Affective and cognitive religiosity: Influences on consumer reactance and self‐control

Self‐control is regularly studied in the marketing literature in relation to spending and food consumption; however, little research has assessed trait characteristics that influence consumers' self‐control. Although prior research in other fields has shown a generally positive relationship between religiosity and self‐control, such research has often used poor measures of religiosity and has inadequately examined marketplace outcomes or factors underlying consumers' self‐controlled responses. Thus, the studies herein build on self‐regulation theory to address and extend from these limitations by examining the influence of religiosity, as a multidimensional construct (particularly affective and cognitive religiosity), on self‐control and resulting influences on marketplace behaviors. Findings reveal that priming affectively (cognitively) religious consumers leads to greater (lower) consumer self‐control with a religious message prime (Study 1) and religious writing task (Study 2). Additionally, findings show that psychological reactance is at the root of these responses (Study 3). Implications build on self‐regulation theory and the strength model of self‐control to show the importance of religiosity (particularly affective and cognitive religiosity), interactions with religious primes, and psychological reactance in understanding consumers' self‐control.     

Why do people care about procedural fairness? The importance of belongingness in responding and attending to procedures

The present research tests an important motivational explanation for people's concern with procedural fairness by considering the influence of people's belongingness needs. We predicted that those individuals with a strong need to belong would care more about procedural fairness information and thus they would process that information more carefully, as compared to individuals with a weak need to belong. In Study 1, the need to belong moderated the relationship between the opportunity for voice and self‐evaluations. In Study 2, the need to belong moderated the relationship between the opportunity for voice and organizational identification among employees of a multinational healthcare company. Study 3 extends this finding by demonstrating that people with a strong need to belong engage in more careful and systematic processing of procedural fairness information. Together, these findings provide important insight into understanding the motivations that underlie reactions to procedural fairness. Copyright © 2005 John Wiley & Sons, Ltd.     

Socially motivated projection: Need to belong increases perceived opinion consensus on important issues

In three studies, we tested whether the need to belong would motivate people to perceive consensus for their opinions on important social issues. In Study 1, a nationally representative telephone survey, participants with a high dispositional need to belong perceived greater consensus for their opinions on immigrant naturalization than did those with a low need to belong. However, this relationship was strongest among participants who reported that the issue was personally important to them. In Study 2, participants primed with rejection‐related (versus acceptance‐related) words, and who reported high levels of issue importance, demonstrated greater false consensus for their opinions on a proposed alcohol tax increase. In Study 3, participants who received random feedback that they held a common (versus uncommon) opinion had a lower subsequent need to belong when the issue was important to them, suggesting that consensus perceptions can in fact mitigate belongingness needs. Copyright © 2011 John Wiley & Sons, Ltd.     

Uncertainty and prejudice: The role of religiosity in shaping group attitudes

Past research indicates that being religious is frequently motivated by the need to avoid uncertainty and associated with prejudice against value‐violating groups. The present research clarifies these previous findings and shows for the first time a causal link between a sense of uncertainty and group attitudes through religiosity and the perception of the target group's mindset. Study 1 demonstrates that belief in God is associated with uncertainty avoidance and increases prejudice against value‐violating groups, but simultaneously increases positive attitudes towards value‐consistent groups. Study 2 demonstrates experimentally that a sense of uncertainty shapes intergroup attitudes when the relationship is mediated through the belief in God and the perception that a target group actually violated perceivers' values. The results corroborate and broaden previous findings on religiosity, ambiguity avoidance, and prejudice and, for the first time, show a causal link between a sense of uncertainty and attitudes towards value‐violating and value‐consistent groups.     

Consumers' attributions and brand evaluations in product‐harm crises: The role of implicit theories of personality

This study aims to examine the moderating role of implicit theories of personality in the relationship between corporate recovery strategy (i.e., support versus stonewalling) and consumers' attributions (and brand evaluations). It is suggested that consumers' implicit theories about the fixedness/malleability of personality can affect consumers' attributions and brand evaluations during a product‐harm crisis. In addition, corporate image (i.e., strong versus weak) can moderate the influence of the role of implicit theories of personality. Two experiments were conducted to examine the proposed hypotheses. Results of Experiment 1 show that consumers who endorse entity theory (i.e., entity theorists) are likely to attribute crisis as more internal, stable, and controllable, particularly when they do not have any prior knowledge about the firm. The entity theorists would have more negative brand evaluations than incremental theorists (who endorse incremental theory), when “support” strategy was used by the firm. Results of Experiment 2 show that entity theorists are prone to have more external (internal) and unstable (stable) attributions toward a firm with a strong (weak) corporate image. Furthermore, entity theorists would provide more positive brand evaluations than incremental theorists when “stonewalling” strategy was used by a firm with strong corporate image, but not when “support” strategy was used by a firm with weak corporate image. Managerial implications are provided to managers with regard to product‐harm crisis and recovery strategies. Copyright © 2015 John Wiley & Sons, Ltd.     

