Mindsets,shopping motivations and compulsive buying: Insights from China

This study investigates how mindsets (i.e., the beliefs that individuals have about the nature of human characteristics) are associated with compulsive buying behavior (i.e., the tendency to buy impulsively and obsessively). In particular, we test the relationships between consumer mindsets, three shopping motivations (deal proneness, social comparison, and hedonic motives) and compulsive buying. Based on a survey of 421 respondents conducted in China, our findings reveal the mechanism through which mindsets affect compulsive buying. The results show that when consumers believe in the consistency of personal traits (fixed mindset), they tend to be more vulnerable to deal offers and social comparison. These motivations increase the desire to seek hedonic pleasure, which is associated with a greater propensity for compulsive buying. However, when consumers believe that personal traits can be changed and developed (growth mindset), they seek hedonic pleasure in shopping, which result in a greater tendency to engage in compulsive buying. The present study adds to the existing body of knowledge by unveiling how different mindsets are associated with compulsive buying. In terms of practical implications, this study provides policy makers and marketers with a better understanding of the different motivations that lead to compulsive buying.     

Effect of selected psychological characteristics upon choice-shift patterns found within hierarchical groups of public accountants

The goals of this study were to examine, first, the relationship between choice shift and three psychological variables (social desirability, locus of control, and moral reasoning) and, second, the influence of these and subjects' employment position on the choice-shift phenomenon within the context of a professional accounting setting. The sample of 60 subjects (four auditors per group, each holding different employment ranks within their firms, yielding 15 groups, each from a different small to medium size CPA firm), participated in three group decision-making tasks related to common accounting and auditing risk-assessment issues. The exercise consisted of three iterations of a standard choice-shift exercise followed by three standardized tests to mcasure the selected psychological characteristics. Analysis indicated that choice shifts were not significantly affected by subjects' psychological characteristics. Instead, subjects' position in an organization influenced choice shift, and the higher the position, the less absolute shift shown.     

Tactile memory of deaf-blind adults on four tasks

The performance of ten deaf-blind and ten sighted-hearing participants on four tactile memory tasks was investigated. Recognition and recall memory tasks and a matching pairs game were used. It was hypothesized that deaf-blind participants would be superior on each task. Performance was measured in terms of the time taken, and the number of items correctly recalled. In Experiments 1 and 2, which measured recognition memory in terms of the time taken to remember target items, the hypothesis was supported, but not by the length of time taken to recognize the target items, or for the number of target items correctly identified. The hypothesis was supported by Experiment 3, which measured recall memory, with regard to time taken to complete some of the tasks but not for the number of correctly recalled positions. Experiment 4, which used the matching pairs game, supported the hypothesis in terms of both time taken and the number of moves required. It is concluded that the deaf-blind people's tactile encoding is more efficient than that of sighted-hearing people, and that it is probable that their storage and retrieval are normal.     

Influence of third party expertise on disputants' reactions to mediation

When people cannot resolve their conflicts, they often turn to a third party, called a mediator, for help. What guides disputants' choice of mediators is the present focus. Two kinds of mediator's expertise were compared, which might affect disputants' judgment of mediators and their recommendations--process expertise and content expertise. The mediator's particular content expertise about the details of the dispute appeared to be irrelevant if the mediator was considered to be an expert in the process of conflict resolution. When mediators were seen as process experts, disputants viewed them as more credible and were more favorably disposed toward engaging their services. These judgments extended to the mediators' recommendations. Those recommendations offered by process expert mediators were viewed as higher quality and were judged more favorably. When the mediator was perceived as lacking process expertise, disputants' perceptions of how well the mediator understood the particular details of the dispute increased their evaluations of the mediator and the mediator's recommendation.