intergroup competition, social perspective taking (SPT), and empathy influence children's (5–10 years, N = 287) prosocial intentions towards outgroup members. Study 1 showed that, in a minimal group situation, prosociality was lower in an intergroup competitive than in a non‐competitive or interpersonal context. Study 2 revealed that, in a real groups situation involving intergroup competition, prosociality was associated with higher empathy and lower competitive motivation. In a subsequent non‐competitive context, there were age differences in the impact of SPT and competitive motivation. With age, relationships strengthened between SPT and prosociality (positively) and between competitiveness and prosociality (negatively). Among older children, there was a carry‐over effect whereby feelings of intergroup competitiveness aroused by the intergroup competitive context suppressed outgroup prosociality in the following non‐competitive context. Theoretical and practical implications for improving children's intergroup relationships are discussed.     

How we Became the Schmams: Conceptualizations of Fairness in the Decision-Making Process for Latina/O Children

The current study examines 16 Latina/o fifth grade children's desires for a decision-making structure within a youth participatory action research (yPAR) program. When given the choices of consensus, majority rule, authoritarian rule, delegation, and random choice models, children chose random choice. Procedural, distributive and emotional justice were heavily weighted in their reasoning around fairness and decision making. Many thought random choice offered the best alternative because it flattened power hierarchies so that each child would, at some point, have the power to make a decision. Additionally, children argued that the neutrality of random choice allowed them to sidestep interpersonal tensions. Implications include how social identities inform definitions of fairness and how yPAR programs should work with youth around how they will make decisions.     

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.     

Media’s Influence on Self-Image and Romantic Relationship Decision-Making in College-Age Clients: What Mental Health Counselors Should Know

Research indicates that media-influenced decisions potentially assist in leading college-aged students to make negative interpersonal choices, resulting in poor intimate relationships (Storey and McDonald, 2013). However, many mental health counselors inadvertently ignore the effect of media when they work with college-aged clients. To speak to the need for mental health counselors to become aware of the issue, this study examined the phenomenological perspective of eight students. This qualitative study’s results indicate that media portrayal of successful couples and unrealistic expectations affect intimate relationship decision-making.     

Taxing behavioral control diminishes sharing and costly punishment in childhood

Instances of altruism in children are well documented. However, the underlying mechanisms of such altruistic behavior are still under considerable debate. While some claim that altruistic acts occur automatically and spontaneously, others argue that they require behavioral control. This study focuses on the mechanisms that give rise to prosocial decisions such as sharing and costly punishment. In two studies it is shown in 124 children aged 6–9 years that behavioral control plays a critical role for both prosocial decisions and costly punishment. Specifically, the studies assess the influence of taxing aspects of self‐regulation, such as behavioral control (Study 1) and emotion regulation (Study 2) on subsequent decisions in a Dictator and an Ultimatum Game. Further, children's perception of fairness norms and emotional experience were measured. Taxing children's behavioral control prior to making their decisions reduced sharing and costly punishment of unfair offers, without changing perception of fairness norms or the emotional experience. Conversely, taxing children's emotion regulation prior to making their decisions only led to increased experience of anger at seeing unfair offers, but left sharing, costly punishment and the perception of fairness norms unchanged. These findings stress the critical role of behavioral control in prosocial giving and costly punishment in childhood.     

Interpersonal perception in cross-group interactions: Challenges and potential solutions

This review provides a framework for theorising about the processes that give rise to interpersonal perception during encounters between two individuals who belong to different groups. Consistent with a dyadic approach, interpersonal perception is considered a function of the unique and combined effects of the perceptions and behaviours of both partners involved in the interaction. A model is presented in which negative expectancies give rise to feelings of anxiety and behavioural displays of anxiety, both of which in turn influence interpersonal judgements. Factors that vary at the level of the perceiver, target, and the interaction are examined as moderators of interpersonal perception. Lastly, given that the study of interpersonal perception within cross-group dyadic encounters is relatively new, several strategies that show promise for improving interpersonal perception are discussed. Turning towards the future this article concludes by discussing how research and theory outside the domain of intergroup relations can be used to develop innovative methods for improving perception processes.     

Therapist specific communication styles and patient resistance: An analogue study

Two contrasting pairs of verbal therapist communication styles were covaried with three areas of communication loci and were studied in relation to subjects' choices of resistant or resonant ‘patient responses’. Thirty medical students, serving as vicarious patients, observed a videotape of a simulated psychotherapy session and made response choices in relation to 12 therapists' well-specified communications. Contrary to expectations, subjects chose fewer resistant responses following engaged styles of communication than with disengaged styles. Collaborative style of communication, as hypothesized, was followed by less resistant responses than was unidirectional style. Communications that were cast in terms of transferential relationships were generally followed by significantly lower resistant choices than were those relating to past and current relationship loci. No gender differences were observed. Rationale, findings and possible inferences were in relation to dyadic interpersonal influences. Experimental manipulation of variables within psychotherapy sessions is encouraged.     