Consumer perceptions of bundles and time‐limited promotion deals: Do contracts matter?

Marketers use various types of deals to positively influence consumers' product evaluations. Across two experiments, we manipulated print advertisements to examine whether the commonly used deal content of both bundling and time‐limited promotions affect consumers' perceived confusion, risk and value. In study 1, the influence of this content was tested in the context of a 2‐year telecommunications (telco) contract. Here, consumers associated a three‐item bundle with greater perceived value than a single item, but perceived value was reduced and risk heightened when it was only available for a limited time. We speculate that this is because of the long‐term nature of the contract. Study 2 removed the contract restriction, examining the bundling of a video game console and game(s), again with a time‐limited promotion. However, in this context, we failed to locate any interaction effects. It appears that consumers further appraise the drawbacks of a long‐term telco contract when accompanied by a time‐limited promotion and may perceive the switching costs for study 1 three‐item telco bundle to be particularly risky. Our studies represent the first empirical investigation of the effect on consumers' perceptions of offering a bundle in conjunction with a time‐limited promotion. Testing these effects in contract and no contract conditions adds to the contribution of our studies by delineating a boundary condition. From a managerial perspective, our findings are thought‐provoking in respect to information integration, or how consumers process different deal content together. Copyright © 2015 John Wiley & Sons, Ltd.     

Attachment avoidance and feelings of connection in social interaction

Individuals high in attachment avoidance claim to be indifferent to the opinions of others. Carvallo and Gabriel (2006) showed that dismissive avoidants who received positive social feedback reported higher levels of positive affect and state self-esteem than dismissives in control conditions. Their data suggest that avoidant individuals are sensitive to acceptance cues, despite avoidants' claims to the contrary. However, the affect and self-esteem effects could represent feelings of hubristic pride (and thus superiority) rather than connection (and thus belongingness). In the current study, participants were randomly assigned to interact with either a highly positive or mildly negative research confederate. Low avoidant individuals felt more connected with the positive than negative confederate, but this effect of experimental condition was even stronger for those high in avoidance. These findings affirm that avoidantly attached invidividuals' feelings of belonging are sensitive to the positivity of social conditions, supporting the universality of the need to belong.     

Evaluation context's role in driving positive word‐of‐mouth intentions

Relevant literature recognizes that transaction‐specific and cumulative evaluations are different, but few empirical studies test how these differences might affect the link between product evaluations and word of mouth (WOM). This study addresses this issue by assessing the simultaneous effects of perceived quality and satisfaction on the resulting positive WOM intentions for both types of evaluations. Results reveal that different factors drive positive WOM intentions depending on the context of the study. When the consumers' evaluations are related to a specific transaction, perceived quality is the dominating predictor of positive WOM intentions. When the evaluations are cumulative, satisfaction is the dominating predictor of positive WOM intentions. Copyright © 2012 John Wiley & Sons, Ltd.     

Procedural fairness enacted by societal actors increases social trust and social acceptance among ethnic minority members through the promotion of sense of societal belonging

Although procedural fairness has been studied frequently during the past decades, little work has focused explicitly on how procedural fairness affects members of ethnic minorities in the context of multicultural decision-making processes. The aim of the present study was to investigate how perceptions of procedurally fair treatment of fellow minority members by societal actors impact the individual’s sense of societal belongingness, which we define as the feeling that he/she is a valued member of society at large, and how this in turn is related to social trust and social well-being. Three samples of African American and Hispanic American respondents from the United States were collected (total N = 570). Two experimental studies and one questionnaire study were conducted. Experimental manipulation of procedural fairness climate was shown to impact sense of societal belongingness among minority members (Study 1), whereas manipulating sense of societal belongingness itself led to an increase in social trust and social acceptance (Study 2). Study 3 (A self-report survey), finally, affirmed the entire hypothesized mediation model. The present research provides further evidence for the importance of procedural fairness for ethnic minorities. Our research showed that when societal actors enact procedural fairness they may strengthen minority members’ societal belongingness, which in turn may influence their social trust and feelings of being socially accepted.     

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.     

