Ambivalence and attitudes in consumer replacement decisions

This research examines consumer replacement decisions and the ambivalence that may accompany such decisions. Durable goods replacement decisions are complex in that they involve two interconnected but distinct subdecisions: whether to replace the good, and what to do with the incumbent possession. This research proposes and tests a decision model that incorporates both of these subdecisions. It also examines sources of conflict associated with the ambivalence that may accompany replacement decisions. In so doing, it describes some potential problems associated with conflict measures that have been previously used in the ambivalence literature and describes methods to avoid these problems. Findings from a longitudinal study demonstrate that a model incorporating elements of both replacement subdecisions offers superior prediction of intentions over a traditional decision model. Findings also reveal that ambivalence may have effects at both the pre- and post-purchase stages of the decision process, and that the relationship between conflict and ambivalence may be more complex than previously recognized.     

Moral disengagement,the dark triad,and unethical consumer attitudes

PurposeBandura’s theory of moral disengagement explains how otherwise ethical persons can behave immorally. We examined whether a trait model of general personality and the “dark triad” underlay moral disengagement, the relationship these constructs have to unethical consumer attitudes, and whether moral disengagement provided incremental validity in the prediction of antisocial behaviour.MethodsSelf-report data were obtained from a community sample of 380 adults via an online survey that administered all measures.ResultsCorrelations between unethical consumer attitudes, lower Agreeableness, lower Conscientiousness, higher moral disengagement, higher psychopathy, and higher Machiavellianism were captured by a single factor. When this broad factor was examined using regression, demographic, personality and the dark triad traits all predicted moral disengagement, specific influences being age, education, Intellect, psychopathy, and Machiavellianism. A similar model examining predictors of unethical consumer attitudes again found all blocks contributed to the outcome, with specific influence provided by age, Intellect, and moral disengagement, the latter showing incremental validity as a predictor of unethical consumer attitudes.ConclusionsMoral disengagement is based on low Agreeableness, Machiavellianism and psychopathic-type traits, but provides incremental validity in predicting antisocial attitudes to a trait model alone. Narcissism is neither related to moral disengagement, nor unethical consumer attitudes.     

The relationship of gender,sex role,and law-and-order attitudes to nuclear opinions

Australian students' attitudes to nuclear weapons were considered in relation to sex-role identification and political orientations. By including a measure of sex-role orientation, we hoped to clarify earlier confusion surrounding gender as a predictor of nuclear views. Our hypothesis was that men and women with feminine sex-role orientations would display the strongest antinuclear feelings. Also, we predicted that an authoritarian political stance advocating strict law-and-order on the domestic front would predict support for nuclear weapons in international defense. The subjects were 46 male and 62 female first-year university students. The measure of nuclear attitudes was a 23-item inventory (NARQ) which had previously been extensively refined and validated for Australian populations (Jennings & Lawrence, 1986). The BSRI (Bem, 1974) measured sex-role orientation. An Australian law-and-order scale was also developed for this research. Latent trait models for rating data were applied to NARQ and law-and-order scales. The results revealed sex differences on approximately one-third of the nuclear opinion items, with men expressing stronger support for nuclear weapons in every case. Authoritarian law-and-order attitudes likewise predicted support for nuclear weapons in both men and women. A stepwise multiple regression analysis showed that BSRI masculinity and law-and order made separate, statistically significant, contributions to overall variation in nuclear views. These results were considered in relation both to previous research and to practical implications for political behavior.     

Handling of missing values in path models for opinions or attitudes

In this article we show, by means of a practical example of a path model to explain opinions or attitudes and using a dataset well-known in The Netherlands, that the intercorrelations of the variables may be highly dependent on the number of variables and the corresponding number of missing data involved. As a consequence, differences could arise in the results of multiple regressions and path analyses. (The role of a suppressant variable in a path model will be touched on in passing.) Subsequently, the way that the character of the sample can change when a more rigid listwise selection of cases is applied is demonstrated. Since a practical example is involved, substantive arguments may be used for choosing a strategy of handling of the missing values. In our view, with reference to path models of opinions or attitudes, these arguments lead not to the use of one of the current imputation techniques or sophisticated methods to estimate the population values of the model parameters, but to what may be called a differentiated listwise selection.     

Personality traits,money attitudes and consumer decision-making styles as predictors of investment products choice in South Africa

This study examines how personality traits and money attitudes influence consumers' decision-making styles when purchasing investment products in South Africa. A sample of 269 South Africans completed the research questionnaire, which assessed their extraversion, conscientiousness, openness, money power/prestige, money retention/time, money quality, info-mising, extending, and tax-free investment purchase decision. Also, confirmatory factor analysis and structural equation modelling approaches were used to analyze the survey data. The results suggest that personality traits and money attitudes significantly impact consumer decision-making regarding tax-free investment products. However, the relationships between extraversion and money power/prestige and between info-mising decision styles and tax-tree investment purchase decisions were found to be negative. Cluster analysis revealed three distinct segments based on the characteristics of respondents and their drive for investment: strong conscientiousness investors, status-driven investors, and introverted investors. Marketing professionals and investment firms can use the study findings on consumer traits and money attitudes to improve marketing effectiveness in an organisation. Practically, extensive information processing has a fundamental bearing on investment decision-making in emerging markets. Extraversion and conscientiousness personality traits and money attitudes must be taken into consideration by investment products marketers and practitioners in marketing practice.     

善因营销的捐赠水平与消费者态度:一个有中介的调节效应模型检验

通过两个实验,探讨了善因营销的捐赠水平对消费者态度的影响,尤其是考察了道德提升感的中介作用以及产品-公益事业拟合度的调节作用。研究发现,善因营销的捐赠水平对消费者态度有显著的正向影响,且道德提升感在捐赠水平与消费者态度之间起中介作用。与此同时,产品-公益事业拟合度显著地调节了捐赠水平与道德提升感的关系,且该调节关系通过道德提升感的中介作用来进一步影响消费者态度。     

Gender and opinions about mental illness as predictors of attitudes toward seeking professional psychological help

Help-seeking attitudes have been an important part of research into the kinds of college students who do and do not seek psychotherapy. The current study investigated the relationship between students' opinions about mental illness and their attitudes toward seeking professional help. By also using gender as a predictor of help-seeking attitudes, the researchers examined the effects of opinions about mental illness on help-seeking attitudes above and beyond well-known gender effects. This is important because opinions about mental illness are the kind of attitudinal variables that should be more modifiable than gender identity. The results indicate that females had more positive attitudes toward seeking help than males, and that people's opinions about mental illness, especially more benevolent, less authoritarian, less socially restrictive and higher mental hygiene ideology perspectives, accounted for a significant percentage of positive help-seeking attitudes beyond the percentage accounted for by gender.     

The relationship of sexual attitudes,attitudes about women,and racial attitudes in white males

A questionnaire measuring sexual attitudes, attitudes about women, and racial attitudes was administered to 350 White male college students. Sexual attitudes characterized by sexual guilt, emphasis on personal and social control of sexual expression, and depersonalization of sex were significantly positively correlated (p<.001) with attitudes that typified women in terms of traditional masculine—feminine stereotypes and good (nonsexual)—bad (sexual) dichotomies. These stereotyped and dichotomous attitudes about women and constricted and depersonalized sexual attitudes were both significantly positively correlated (p<.001) with negative racial attitudes. The implications of these results and other research suggested by this investigation are discussed.This report is based on a dissertation submitted in partial fulfillment of the requirements for the Ph.D. degree at Michigan State University, 1973. The author would like to express appreciation to Dozier W. Thornton for continued guidance and assistance as dissertation advisor. In addition, the author gratefully acknowledges the assistance of Donald L. Grummon, Andrew M. Barclay, and Jeanne E. Gullahorn, all of whom served on the dissertation committee.     

Sports ideology,attitudes toward women,and anti-homosexual attitudes

The present work tests the associations of sports ideology with sexist and anti-homosexual attitudes in a sample of 304 college students. It was found that sports ideology is positively associated with sexist and anti-homosexual attitudes, but only among males. Among females only sexist attitudes were associated with negative attitudes toward gays and lesbians. Among males, the link of sports ideology to anti-homosexual attitudes was independent of sexist beliefs. Reciprocal causal influences between sexist attitudes and sports ideology are discussed.     

Be green and clearly be seen: How consumer values and attitudes affect adoption of bicycle sharing

Environmental concerns have propelled public and private entities to search for ways to increase usage of public bicycle sharing systems. However, usage rates in many cities remain below expectations. Using the theory of perceived value to motivate our hypotheses, this paper evaluates the impact of perceived value on consumer adoption intentions, and assesses the moderating effects of social and personal attitudes towards environmental behavior, on perceived value-adoption intention relationships. Our findings suggest that public bicycle sharing adoption intention is significantly influenced by its perceived functional, conditional, green and social values. Moreover, personal and social attitudes towards “greenness” and bicycle sharing, respectively, are found to moderate the relationship between perceived values and adoption intentions. This research contributes to theory-building in bicycle sharing adoption, and informs business and government leaders on how to promote adoption.     