It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships

We present three spiral reinforcement models that describe how mutual perceptions of trustworthiness and/or mutual cooperation may develop in dyadic interpersonal and intergroup relationships: a perceived trustworthiness spiral model, a cooperation spiral model, and a perceived trustworthiness-cooperation spiral model that posits a relatively more complex spiraling between trustworthiness perceptions and cooperation. Actor-Partner Interdependence Model (Kashy & Kenny, 2000) analyses of data from two joint venture business simulations provided support for the spiral models in interpersonal and intergroup relationships. While all three models received some support, the perceived trustworthiness-cooperation spiral received the most consistent support, suggesting that trust perceptions play a crucial mediating role in the development of cooperation in both interpersonal and intergroup interactions. Overall, it does “take two to tango”: the development of mutual trust and cooperation involves an intricate dance that spirals over time and is fundamentally affected by partners’ initial moves.     

Role of clarity of other's feelings for dyadic coping

Dyadic coping has repeatedly been associated with positive outcomes in intimate relationships. However, less is known about the prospective predictors of dyadic coping. This study investigates clarity of other's feelings (CoF) as a potential predictor of supportive dyadic coping in a longitudinal study. In a sample of 368 couples, self‐reported CoF and supportive dyadic coping perceived by the partner were assessed annually over 3 years. Results revealed that interpersonal differences in men and women's CoF are positively associated with interpersonal differences in supportive dyadic coping. Moreover, interpersonal differences in men's CoF predicted long‐term intrapersonal changes in supportive dyadic coping of both partners. Couple intervention programs might strengthen couple's dyadic coping skills by targeting men's understanding of their partner's feelings.     

Acquiring dyadic coping: Parents and partners as models

Using self‐reported data on dyadic coping from 153 premarital couples and their parents, this study investigates (a) how similar individuals are to their parents and partner and (b) whether parent–child similarities in dyadic coping vary as a function of child's gender and the type of dyadic coping model parents represent. Similarities were computed using an idiographic approach, and 2 components of dyadic similarity—unique and stereotypical—were distinguished. Results indicate that internalization of parental models and partner's reciprocation are relevant sources of dyadic coping acquisition, that different processes are implicated in the acquisition of positive versus negative dyadic coping, and that children's gender and their ability to discriminate between parental models influence such an acquisition.     

The effects of intergroup discrimination and social values on level of self-esteem in the minimal group paradigm

The proposition that individuals engage in intergroup discrimination to increase or maintain positive social identity and a high level of self-esteem has received some empirical support. An attempt was made to extend prior findings by evaluating whether intergroup allocation behaviour consistent with subjects' social values would lead to higher self-esteem than inconsistent allocation behaviour. More specifically, it was predicted that competitive subjects' self-esteem will be higher following discriminatory choices than fair choices and prosocial subjects' self-esteem will be higher following fair choices than discriminatory choices. It was also predicted that after subjects were constrained to make discriminatory choices, competitors' self-esteem would be higher than prosocials' self-esteem and after subjects were constrained to make fair choices, prosocials' self-esteem would be higher than competitors' self-esteem. Experiment I supported the first of these predictions when a measure of personal self-esteem was used as a dependent variable. Experiment 2 attempted to extend the generality of the findings of Experiment 1 by defining and measuring self-esteem in collective terms. The expected prior pattern of results did not occur again. Constraining subjects to make discriminatory choices increased their collective self-esteem regardless of their social values.     

European‐American children's intergroup attitudes about peer relationships

Intergroup attitudes were assessed in European‐American first grade (M=6.8 years) and fourth grade (M=9.9 years) boys and girls (N=94) to test hypotheses about implicit racial biases, perceptions of similarity between peer dyads, and judgments about cross‐race friendships. Two assessments, an ambiguous situations task and a perceptions of similarity task, were administered to all participants. Contrary to prior findings, participants did not display implicit racial biases when interpreting children's intentions to commit a negative moral transgression towards a peer. Implicit biases were revealed, however, when asking children to judge cross‐race friendship potential. The findings on children's similarity perceptions revealed that children focused on shared interests and race when judging similarity. Given that previous meta‐analyses of prejudice have pointed to cross‐race friendships as a significant predictor of a reduction in prejudice, these findings help to understand what may account for the relative infrequency of intergroup friendships in childhood. Further, the findings indicate the ways in which, implicit racial biases influence friendship decisions.     

To whom does voice in groups matter? Effects of voice on affect and procedural fairness judgments as a function of social dominance orientation

The authors investigated the effects of voice--the opportunity to provide input in decision-making processes--on perceptions of procedural fairness. In particular, the authors studied the moderating role of social dominance orientation (SDO) in shaping this relation. SDO is an important individual differences variable that causes people to favor unequal relationships within and between social groups. Results revealed that voice was more strongly related to fairness judgments when participants had a high rather than low SDO. Moreover, positive affect mediated this moderation effect. The authors interpreted these results to indicate that high-SDO participants were especially sensitive to voice manipulations because such manipulations enhance perceptions of control over group resources and outcomes. The authors conclude by discussing alternative explanations based on other fairness theories.     