Individual differences in nostalgia proneness: The integrating role of the need to belong

Who is the nostalgia-prone person? The ‘sociality view’ sees an individual who frequently recalls meaningful memories rich in social content. The ‘maladaptation view’ sees an emotionally unstable, neurotic individual. In four studies, we integrated these contrasting views. We hypothesized that the link between neuroticism and nostalgia proneness arises because (a) neuroticism is associated with the need to belong and (b) the need to belong triggers nostalgia, with its abundant social content. Consistent with this hypothesis, Studies 1–2 found that the correlation between neuroticism and nostalgia proneness was eliminated when controlling for the need to belong. The need to belong predicted increased nostalgia proneness, above and beyond neuroticism. Specifically, Study 2 revealed that a deficit-reduction (rather than growth) belongingness orientation predicted increased nostalgia proneness. When the role of this deficit-reduction belongingness orientation was controlled, the positive correlation between neuroticism and nostalgia disappeared. Studies 3–4 showed that experimental inductions of a belongingness deficit augmented nostalgia, providing support for its compensatory role.     

Gaze-Triggered Orienting as a Tool of the Belongingness Self-Regulation System

ABSTRACT— Social-psychological theories of belongingness self-regulation suggest that when one's need for interpersonal relationships is not being met, one begins to monitor the social environment more closely. Presumably, this serves to increase awareness of the likelihood of social acceptance versus rejection and to inform later social decision-making processes. The current investigation tested whether low belongingness increases a particular form of social monitoring that has recently been documented in the cognitive literature: gaze-triggered orienting. Low belongingness was operationalized either in terms of low trait self-esteem (Studies 1a and 1b) or in terms of the priming of rejection-related thoughts ( Study 2 ). Across the studies, the normal tendency to orient attention in accordance with another individual's eye gaze was augmented under conditions of low belongingness. However, belongingness had no influence on a nonsocial form of orienting. The results are discussed in terms of their implications for theories of belongingness self-regulation and social attention.     

Belongingness as a core personality trait: how social exclusion influences social functioning and personality expression

People have a fundamental need for positive and lasting relationships. This need to belong is rooted in evolutionary history and gave rise to the development of traits that enable individuals to gain acceptance and to avoid rejection. Because belongingness is a core component of human functioning, social exclusion should influence many cognitive, emotional, and behavioral outcomes and personality expression. This article summarizes recent evidence that social exclusion causes an assortment of outcomes, many of which depend on whether the excluded can gain acceptance or forestall possible distress. It highlights common overlap in physical and social pain systems and how a physical painkiller can reduce the pain of social exclusion. Finally, it shows how social exclusion moderates the effects of traits on cognition, emotion, and behavior. To appreciate personality processes in social contexts, scientists should consider how people respond to social exclusion and how the need to belong influences personality expression.     

Hooked on a feeling: The effect of music tempo on attitudes and the mediating role of consumers' affective responses

With today's high degree of advertising clutter, marketers might greatly focus on evoking emotion or creating hedonic (e.g., feeling) experiences for consumers in order to improve practice. These strategies minimize the effort needed to process a message and can influence consumers' decisions. In 4 studies, we examine the effects of music tempo on consumers' attitudes toward the brand while further considering the mediating role of evoked feelings. Study 1 and 2 supports that music tempo in commercials influences consumers' affective response to the music in advertising. Study 3 replicated this effect using a controlled experiment and extended the research by demonstrating that tempo also affects general mood states, in addition to feelings evoked by the music. Last, Study 4 demonstrates that need for emotion moderates the role of affect as information. This research contributes to theory in sensory marketing and consumer behavior and offers practical implications to improve marketing practice.     

A Person‐Centered Examination of Adolescent Religiosity Using Latent Class Analysis

Empirical studies of religion's role in society, especially those focused on individuals and analyzing survey data, conceptualize and measure religiosity as ranging from low to high on a single measure or a summary index of multiple measures. Other concepts, such as “lived religion,” “believing without belonging,” or “fuzzy fidelity” emphasize what scholars have noted for decades: humans are rarely consistently low, medium, or high across dimensions of religiosity including institutional involvement, private practice, salience, or belief. A method with great promise for identifying population patterns in how individuals combine types and levels of belief, practice, and personal religious salience is latent class analysis. In this article, we use data from the first wave of the National Study of Youth and Religion's telephone survey to discuss how to select indicators of religiosity in an informed manner, as well as the implications of the number and types of indicators used for model fit. We identify five latent classes of religiosity among adolescents in the United States and their sociodemographic correlates. Our findings highlight the value of a person‐centered approach to understanding how religion is lived by American adolescents.     

