The mere possession effect of shareable digital coupons: The mediating role of anticipated self-enhancement

Shareable digital coupons have emerged as a new marketing strategy. Prior literature on shareable coupons assumes that shareable coupons can play a role only after they have been shared with others. Surprisingly, we theorize that shareable coupons can come into play as early as when consumers merely possess them, even before consumers share them with others, an effect that precedes the effect of the actual coupon sharing. In this research, we show that the mere possession of shareable digital coupons (not necessarily the actual sharing) is able to induce anticipated self-enhancement among consumers. Hence shareable digital coupons are more effective than non-shareable digital coupons, and the effect is most pronounced among consumers with high image concerns. The higher coupon effectiveness of shareable digital coupons is reflected in consumers' greater urge/intention to acquire the coupon, intention to revisit, willingness to spend, as well as in firm's sales increase when products are promoted with shareable instead of non-shareable digital coupons. