Cognitive anthropology and the problem‐solving behaviour of green consumers

• This paper examines the contextual aspects of problem‐solving behaviour of ‘green’, environmentally oriented consumers. It is argued that by profiling the consumer in cognitive terms, a more robust understanding of green consumer behaviour can be provided.
• To illustrate this, we draw upon the cognitive anthropological concepts of practical thinking and bricolage. These are used to integrate ‘context’ into a model of cognition via qualitative, interview‐based research which examined how consumers assess the environmental friendliness of supermarket products.
• In order to increase external validity two respondent groups were compared, British and German consumers. Different levels of successful and unsuccessful practical thinking and bricolage were identified.

Copyright © 2006 John Wiley & Sons, Ltd.     

Compulsive buying – a growing concern? An examination of gender,age, and endorsement of materialistic values as predictors

Compulsive buying is an understudied, but growing, dysfunctional consumer behaviour with harmful psychological and financial consequences. Clinical perspectives treat it as a psychiatric disorder, whereas recent proposals emphasize the increasing endorsement of materialistic values as a cause of uncontrolled buying (e.g. Dittmar, 2004b ; Kasser & Kanner, 2004 ). The present research aims to improve understanding of compulsive buying through examining gender, age, and endorsement of materialistic values as key predictors in three UK questionnaire studies, which sampled individuals who had contacted a self‐help organization and residentially matched ‘controls’ (N=330), consumer panelists from a multinational corporation (N=250), and 16‐ to 18‐year‐old adolescents (N=195). The results confirmed previously documented gender differences, and showed that younger people are more prone to compulsive buying. The central findings were that materialistic value endorsement emerged as the strongest predictor of individuals' compulsive buying, and that it significantly mediated the observed age differences.     

Antecedents of consumers' citizenship behaviour towards organic foods

Within the consumer behaviour literature, there has been little research on factors that influence customers' choices for organic foods. This study investigates three aspects of the Taiwanese organic food market. The first aspect considers how argument quality, source credibility, and social comparison affect consumer‐social venture identification. The second aspect examines how identity attractiveness, social media engagement, and self‐determination affect personal relevance. The third and final aspect investigates how consumer‐social venture identification and personal relevance influence customer citizenship behaviour. The results show that consumer‐social venture identification and personal relevance have significant and positive effects on customer citizenship behaviour. Furthermore, argument quality, source credibility, and social comparison all have significant and positive effects on consumer‐social venture identification. Finally, identity attractiveness, social media engagement, and self‐determination have significant and positive effects on personal relevance. This study makes three contributions regarding consumers' behaviour of purchasing organic foods. First, it explores whether consumer‐social venture identification and personal relevance are antecedents of customer citizenship behaviour. Second, it investigates whether argument quality, source credibility, and social comparison are antecedents of consumer‐social venture identification. Last, it examines whether identity attractiveness, social media engagement, and self‐determination are antecedents of personal relevance. The practical implications of this study indicate that firms must pay more attention to consumers' information search/sharing and perceptions of a credible environment for sharing information and their awareness about healthy items and personal images on social networking sites.     

‘Crossing culture’: a multi‐method enquiry into consumer behaviour and the experience of cultural transition

Visitors, travellers and migrants have a range of reactions to ‘crossing culture’, ie moving from one cultural environment to another. This paper reports a two‐stage multi‐method study that examines how visitors' consumer behaviour and use of material possessions influence resolution of cultural fracture during periods of cultural transition. The research consisted of a quantitative survey (n = 598) and a qualitative ethnoconsumerist study of visitors to the UK. Analysis of the survey data shows that nationality is a poor indicator of crossing‐culture experiences. A Six Typology Model of Cultural Fracture identified six cluster groups using combinations of three types of cultural fracture experience: symbolic fracture, emotional fracture and functional fracture. The six clusters vary by consumer behaviour and possession use. The ethnoconsumerist study illustrates that consumer‐related activities and possession used together provide an important resource that visitors can use to make sense of crossing‐culture experiences. Product categories, retail formats and shopping conventions are also implicated in experiences of cultural fracture to varying degrees. The paper concludes by considering the limitations of importing a priori assumptions regarding nationality and ethnic differences in cross‐cultural consumer research, and discusses some of the potential benefits of multi‐method research in this context. Copyright © 2004 Henry Stewart Publications.     

DVD pirating intentions: Angels,devils, chancers and receivers

Digital piracy is perceived as a considerable problem by the film industry, and numerous preventative strategies have been introduced, but so far with limited success. This paper explores DVD piracy in particular, and focuses on identifying different types of pirating behaviour and the antecedents to this behaviour. Four distinct types of ‘pirates’ were identified, based on a cross‐sectional sample of UK adults. These groups were serious pirates (‘Devils’), opportunists (‘Chancers’), receivers (‘Receivers’) and non‐pirates (‘Angels’). A structural equation modelling approach was used to establish the importance of key antecedents for the overall sample and the four sub groups. The base model fitted the overall sample very well as for the sub group ‘Chancers’, but as expected, there were significant differences in model fit and the importance of key variables between the different behaviour types. The construct of ‘perceived harm’ emerged as an important differentiator in all models. The results suggest that targeting anti‐pirating measures specifically at different types of behaviour and their antecedents may increase the effectiveness of such measures and also assist with the efficient allocation of limited resources in this area. Copyright © 2011 John Wiley & Sons, Ltd.     

‘Mr. MASS motivations himself’: explaining Dr. Ernest Dichter

• During the 1950s and into the 1960s no marketing consultant was better known than Dr. Ernest Dichter (1907–1993). Business leaders, advertising professionals, journalists, and even academics attributed to Dichter near‐magical powers to penetrate to the very heart of consumer motivations with his unique psychoanalytic version of ‘Motivation Research’. Social critics saw him as a menace to free societies.
• Much of what he claimed, however, was inaccurate and needs to be critically checked against other sources, as will be done here, where archival and other primary sources are evaluated to explore Dichter's career and his legacy.
• Dichter exploited the esteem of psychoanalysis yet was not particularly well versed in it himself. He was hardly the ‘father’ of Motivation Research (MR) but rather took from its originators without acknowledgement. His work represented only part of MR.
• On the positive side, Dichter's creative and intuitive approach enabled him to portray consumer behavior in ways that celebrated mass affluence, enriched popular mythology, and still influences advertising creatives.

Copyright © 2007 John Wiley & Sons, Ltd.     

Does Adolescent Popularity Mediate Relationships between Both Theory of Mind and Love of Money and Consumer Ethics?

We develop a dual‐impact theory, treat popularity (peer nominations) as a common mediator between both theory of mind and love of money and consumer ethics (deceptive/misleading/harmful shopping practices). We theorise our direct and indirect paths as follows: Directly, love of money is more strongly related to consumer unethical beliefs than theory of mind. Indirectly, theory of mind attracts popularity that fuels consumer unethical beliefs. Our data from multiple sources (survey of 769 French teenagers and peer nominations of popularity) support our theory. Multi‐group analyses across gender, age, school, and money reveal new discoveries: Theory of mind directly excites consumer unethical beliefs for teens with money from work only. Love of money is related to consumer unethical beliefs—much stronger for senior high school (HS) students than for junior HS teens and much stronger for males than for females. Without money (from work and from parents), teenagers with high theory of mind become popular, but have no consumer unethical beliefs. Theory of mind is not related to girls' popularity, but popular girls have consumer unethical beliefs. Our alarming insights illustrate: Increasing work experience and age induces consumer unethical beliefs. Our theory provides implications for retail managers and to the fields of behavioural economics, monetary intelligence, and business ethics.     

RESPONSE‐DEPENDENCE ABOUT AESTHETIC VALUE

The dominant view about the nature of aesthetic value holds it to be response‐dependent. We believe that the dominance of this view owes largely to some combination of the following prevalent beliefs:

• 1 The belief that challenges brought against response‐dependent accounts in other areas of philosophy are less challenging when applied to response‐dependent accounts of aesthetic value.
• 2 The belief that aesthetic value is instrumental and that response‐dependence about aesthetic value alone accommodates this purported fact.
• 3 The belief that response‐dependence about aesthetic value alone accommodates the widely acknowledged anthropocentricity of aesthetic value.
• 4 The belief that response‐dependence about aesthetic value alone accommodates aesthetic normativity.

We argue that each of these beliefs is false, and that the dominance of response‐dependent accounts of aesthetic value is therefore largely without foundation.     

Personal values and relational models

In this study, the comprehensive value research by Schwartz (e.g. 1992) was linked to Fiske's relational models theory (RMT, e.g. Fiske, 1991). A sample of 297 people answered the personal values questionnaire (PVQ), the modes of relationship questionnaire (MORQ) and the relationship profile scale (RPS) in a web‐based online survey. As hypothesized, the set of 10 values correlated in a systematic manner—according to the circular structure of personal value systems—with both trait‐like construal of and motivational investment in the relational models communal sharing (CS), authority ranking (AR) and market pricing (MP). Further research concerning a person–environment value congruency approach to predict well‐being is suggested combining the two research traditions. Copyright © 2008 John Wiley & Sons, Ltd.     

On Post‐apocalyptic and Doomsday Prepping Beliefs: A New Measure,its Correlates,and the Motivation to Prep

Post‐apocalyptic scenarios provide the basis for popular television shows, video games, and books. These scenarios may be popular because people have their own beliefs and visions about the apocalypse and the need to prepare. The prevalence of such beliefs might also hold societal relevance and serve as a type of projective test of personality. However, there are no quantitative accounts of post‐apocalyptic or prepping beliefs. As such, we conducted seven studies (N_total = 1034) to do so. In Studies 1 and 2, we developed a post‐apocalyptic and prepping beliefs scale, explored its correlates, and confirmed its structure and psychometric properties. In Study 3, we attempted to activate a ‘prepper’ mindset and further explore the correlates of the new scale. In Studies 4 and 5, we investigated covariations in daily feelings, thoughts, and events, and prepping beliefs. In Studies 6a and 6b, we compared scores from ‘real’ preppers and to a non‐prepping group. Overall, we found that post‐apocalyptic concerns and prepping beliefs are predictive of low agreeableness and humility, paranoia, cynicism, conspiracy mentality, conservatism, and social dominance orientation. We also found that increased belief in the need to prep is associated with God‐belief, negative daily experiences, and global political events. © 2019 European Association of Personality Psychology     

Materialism as a predictor variable of low income consumer behavior when entering into installment plan agreements

• This paper explores the influence of materialism on consumer indebtedness among low income individuals who live in poor regions of Sao Paulo. A materialism scale was adapted to this context and used to describe the level of materialism among the population surveyed. Results obtained relative to the relationship between materialism and socio‐demographic variables are compared to those of previous studies. A logistic regression model was developed in order to characterize individuals who have an installment plan payment booklet—the main source of consumer credit for the population studied—and to differentiate them from those who do not, based on the materialism level, socio‐demographic variables and purchasing and consumer habits. The proposed model confirms materialism as a behavioral variable that is useful for forecasting the probability of an individual getting into debt in order to consume. Income had the biggest relative influence on the regression model, followed by materialism and age, controlled by gender.

Copyright © 2008 John Wiley & Sons, Ltd.     

Parent versus professional views of the developmental impact of a multi‐faceted condition at school age: Otitis media with effusion (glue ear)

Background. Several aspects of children's health and development are known from empirical studies to be associated with otitis media with effusion (OME; ‘glue ear’). The ‘diffuse image’ has been an obstacle to defining a core set of impacts about which inter‐profession and parent‐professional communication can be effective. Aims. The study quantifies similarities and differences in how the signs, symptoms, and developmental impact of OME are attributed and construed, between teachers, parents, and ear, nose, and throat (ENT)surgeons. Sample. Convenience samples were achieved of 118 teachers and 154 parents of affected children; 178 ENT surgeons from a professional sampling frame (association membership) responded. Method. Questionnaires elicited the perceived frequency and concern‐value of over 30 manifestations of OME ‐ the various signs, symptoms, and behaviours suggested by the literature. Factor scores derived on the combined sample were compared between respondent groups. Results. Teachers assign high importance to education and language problems but, relative to parents, they accord lower importance to continuing hearing problems. Teachers and parents weighted behaviour and balance problems similarly, placing behaviour higher, but balance lower, than the ENT specialists did. Conclusions.

• 1 A four‐factor reduction of simple questionnaire items well defines the domains of impact of OME, and can express the ways in which views of impact differ between teachers, ENT specialists and parents.
• 2 Considerable differences of perspective exist between the groups examined.
• 3 In valuing a set of measured outcomes on actual children, or for other policy research, sets of weights are now available to represent the differing perspectives of parents and professionals (e.g. in testing robustness of a conclusion across differing stakeholder perspectives).
• 4 The research and development need in respect of teachers' involvement with OME could profitably play to existing strengths. This implies the systematic and structured acquisition and evaluation of teacher‐provided impact information.

     

Real brands in imaginary worlds: investigating players' experiences of brand placement in digital games

• This paper explores the development of brand placement in digital games using focus groups with game‐players. Growth in in‐game brand placement is explained by game developers' financial and creative priorities and experimentation in marketerss' use of media. The external context of game‐play is then examined based on explanations of the non‐material aspects of consumer behaviour. Internal game processes are also reviewed, including psychological processes that are likely to be of interest to marketers. The reported experiences of players are then considered in terms of these processes. Findings seem to support the use of brand placement in games. Players easily recall encounters with brands during game‐play and are generally positive about these experiences, suggesting that brands increase realism because it allows individuals to create and explore consumption‐based daydreams. However, some players reject brand placement, preferring in‐game fantasies that are independent of mundane commodities. The findings also raise issues related to the ways in which individuals may use digital games to reflect on our consumer society and this raises a question of the degree to which digital games may support or oppose existing consumer cultures. Other problems for managers wishing to use this technique were revealed by the repetitive nature of games which may cause message wear‐out, and by playerss' frustration with aspects of a game which may lead to negative evaluations of in‐game brands.

Copyright © 2006 John Wiley & Sons, Ltd.     

Form ‘defines’ function: Neural connectivity between aesthetic perception and product purchase decisions in an fMRI study

In the aesthetics literature, object beauty has been emphasized for its non‐instrumental benefits, in other words, beauty that is ‘rewarding’ in itself, without functional considerations. In the context of consumer products, this study examines the influence of aesthetic perceptions on purchase decisions based on integrating both reward (hedonic) and functional value attribution mechanisms. Brain connectivity analysis of functional magnetic resonance imaging (fMRI) data sheds light on the neural route for the influence of product beauty on purchase. Notably, a significant directional connectivity from brain networks mediating ‘aesthetic perception’ to ‘functional value’ to ‘purchase decision’ shows that the left Amygdala, an emotion‐related region of the aesthetic network, influences all five regions in the functional network, which then influences the purchase network of the brain, thus supporting the utilitarian goals of aesthetic appraisals and the Antonio Damasio's somatic/emotional marker hypothesis. Further, we find clear evidence that the reward (hedonic) network, which also influences the purchase network, receives information from the functional network of the brain, integrating both the non‐instrumental and instrumental value of the product. In other words, beauty in consumer products influences purchase decisions by evoking emotions that importantly define the functional value of products, in addition to their hedonic/reward value uncovered in previous literature. In light of the novel findings, the authors discuss important implications for marketing theory, methodology, and practice. Copyright © 2016 John Wiley & Sons, Ltd.     

Perceived cultural spaces and cultural in‐betweens: Consumption among Korean Australians

• This study explores the influence of both generation and acculturation on food and media consumption patterns of Korean migrant families in Australia. Given the lack of studies specifically examining acculturative and generational influences on changes occurring in a culturally adaptive context, this study's objectives are to explore not only the experience of consumption for the families but also the differences between first‐ and second‐generation migrants and the differences within the family between parent and child. The findings of the study demonstrate the conflicted and negotiated construction of consumption around the dual cultural identities. The complexity and creolised effect of consumption appears when traditional food meets with the multi‐cuisine foodscape of Australia. The nostalgic consumption of certain kinds of ‘ethnic media’ meets up with the second generation's consumption of the same kinds of media for easy and quick‐fix ‘socialisation’. Elements of ‘reverse socialisation’ are also observed in the data. The study contributes to a better understanding of the cumulative and often intertwined effects of acculturation and/or generation in consumption changes.

