Intrapersonal variation in consumer susceptibility to normative influence: toward a better understanding of brand choice decisions

The authors examined intrapersonal variation in consumer susceptibility to normative influence as a key mediator of wine brand choice. On the basis of a consumer sample, the authors found that individual values and social identity complexity affect consumer susceptibility to normative influence with downstream effects on (a) which brand benefits consumers desire in wine and (b) choice. Individuals higher on internal values and with more complex social identities were less susceptible to normative influence and placed less emphasis on social brand benefits. Separate examinations of consumption scenarios with and without salient reference groups showed that reference group salience interacts with personal values and social identity complexity in affecting consumer susceptibility to normative influence, which in turn affects which brand benefits consumers desire and consequently choice.     

Electrophysiological responses to evaluative priming: the LPP is sensitive to incongruity

Previous studies examining event-related potentials and evaluative priming have been mixed; some find evidence that evaluative priming influences the N400, whereas others find evidence that it affects the late positive potential (LPP). Three experiments were conducted using either affective pictures (Experiments 1 and 2) or words (Experiment 3) in a sequential evaluative priming paradigm. In line with previous behavioral findings, participants responded slower to targets that were evaluatively incongruent with the preceding prime (e.g., negative preceded by positive) compared to evaluatively congruent targets (e.g., negative preceded by negative). In all three studies, the LPP was larger to evaluatively incongruent targets compared to evaluatively congruent ones, and there was no evidence that evaluative incongruity influenced the N400 component. Thus, the present results provide additional support for the notion that evaluative priming influences the LPP and not the N400. We discuss possible reasons for the inconsistent findings in prior research and the theoretical implications of the findings for both evaluative and semantic priming.     

Psychological entropy: a framework for understanding uncertainty-related anxiety

Entropy, a concept derived from thermodynamics and information theory, describes the amount of uncertainty and disorder within a system. Self-organizing systems engage in a continual dialogue with the environment and must adapt themselves to changing circumstances to keep internal entropy at a manageable level. We propose the entropy model of uncertainty (EMU), an integrative theoretical framework that applies the idea of entropy to the human information system to understand uncertainty-related anxiety. Four major tenets of EMU are proposed: (a) Uncertainty poses a critical adaptive challenge for any organism, so individuals are motivated to keep it at a manageable level; (b) uncertainty emerges as a function of the conflict between competing perceptual and behavioral affordances; (c) adopting clear goals and belief structures helps to constrain the experience of uncertainty by reducing the spread of competing affordances; and (d) uncertainty is experienced subjectively as anxiety and is associated with activity in the anterior cingulate cortex and with heightened noradrenaline release. By placing the discussion of uncertainty management, a fundamental biological necessity, within the framework of information theory and self-organizing systems, our model helps to situate key psychological processes within a broader physical, conceptual, and evolutionary context.     

Anthropomorphizing brands: The role of attributed brand traits in interactive CSR communication and consumer online endorsements

Consumers tend to relate to brands in similar ways as they relate to individuals and groups. However, relatively little is known about the attribution of human traits to brands in online contexts. The current research focused on the role of attributed brand traits in interactive corporate social responsibility (CSR) communication and positive electronic word‐of‐mouth intentions. Results of an online survey (N = 174) revealed that higher levels of perceived interactivity were associated with stronger attributions of morality, sociability, and competence traits to brands. Yet only attributed brand morality was associated with consumers' willingness to endorse the brand and its CSR message on social networking sites. These findings underline the importance of brands' openness to dialogue regarding the promotion of CSR activities. Furthermore, these findings suggest that consumers are most likely to feel that brands can represent their identity when brand morality is considered to be high.     

When a threat to the brand is a threat to the self: the importance of brand identification and implicit self-esteem in predicting defensiveness

This research examines how people respond when a commercial brand they identify with is threatened. Across four studies, the authors found that among participants who identified with a brand, a threat to the brand elicited the same responses as a threat to the self. Specifically, participants with low implicit self-esteem defended the brand when the self was activated, unlike their high implicit self-esteem counterparts. In addition, brand defense was reduced when individuals had the opportunity to affirm a valued aspect of their self-concept. These findings suggest that when a brand that people identify with is threatened, they may defend the brand to preserve the integrity of the self. More broadly, these findings are consistent with the notion that brands may be included into the extended self-concept, which supports William James's original ideas concerning the breadth and heterogeneity of the self.     

Consumer responses to brand elimination: An attributional perspective

While research on innovation and new product development abounds in the literature, studies on firms deleting brands from their portfolio are virtually non-existent. This paper provides a pioneering examination of how brand elimination might influence consumer evaluations of the firm. As compared to a widely-held belief that brand elimination would adversely affect firm image, we propose that in situations where brand elimination can be viewed as the firm's effort to improve performance, consumers will rate this action favorably, with concomitant outcomes relating to firm evaluation. These ideas are supported in three studies. Study 1 finds that elimination targeting a weak (vs. strong) brand is more likely to be associated with eliminate-to-improve attributions, and consequently, more favorable evaluations. Study 2 shows that explanations provided by the firm (as against explanations generated internally by the consumers) help consumers make positive attributions for elimination targeting a strong brand, but lower evaluations when a weak brand is being eliminated. Study 3 establishes that loyal consumers are more likely to assess the applicability of an ‘eliminate-to-improve’ attribution and give favorable evaluations only when the eliminated brand is weak. Non-loyal consumers in general respond favorably to the elimination, regardless of brand strength. Future directions for brand elimination research are discussed.     

Social entrepreneurship: understanding consumer motives for buying The Big Issue

This paper examines consumer response to a particular social entrepreneurship initiative, The Big Issue. Focusing on consumer motivation, the research explores the utilitarian value of the product as compared to the desire to help the homeless as the primary motivation for purchase. The research found that, although the utilitarian value partly motivated purchase, consumers widely perceived there to be a helping dimension to the exchange. Consumers valued the empowerment goals espoused by The Big Issue and found it rewarding to play a part in the empowerment process. The appearance and manner of The Big Issue vendors influenced consumer reactions to the initiative, indicating a need for careful management of ‘beneficiary portrayal’ in this context.     

Attachment theory: a framework for understanding symptoms and interpersonal relationships in psychosis

We investigated associations between adult attachment, symptoms and interpersonal functioning, including therapeutic relationships in 96 patients with psychosis. Using a prospective design, we also assessed changes in attachment in both psychiatrically unstable and stable groups. We measured attachment using the Psychosis Attachment Measure (PAM) and interpersonal problems and therapeutic relationships were assessed from both psychiatric staff and patient perspectives. Avoidant attachment was associated with positive symptoms, negative symptoms and paranoia. Attachment ratings were relatively stable over time, although changes in attachment anxiety were positively correlated with changes in symptoms. Predicted associations between high levels of attachment anxiety and avoidance and interpersonal problems were supported, and attachment avoidance was associated with difficulties in therapeutic relationships. Findings suggest that adult attachment style is a meaningful individual difference variable in people with psychosis and may be an important predictor of symptoms, interpersonal problems and difficulties in therapeutic relationships over and above severity of illness.     

A social-cognitive framework for understanding serious lies: Activation-decision-construction-action theory

Little is known about the cognition of deception (Gombos, 2006). We propose a cognitive account of serious lying (i.e., deception involving high stakes) in response to a solicitation of a truth: Activation-Decision-Construction-Action Theory (ADCAT). Built on the Activation-Decision-Construction Model of answering questions deceptively (Walczyk, Roper, Seeman, & Humphrey, 2003), the theory elaborates on the roles of executive processes, theory of mind, emotions, motivation, specifies cognitive processing thoroughly, and considers the rehearsal of lies. ADCAT's four processing components are (a) activation of the truth, the (b) decision whether and how to alter deceptively the information shared, (c) construction of a deception, and (d) action [acting sincere while delivering a lie]. Core constructs are “theory of mind” and “cognitive resources”. Specifically, throughout serious deception, individuals are inferring the current or potential mental states of targets and taking steps to minimize the allocation of cognitive resources during delivery to appear honest and lie well.     

When learning order affects sensitivity to base rates: challenges for theories of causal learning

In three experiments we investigated whether two procedures of acquiring knowledge about the same causal structure, predictive learning (from causes to effects) versus diagnostic learning (from effects to causes), would lead to different base-rate use in diagnostic judgments. Results showed that learners are capable of incorporating base-rate information in their judgments regardless of the direction in which the causal structure is learned. However, this only holds true for relatively simple scenarios. When complexity was increased, base rates were only used after diagnostic learning, but were largely neglected after predictive learning. It could be shown that this asymmetry is not due to a failure of encoding base rates in predictive learning because participants in all conditions were fairly good at reporting them. The findings present challenges for all theories of causal learning.     

Trauma and psychosis: A review and framework for psychoanalytic understanding

Empirical research substantiates Ferenczi's conception of the etiological importance of early neglect and abuse in the development of psychosis. Abuse can derail the development of language, identity, and social relationships that are intrinsic to schizophrenia, possibly through undermining secure attachment relationships. The Lacanian emphasis on language and early proto-dialogues with the Other can be useful in understanding this process. Some therapeutic implications for psychoanalytic approaches to the treatment of psychosis are proposed.     

