Extending the technology acceptance model to mobile telecommunication innovation: The existence of network externalities

• Consumer acceptance of technological innovations is crucial to marketing new products. According to the most influential model in this area, the Technology Acceptance Model (TAM), perceived usefulness (PU) and perceived ease of use (PEOU) determine users' behavioural intentions to use or purchase a system or product. In the specific context of network externalities, a sense of utility that arises from the number of users (NOU) is considered as important as technology‐specific valuation. This study conducted an empirical survey to examine the effects of TAM and network externalities on the acceptance of Multimedia Messaging Services (MMS), an innovation in the field of mobile telecommunications. The results confirm the effectiveness of the TAM and find that network externalities effect affects users' acceptance to this mobile innovations. Accordingly, the TAM can be applied to predict consumer's acceptance to the mobile telecommunication innovations in the presence of network externalities.

Copyright © 2008 John Wiley & Sons, Ltd.     

Motivated self-stereotyping: heightened assimilation and differentiation needs result in increased levels of positive and negative self-stereotyping

This research was conducted to explore the impact of assimilation and differentiation needs on content-specific self-stereotyping. According to optimal distinctiveness theory (M. B. Brewer, 1991), social identities serve the function of satisfying individuals' need for assimilation (in-group inclusion) and their need for differentiation (distinctiveness from others). It was proposed that one of the ways optimal social identities are maintained is through self-stereotyping. In 3 studies, the needs for assimilation and differentiation were experimentally manipulated, and support was found for increased self-stereotyping in response to heightened need arousal across both self-report and behavioral measures and across different social groups. Results also demonstrated that only those participants who were highly identified with their in-group were willing to engage in negative self-stereotyping.     

Shape‐ and Trait‐Congruency: Using Appearance‐based Cues as a Basis for Product Recommendations

This research demonstrates that a consumer's physical appearance—and, more specifically, his or her body size—predictably influences the product(s) that the consumer is recommended. Four studies conducted in both field and lab settings show that agents more frequently recommend round (vs. angular) shaped products to heavier targets, notably for products and categories in which body size is irrelevant (e.g., lamps and perfume). We attribute this to a combination of shape‐congruency and trait‐congruency, whereby individuals choose products for others based on shared dimensions of the person and product.     

Consumer perception of salesperson influence strategies: an examination of the influence of consumer goals

• Consumers regularly interact with retail salespeople in order to make purchases across a wide range of products and services. Retail sales encounters occur on a daily basis yet we know little about these complex interactions, especially from the consumer's perspective in terms of his or her perceptions with regard to these types of persuasive attempts. Understanding consumer perceptions is an important precursor to understanding consumer behavior during retail sales encounters. In three experiments subjects' perceptions of specific influence strategies were measured with regard to the degree of sales‐orientation of each strategy. Support was found for hypotheses that proposed that certain influence strategies would be perceived as significantly more sales‐oriented than others and that the interaction of consumer goals with salesperson influence would affect how influence strategies are perceived. Willingness to interact with and purchase from a salesperson using specific influence strategies was also examined in order to shed light on how the use of specific influence strategies is likely to affect consumers' intentions.

Copyright © 2006 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.     

Optimal Distinctiveness and Identification with the Furry Fandom

We examined perceptions of optimal distinctiveness in the furry fandom and the relationship between this perception and identification with the furry fandom. Self-identified furries (N?=?2998) completed measures of optimal distinctiveness that included felt inclusion/belongingness with the fandom and a measure of perceived group distinctiveness from other groups. Participants also completed a measure of identification with the fandom. Results revealed an interaction between felt belongingness and perceived distinctiveness that predicted fandom identification. Furries who felt both a high degree of belonging/inclusion to the fandom and who perceived the group to be distinct from other fandoms expressed the highest level of identification with the fandom. The results support prior optimal distinctiveness research and demonstrate that furries’ motivation to feel psychologically connected to the furry fandom is driven, in part, by the need for optimal distinctiveness.     

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.     