Materialism, status consumption, and consumer independence

Materialism influences many people. We focus on two aspects of this influence: reactions to prestige products and to the influence of others. A study of 187 U.S. student consumers shows that materialism is positively related to buying products that confer status. In contrast, materialism is negatively related to consumer independence, an enduring tendency to pay minimal attention to the prescribed norms of other consumers and to make product and brand decisions according to personal preferences. Consuming products for status is also negatively related to consumer independence. Moreover, the association between materialism and consumer independence is completely mediated by consuming for status. Materialism urges consumers to be status conscious so that they follow social norms in purchasing, but seeking status through goods is avoided by less materialistic, independent consumers. A second study (n = 258) also using student consumers confirmed these results.     

Information relevance,content and source credibility in the revision of opinions

In the first of two experiments participants assessed either (1) the probability of success or (2) the acceptability of hypothetical job candidates. These judgments were made on the basis of information about particular traits or abilities possessed by the candidate. The traits themselves varied in relevance to the job and the sources of information differed in credibility. Results showed that use of the information changed in that it had reduced influence (was “discounted”) on the judgment when its relevance decreased and when its sources' credibility decreased. Discounting was a multiplicative rather than a subtractive process and the same process apparently accounted for both the acceptability judgments and the probability assessments, which were very similar. In the second experiment, participants received three pieces of information about the potential negative effects of constructing nuclear power plants on a number of potential sites. For each site, participants revised their judgments about the favorableness of the site after each of the three pieces of negative information. Again, multiplicative discounting was obtained as a function of the credibility of the information sources and a form of “conservatism” was obtained; regardless of the source and the content of the message, the amount of revision decreased from the first to the second to the third revision.     

Changes in sexist attitudes toward women during introductory women's and men's studies courses

Sexism toward women scores of university students at the beginning of an introductory women's and men's studies (gender studies) course were compared with sexism levels of the same students at the end of the course and with sexism levels of controls. Differences in sexism levels associated with Bem's sex role categories were investigated. Sexism levels among students in every category, except undifferentiated, were significantly lower at the end of the course, while controls showed no pre/post differences. As expected, males were higher than females both at pretest and at posttest, and sexism in both sex groups decreased significantly by equivalent amounts; but androgynous males in the introductory course were lower in sexism than sex-typed males and androgynous females were lower than sex-typed females. Undifferentiated subjects decreased in sexism least during the course, and cross-typed and androgynous males decreased most. The relationship of sexism to several additional variables not included in formal hypotheses also is discussed. These variables were age, religion, ethnicity, SES, and grade earned in the gender studies course.     

Involvement,attributions, and consumer responses to rebates

This paper examines effects of both purchasing involvement and product involvement on consumers' responses to rebates. In Part One, the study examines the effects of involvement on consumer responses to a rebate price promotion. Specifically, the study reports that consumers with high levels of purchasing involvement and consumers with high levels of product involvement are more likely to experience satisfaction with a shopping experience involving a rebate and, subsequently, are more likely to express intentions to engage in repeat purchase behavior and word-of-mouth communication about the product. High purchasing involved (but not high product involved) customers are also more likely to use rebates. In Part Two, the study examines effects of involvement on consumer attributions for satisfaction with the price deal and reports that high purchasing involvement is significantly related to a tendency to make internal, rather than external, attributions for satisfaction with a rebate shopping experience. Results of hierarchical moderated regression suggest that consumer responses to the rebate price promotion are moderated by these internal attributions. Implications of the findings for a theoretical understanding of involvement effects on attributions and for the effectiveness of price promotion strategies in the marketplace are discussed.     

Pro-criminal attitudes,intervention, and recidivism

We review the recent research literature on pro-criminal attitudes (PCAs) as a causal factor of recidivism with a focus on studies on the effectiveness of offender treatment programs targeting PCAs to prevent recidivism. The main conclusions that can be derived from the literature are: (1) the evidence supports the hypothesis that PCAs are related to reoffending; (2) most investigated offender treatment programs tend to reduce PCAs, although the general lack of adequate control group designs does not rule out alternative explanations for this reduction; and (3) there is no conclusive empirical evidence that intervention programs designed to reduce PCAs are effective in reducing recidivism. Empirical research in this area lacks the theoretical and methodological rigor to test causal models of the influence of treatment on reducing PCAs, and effects of PCAs on recidivism. Limitations of the empirical evidence are related to inadequate research designs and/or suboptimal data analysis strategies. Recommendations concerning optimized research designs and data analysis strategies that are likely to provide more conclusive evidence on the relation of PCAs, PCA treatment, and recidivism are given.