Partially testing a process model for understanding victim responses to an anticipated worksite closure

This study partially tested a recent process model for understanding victim responses to worksite/function closure (W/FC) proposed by Blau [Blau, G. (2006). A process model for understanding victim responses to worksite/function closure. Human Resource Management Review, 16, 12–28], in a pharmaceutical manufacturing site. Central to the model are the Kubler-Ross [Kubler-Ross, E. (1969). On death and dying. New York: Macmillan] grieving stages, which have not been formally measured and applied to downsizing research. Following Blau (2006), individual grieving stages were successfully measured and clustered into more general grieving categories, i.e., negative (denial, anger, bargaining depression) and positive (exploration, acceptance). Across four waves of data 53 respondents constituted the complete data sample. The Time 1 personal factors had minimal impact on any type of response. However, Time 1 situational factors did have an impact, paced by higher perceived contract violation leading to greater strain, work incivility, organizational deviance, and intent to sue employer, and lower transactional obligations and employer endorsement. Earlier Time 2 grieving stages were used as individual antecedents in regression analyses to explain Time 3 (N = 77) victim responses (general strain, work incivility, interpersonal deviance, organizational deviance, transactional obligations, relational obligations) and also Time 4 (N = 53) prior to closure responses (intent to sue employer, employer endorsement). Within negative grieving, results indicated that greater anger was the most influential grieving stage, since it led to greater strain, work incivility, organizational deviance, and intent to sue, as well as lower transactional obligations and lower endorsement. Within positive grieving acceptance was the most influential, since it led to lower strain, lower work incivility, lower organizational deviance, and lower intent to sue. Study limitations and future research issues are discussed.     

Partially testing a process model for understanding victim responses to an anticipated worksite closure

This study partially tested a recent process model for understanding victim responses to worksite/function closure (W/FC) proposed by Blau [Blau, G. (2006). A process model for understanding victim responses to worksite/function closure. Human Resource Management Review, 16, 12-28], in a pharmaceutical manufacturing site. Central to the model are the Kubler-Ross [Kubler-Ross, E. (1969). On death and dying. New York: Macmillan] grieving stages, which have not been formally measured and applied to downsizing research. Following Blau (2006), individual grieving stages were successfully measured and clustered into more general grieving categories, i.e., negative (denial, anger, bargaining depression) and positive (exploration, acceptance). Across four waves of data 53 respondents constituted the complete data sample. The Time 1 personal factors had minimal impact on any type of response. However, Time 1 situational factors did have an impact, paced by higher perceived contract violation leading to greater strain, work incivility, organizational deviance, and intent to sue employer, and lower transactional obligations and employer endorsement. Earlier Time 2 grieving stages were used as individual antecedents in regression analyses to explain Time 3 (N = 77) victim responses (general strain, work incivility, interpersonal deviance, organizational deviance, transactional obligations, relational obligations) and also Time 4 (N = 53) prior to closure responses (intent to sue employer, employer endorsement). Within negative grieving, results indicated that greater anger was the most influential grieving stage, since it led to greater strain, work incivility, organizational deviance, and intent to sue, as well as lower transactional obligations and lower endorsement. Within positive grieving acceptance was the most influential, since it led to lower strain, lower work incivility, lower organizational deviance, and lower intent to sue. Study limitations and future research issues are discussed.     

Getting a clear picture: young children's understanding of a televised image

Previous research has established that very young children, unlike older people, often have difficulty using a televised image as a source of information about a real event. After watching on a live video monitor as an adult in the next room hid a toy, 2‐year‐olds usually did not find it, but after watching directly through a window, children of this age succeeded. In the first experiment reported here, 2‐year‐olds could see hiding events directly and on a video monitor at the same time. This video–reality training did not improve performance on subsequent standard trials with video as the only source of information. In a second experiment, an adult demonstrated correct search behavior using video, finding a toy as the child watched on the video monitor. Despite this training and assistance, most of the children did not appear to recognize the connection between a video image and reality.     

A theoretical framework for understanding self-report and observational measures of pain: a communications model

Self-report and observational measures of pain are examined from the perspective of a model of human communication. This model examines the experience of pain as affected by intrapersonal and contextual factors, the process whereby it is encoded into expressive behaviour, and the process of decoding by observers prior to their engaging in action. Self-report measures primarily capture expressive pain behaviour that is under the control of higher mental processes, whereas observational measures capture behaviour that is less subject to voluntary control and more automatic. Automatic expressive behaviours are subject to less purposeful distortion than are behaviours dependent upon higher mental processes. Consequently, observational measures can be used and have clinical utility as indices of pain when self-report is not available, for example, in infants, young children, people with intellectual disabilities or brain damage, and seniors with dementia. These measures are also useful when the credibility of self-report is questioned and even when credible self-report is available. However, automatic behaviours may be more difficult for observers to decode. The model outlined herein takes into account the role of various human developmental stages in pain experience and expression and in understanding the utility of self-report and observational measures. We conclude that both observational and self-report measures are essential in the assessment of pain because of the unique information that each type contributes.