Children's sense of belonging and parental social capital derived from school

Parents' chance to seek help from other parents of schoolchildren attending the same school is an aspect of parental social capital. This social capital is supposed to contribute to schoolchildren's present sense of belonging to their school, society, and country. The relationship between social capital and a child's sense of belonging may vary as a function of the child's prior sense of belonging. Social capital may give a deeper encouragement or positive effect to children with higher prior sense of belonging (the strength building perspective) or to children with lower prior sense of belonging (the need fulfillment perspective). The author surveyed 289 parents and their schoolchildren in Grades 4-9 in Hong Kong, China, to ascertain which of the two perspectives holds. The results indicated that parental social capital was more highly associated with a child's present belongingness if his or her prior belongingness was high rather than low. This interaction effect is supportive of the strength building perspective.     

State Authenticity in Everyday Life

We examined the components and situational correlates of state authenticity to clarify the construct's meaning and improve understanding of authenticity's attainment. In Study 1, we used the day reconstruction method (participants assessed real‐life episodes from ‘yesterday’) and in Study 2 a smartphone app (participants assessed real‐life moments taking place ‘just now’) to obtain situation‐level ratings of participants' sense of living authentically, self‐alienation, acceptance of external influence, mood, anxiety, energy, ideal‐self overlap, self‐consciousness, self‐esteem, flow, needs satisfaction, and motivation to be ‘real’. Both studies demonstrated that state authentic living does not require rejecting external influence and, further, accepting external influence is not necessarily associated with state self‐alienation. In fact, situational acceptance of external influence was more often related to an increased, rather than decreased, sense of authenticity. Both studies also found state authentic living to be associated with greater, and state self‐alienation with lesser: positive mood, energy, relaxation, ideal‐self overlap, self‐esteem, flow, and motivation for realness. Study 2 further revealed that situations prioritizing satisfaction of meaning/purpose in life were associated with increased authentic living and situations prioritizing pleasure/interest satisfaction were associated with decreased self‐alienation. State authenticity is best characterized by two related yet independent components: authentic living and (absence of) self‐alienation. Copyright © 2015 European Association of Personality Psychology     

Explaining the Relationship between Religiosity and Political Participation: The Mediating Roles of Transcendent Accountability and Religiopolitical Awareness

Prior research tends to find a positive relationship between religiosity and political participation. Explanations of this relationship have focused mostly on religiosity-generated organizational resources (e.g., civic skills), while paying less attention to psychological resources. We simultaneously examined different aspects of religiosity (belief, behavior, and belonging) and political participation (electoral and nonelectoral) in a structural equation model with two psychological resources as mediators: (1) “transcendent accountability”—seeing oneself as responsible to God or a higher power for one's impact on other people and the environment, and (2) “religiopolitical awareness”—perceiving the influence of one's religion and/or spirituality on one's political views and activities. Results from analyzing survey data from a US representative sample showed that transcendent accountability and religiopolitical awareness, whether together or awareness only, mediated positive relationships between religiosity (belief, private and public behaviors, and membership) and political participation (voting and other political activity), highlighting key psychological motivators of political participation.     

The fundamental need to belong: on the distinction between growth and deficit-reduction orientations

The need for belongingness (the universal need to form and maintain positive, stable interpersonal relationships) has led to much research over the past decade. Although such a need is universal, some qualitative differences exist in its orientation. Specifically, two belongingness need orientations are proposed: a growth orientation (a belongingness need directed toward interpersonal actualization) and a deficit-reduction orientation (a belongingness need directed toward interpersonal deficit reduction or repair). It is hypothesized that a deficit-reduction orientation to the need to belong is associated with lower levels of intrapersonal and interpersonal psychological functioning compared to a growth orientation. The results of a series of four studies supported the proposed hypotheses. Implications of the proposed model for future research on the need to belong are discussed.     

Effects of awe on consumer preferences for healthy versus unhealthy food products

This research investigates how a discrete positive emotion (awe) impacts consumers' decisions on food choices. We probe and demonstrate that the experience of awe enhances consumer preferences for healthy versus unhealthy products. In a series of three studies, we find that awe, compared with a neutral emotion, increases consumers' likelihood to choose healthy products over unhealthy products (Study 1). Consumers' processing styles drive the observed awe effect (Study 2), whereby awe increases reliance on analytic processing, which leads to preferences for healthy products. Moreover, the experience of awe exerts a stronger influence on product choices among consumers with a chronic intuitive rather than analytic processing style (Study 3). Theoretical contributions to the research on awe, information processing, and healthy food preference, as well as practical implications for consumers and marketers, are discussed.