Group Distinctiveness,Political Identification,and the Third-Person Effect: Perceptions of a Political Campaign in the 2004 Greek National Election

The present study examined the effects of political identification and group distinctiveness on perceptions of media influence during an election campaign. Participants estimated the effect of political communication on self and on voters of two large, nondistinctive political parties and two small, distinctive political parties. Nondistinctive party members showed an ingroup bias (i.e., greater perceived media influence on the outgroup) irrespective of strength of identification compared to the nondistinctive outgroups, whereas they did not show any bias (high identifiers) or even reverse bias (low identifiers) toward the distinctive outgroups. Distinctive party members showed an ingroup bias (irrespective of strength of identification) against the nondistinctive outgroups and an ingroup bias (high identifiers) or no bias (low identifiers) toward the distinctive outgroups. Ingroup assimilation (i.e., lack of difference in perceived influence between self and ingroup) was evident for distinctive party members, but not for nondistinctive party members. Results highlight the importance of group distinctiveness and identification in third-person perceptions.     

Mothers' and fathers' coping with chronic childhood disease

Abstract

Mothers and fathers with a child with diabetes, asthma, cardiac conditions, epilepsy or leukaemia completed questionnaires to investigate their appraisal of disease-related difficulties and patterns of coping. There were differences both in appraised difficulties and coping patterns as a function of diagnostic group. In general, mothers who perceived more difficulties reported that it was helpful to cope by gaining disease-related knowledge. Fathers who perceived more difficulties reported it was more helpful to adopt strategies to enhance their own personal autonomy. Fathers who perceived more difficulties also reported that contact with medical staff was less helpful. Implications are discussed in terms of the differential implications of coping with chronic childhood diseases for mothers and fathers. Theoretical models need to take into account the differential demands of specific diseases in accounting for parents' stress appraisal and coping patterns.     

Negotiating dual identities: The impact of group‐based rejection on identification and acculturation

We propose that to understand how rejection perceptions affect immigrants' acculturation orientations, we need to take account of perceptions of rejection and group identification with both the host society and the country of origin. In line with previous work, we found among Romanians and Moroccan immigrants in France that perceived French rejection directly affected French identification and acculturation orientations. In addition, perceived rejection by the country of origin (Romanians and Moroccans in the country of origin) negatively affected immigrants' identification with this group. In turn, identification with the country of origin positively predicted endorsement of integration and separation orientations, and negatively predicted endorsement of assimilation. Overall, results suggest that identification with the country of origin is an additional important factor in determining acculturation decisions. Copyright © 2011 John Wiley & Sons, Ltd.     

Perceived Functions of Family and Friends During Childhood,Adolescence, and Youth: Developmental Theories of Two Turkish Groups

The present study compared Turkish University students' and middle-aged adults' developmental theories about the perceived importance of needs related to different life tasks and functionality of relationships with parents, same-sex siblings, and friends for need satisfaction during childhood, adolescence, and youth. A retrospective method was used. The following results emerged: (1) the importance of needs related to a search for identity and intimacy increased and the importance of those related to dependency decreased from childhood to adolescence; (2) needs related to intimacy maintained a high level of importance during youth whereas importance of the need for self-understanding/development decreased from adolescence to youth; (3) increases in the perceived importance of friends occurred between childhood and adolescence, especially with respect to needs related to identity and intimacy issues; (4) decreases in the perceived importance of parents were reported between adolescence and youth, especially with respect to needs related to identity, intimacy, and dependency; (5) developmental theories of groups and sexes did not differ; (6) group and sex differences with respect to importance ratings of some needs emerged.     

Balancing “We” and “I”: Self‐construal and an alternative approach to seeking uniqueness

Influenced by the need for uniqueness theory, the current study proposes that expressing uniqueness via consumption offers a means for achieving a different sense of being without damaging the individual's sense of social assimilation. With respect to self‐construal, it is suggested that highly interdependent people satisfy their need for distinctiveness by selecting unique products; meanwhile, individuals with highly independent self‐construal seek out unique products to satisfy their need for uniqueness. Thus, this study demonstrates that, despite the fact that individuals with both types of self‐construal seek out unique products, the reason for seeking uniqueness differs according to the types of self‐construal. Copyright © 2013 John Wiley & Sons, Ltd.     