Copyright © 2010 John Wiley & Sons, Ltd.     

Influence of personality on ecological consumer behaviour

• We have recently seen the appearance of many studies which attempt to discover the behaviour patterns of ecological consumers. For that reason, it seems necessary to analyse the variables that shape this consumer profile. In this study, we have focused on psychographic variables and, in particular, on personality features. Following a survey with a random sample of 573 individuals, we designed a theoretical model which included the Big‐Five Factor Structure scale and the environmental attitude dimension referred to as “actual commitment” to measure personality and ecological behaviour, respectively. We carried out several principal factor analyses in order to validate these scales and afterwards, we performed a structural equation analysis and a logit analysis. Findings support our hypotheses since they reveal that personality is a multifaceted concept, which is positively related to ecological behaviour. Firms should focus on those people who are characterised by personality features such as extroversion, agreeableness and conscientiousness in order to persuade them to demand their products.

Copyright © 2006 John Wiley & Sons, Ltd.     

‘Faking brands’: Consumer responses to counterfeiting

Whilst counterfeiting is regarded as one of the ‘oldest crimes in history’, contextualised treatments of Middle East and North Africa (MENA region) are rare despite growing interconnections with the global economy. Accordingly, this paper explores consumer motivations to purchase counterfeit products and identifies possible counter‐influences. Data from a survey of 400 respondents drawn from Morocco was tested with logistic regression models to determine the significant factors that trigger responsiveness and deterrence to counterfeit products. The tests were based on three product categories: clothing, cosmetics and mobile phones. Additionally, consumer demographics and selected social triggers were evaluated to build a profile of consumers typically likely to consider buying (or avoiding) counterfeit goods. Results show that concerns related to health, disappointment risk and integrity are the most significant countervailing factors on behavioural intentions towards purchasing counterfeits. On a socio‐demographic level, it was found that low‐income consumers are more positively disposed to buying counterfeits. Gender also seems to have an explanatory force. Women with higher educational backgrounds are less likely than men to consider buying counterfeit goods. For all the products evaluated, quality and price consistently proved the most important factors driving the intention to buy counterfeits. The implications are highlighted; combating counterfeiting is not an exclusive preserve of any single entity (governments, business or para‐governmental agencies) but a shared responsibility. There is a lot at stake for consumers, manufacturers and the industrial nations if the menace is not effectively checked. Copyright © 2012 John Wiley & Sons, Ltd.     

Six Levels of Mentality

Abstract

Examination of recent debates about belief shows the need to distinguish:

• (a)?non–linguistic informational states in animal perception;

• (b)?the uncritical use of language, e.g. by children;

• (c)?adult humans' reasoned judgments.

If we also distinguish between mind-directed and object–directed mental states, we have: 1. Perceptual ‘beliefs’ of animals and infants about their material environment.

2. ‘Beliefs’ of animals and infants about the mental states of others.

3. Linguistically-expressible beliefs about the world, resulting from e.g. the uncritical tendency to believe what we are told.

4. Uncritically-formed beliefs about the mental states.

5. Beliefs about the material world arrived at by the weighing of evidence.

6. Beliefs about mental states formed by critical assessment.

     

Perceived trustworthiness of online shops

• Trust has been found to be crucial for consumer behaviour towards online shops. However, existing studies on the role of trust in electronic commerce are mainly based on ad hoc scales to measure trustworthiness, merely rely on self‐reported consequences of trust such as intention to buy, and focus on low‐risk products.
• In a web‐based study, 634 participants interacted with a provider of medical goods, that is a simulated online pharmacy. The study develops and employs a psychometrically sound scale for assessing perceived trustworthiness of online shops. Moreover, it examines the impact of trustworthiness on both consumers' intended and actual behaviour towards online shops.
• Results show that trustworthiness promotes both intention to buy and actual financial risk taking. Perceived risk was not found to moderate the relationship between trustworthiness and intention to buy. Instead, trustworthiness partially mediated the influence of perceived risk on intention to buy. The results from the scale development challenge multidimensional conceptualizations of trust; comparing this finding with other studies suggests that the duration of the relationship might moderate the dimensionality of trust.

Copyright © 2008 John Wiley & Sons, Ltd.