sprees and runs: opportunity construction and criminal episodes

Criminal decision-making researchers generally focus either on offenders' criteria for identifying promising targets or on how offenders' lifestyles condition crime's appeal. Obviously, significant events bridge offenders' routines and discrete criminal choices. However, researchers often neglect the immediate experiences and events that enact lifestyles in particular choices. Drawing on 110 accounts of criminal events by street thieves, this article examines criminal choice. The findings indicate that offenders assess opportunity in light of recent decisions and events. Like all agents, they reference a general outlook and lessons taken from recent choices; looking backward as well as forward, they frame their options within a line of relevant events. When offenders confront potentially criminal situations or promising targets, perceptual outcomes of recent crimes operate alongside a temporary sense of commitment to criminal trajectories of action to inspire a serendipitous optimism. This complex decision-making can happen in an instant and is imperceptible without asking offenders to reflect on the sequential events that precede crime.     

The role of strategies in deciding advantageously in ambiguous and risky situations

In decision situations of everyday life, the potential positive or negative consequences of a decision are often specified and the associated probabilities are known or they are principally calculable ("decisions under risk"). On the basis of correlations reported in patient studies, it has been recently proposed that decisions under risk involve strategic components, i.e. calculation of the risk, as well as emotional processes, i.e. processing feedback from previous decisions. However, the potential impact of calculative strategies on decision-making under risk has not been investigated systematically, so far. In the current study, we examined 42 healthy subjects (21 females) with the Game of Dice Task measuring decisions under risk, and a questionnaire assessing strategy application in items comparable to the choices in the Game of Dice Task. In addition, the subjects performed the Iowa Gambling Task, examining decision-making under ambiguity, and a neuropsychological test battery focusing on executive functions. Results indicate that deciding advantageously in a decision-making task with explicit and stable rules is linked to applying calculative strategies. In contrast, individuals who decide intuitively prefer risky or disadvantageous choices in the Game of Dice Task. Applying calculative strategies was correlated with executive functions but not with performance on the Iowa Gambling Task. The results support the view that calculative processes and strategies may improve decision-making under explicit risk conditions.     

Trust-suspicion and gender differences in interpersonal functioning

Responses on self-report questionnaires (Study 1) and in a dyadic game (Study 2) were observed to investigate relationships of trust-suspicion (T-S), locus of control (I-E), and situational contingencies to styles of interpersonal functioning. Generalized T-S predicted cooperative/competitive interactional choices among the male college student samples (p ? .01). However, T-S predicted females' interpersonal behaviors only when they were in a reactive, defensive position. T-S did not relate to actual behaviors when females were allowed to select/initiate cooperative or competitive exchanges. Situational rules (p ? .025) and I-E (p ? .01) predicted all subjects' behaviors when in a choice, but not defensive, position.     

Perceived mattering in stepfamilies: A social relations model analysis

The current study examined the respective role of stepfamily members' individual characteristics and their dyadic relationships in stepfamily members' perceptions of mattering to one another. Parents, stepparents, and adolescents from 86 stepfamilies participated. Applying social relations model analyses, several trends emerged regarding the relative importance of individual and dyadic factors. Parents' and adolescents' reports of mattering to one another were mainly driven by individual factors, whereas relational factors were important to understand the reports of mattering in which the stepparent was one of the dyad members. These findings contribute to stepfamily research by highlighting that stepfamily members' sense of belonging is at least partly a function of the interpersonal adaptation between the stepparent and other family members.     

Guess who? Children use prosody to infer intended listeners

This study examined the relative influence of prosody and semantic content in children's inferences about intended listeners. Children (n = 72), who ranged in age from 5 to 10 years, heard greetings with prosody and content that was either infant or adult directed and chose the intended listener from amongst an infant or an adult. While content affected all children's choices, the effect of prosody was stronger (at least, for children aged 7–10 years). For conditions in which prosodic cues were suggestive of one listener, and content cues, another, children aged 7–10 years chose the listener according to prosody. In contrast, the youngest age group (5‐ to 6‐year‐olds) chose listeners at chance levels in these incongruent conditions. While prosodic cues were most influential in determining children's choices, their ratings of how certain they felt about their choices indicated that content nonetheless influenced their thinking about the intended listener. Results are the first to show the unique influence of prosody in children's thinking about appropriate speech styles. Findings add to work showing children's ability to use prosody to make inferences about speakers' communicative intentions.     

Paternal and Maternal Influences on Family Functioning Among Hong Kong Chinese Families

The linkages between dyadic relationships in the family and family functioning were examined in 378 Chinese families on two occasions. The following dyadic relationships were investigated: (a) parent-child relationship qualities reported by adolescent children (questionnaire and interview measures of parenting style, parent-adolescent conflict, parent-adolescent communication, and parent-adolescent relationship) and by their parents (questionnaire measures of parent-child relationship quality and demand); and (b) marital quality reported by the parents via questionnaire measures. Results showed that parents' and children's views of family functioning were longitudinally related to dyadic relationships in the family. Relative to mother-adolescent relationship and mothers' report of marital quality, father-adolescent relationship and fathers' report of marital quality were generally found to have a stronger association with perception of family functioning and its change over time.