Belonging to a majority reduces the immediate need threat from ostracism in individuals with a high need to belong

Ostracism—being ignored and excluded—threatens the basic human needs for belonging, self‐esteem, control, and meaningful existence. This work introduces belonging to a majority as a buffer against the immediate negative impact of ostracism on basic needs for individuals with a high need to belong, for whom social groups are especially relevant. Three studies show that for individuals high in the need to belong, need threat was attenuated by membership in a majority group, but not by membership in a minority group (Studies 1 and 3) or a group of unknown size (Study 2). By contrast, individuals low in the need to belong—who place less importance on group membership in general—did not benefit from belonging to a majority group. The general pattern replicated across different manipulations of group membership and social exclusion, with two measures of need threat, and with participants from two different countries.     

Determinants of brand switching: the role of consumer inferences,brand commitment,and perceived risk

Previous research in the area of price discounts has generated a rich, but diverse and mixed body of literature. This research examines the role of consumer's brand commitment and product category risk in influencing the nature as well as valence of the inferences generated by consumers in response to price discounts. Our results provide insights regarding how consumers' responses to competitor inducements vary depending upon their brand commitment for the incumbent brand and perceived risk. Furthermore, we show that higher commitment consumers could resist an inducement from a competitor when they are able to generate negative, marketer‐related inferences. Our research suggests that consumers' inferences are critical than pure economic benefits in determining the effectiveness of discounts.     

Similarity as a source of differentiation: the role of group identification

The present research examines the relation between perceived intergroup distinctiveness and positive intergroup differentiation. It was hypothesised that the distinctiveness–differentiation relation is a function of group identification. In two studies group distinctiveness was varied and level of identification was either measured (Study 1) or manipulated (Study 2). Results support the prediction that low group distinctiveness leads to more positive differentiation for high identifiers, although we found less support for the prediction that increased group distinctiveness leads to enhanced positive differentiation for low identifiers. The difference in emphasis between social identity theory and self‐categorisation theory concerning the distinctiveness–differentiation relation is discussed and the importance of group identification as a critical factor of this relationship is stressed. Copyright © 2001 John Wiley & Sons, Ltd.     

Managers are potential levers of discrimination within organizations: the role of group identification,assimilation endorsement and power

Two studies examined the relationship between identification with a high‐position group in organizational settings (managers) and bias toward immigrants. In Study 1, (N = 182; N = 145), results showed positive relationships between identification with the managers' group and both in‐group bias and prejudiced attitudes, indirectly through assimilation endorsement. In Study 2 (N = 117), in addition to replicating the results of Study 1, we found a significant interaction, revealing that power moderated the link between identification with a high‐position group and bias. Moderated mediation analysis indicated that linking managers' group identification to bias and prejudiced attitudes through assimilation was only significant for high perceived power. Results are discussed in light of interethnic ideologies and the social identity theory. Some practical implications are provided.     

Planned Happenstance: Constructing Unexpected Career Opportunities

Chance plays an important role in everyone's career, but career counseling is still perceived as a process designed to eliminate chance from career decision making. Traditional career counseling interventions are no longer sufficient to prepare clients to respond to career uncertainties. Work world shifts challenge career counselors to adopt a counseling intervention that views unplanned events as both inevitable and desirable. Counselors need to teach clients to engage in exploratory activities to increase the probability that the clients will discover unexpected career opportunities. Unplanned events can become opportunities for learning.     

Experiential response and intention to purchase in the cocreative consumption of music: The Nine Inch Nails experiment

Customers allowed to cocreate products are more willing to purchase them eventually because of not only their utilitarian but also their hedonic and experiential value. Experiential responses seem especially relevant in the cocreative consumption of cultural and intangible goods, such as music. To examine how such intangible aspects of cocreation can influence a consumer's intention to purchase, we let two groups of participants rate their experience consuming music in either a traditional or cocreative way, in an experimental situation inspired by the work of American rock band Nine Inch Nails. Participants in the traditional group had to passively watch a series of music videos; participants in the cocreative group were tasked to produce a video montage using the same material. In the traditional group, purchase intention was predicted by music quality, mediated by willingness to reexperience; in the cocreative group, however, purchase intention was only predicted by the consumers' experiential response, with no mediation of either music quality or willingness to reexperience. Additionally, the overall experiential response to music was lower in the cocreative group than in the traditional group, leading to lower intention to purchase. These results suggest that cocreated value for intangible goods is predicted at least as much by the consumers' experiential response as by their evaluation of product quality. It also suggests that there is nothing systematically positive in having consumers participate in the coproduction of intangible goods and that research is needed to identify the factors predicting the perceived quality of a cocreative experience. Copyright © 2015 John Wiley & Sons, Ltd.     

Group efficacy as a moderator on the associations between perceived discrimination,acculturation orientations,and psychological well‐being

We investigated whether associations between perceived discrimination (PD), acculturation orientations (desire for culture maintenance and desire for contact), and well‐being (psychological well‐being and life satisfaction) were moderated by group efficacy beliefs—the extent to which group members believe in their ability to achieve social change collectively. We recruited 163 Syrian refugees (M_age = 36.43, SD = 12.68; 88 females and 75 males) from a south‐eastern city in Turkey. PD was negatively associated with desire for culture maintenance and positively associated with desire for contact, indicating an assimilation trend as a response to PD. Both acculturation orientations in turn predicted well‐being positively. However, the ones with higher group efficacy did not experience the detrimental effects of PD on well‐being and indicated a stronger desire for contacting mainstream society. Further conditional indirect effects demonstrated that only among the ones with lower group efficacy, PD was related to lower psychological well‐being through reduced culture maintenance. Findings indicate the critical role of group efficacy beliefs in the understanding of disadvantaged group members' reactions to PD.     

Access to Health Care for Transgendered Persons: Results of a Needs Assessment in Boston

SUMMARY

The transgender community is a population group that has experienced an increase in visibility, with only a small, concomitant increase in understanding. This study reports on four focus groups, in which 34 transgendered individuals discussed their experiences and interactions with the health care system.

The specific aims of the study were as follows:

• Identify the health needs of transgender and transsexual (TG/TS) individuals;

• Hear the experiences and perceptions of TG/TS individuals who are using the current health care system;

• Identify any barriers to obtaining services, support and/or resources;

• Assess the extent to which health care providers and systems are able to offer sensitive, high quality and user friendly services that meet TG/TS consumers' needs; and

• Identify ways that health care services can be enhanced to better meet the needs of the target population.

What the study found was a system that was anything but high quality in meeting the needs of TG/TS individuals. Ignorance, insensitivity and discrimination appear to be the norm. Specifically, the focus groups found the following:

• Transgendered and transsexual persons frequently encounter providers who will not treat them and blatantly say so. There is a need for education and a change in anti-discrimination law needed to change this.

• The lack of provider training on transgender issues creates insensitivity to simple issues of respect for trans people. One example is the unwillingness to address TG/TS people by the pronoun preferred by the patient/client.

• Many providers lack the knowledge to adequately treat many of the routine health care needs of TG/TS individuals when such treatment relates to issues of hormone use, gynecological care, HIV prevention counseling, or other concerns related to gender or sexuality.

• Providers frequently refer to trans issues in unrelated health care situations such as setting a broken bone, filling a cavity or treating a cold. Greater familiarity with the health care needs of the trans population would reduce such incidents.

• Mental health and substance abuse treatment providers need additional training in order to work cooperatively with TG/TS clients to identify when gender issues are or are not relevant to specific mental health or substance abuse treatment episodes. Sometimes gender issues are central to mental health or substance abuse treatment, sometimes they are peripheral and sometimes they are unrelated.

• Discrimination in health insurance is the rule, not the exception. There is a need for education to encourage policy changes on the part of insurers and public policy changes on the part of legislators and regulators.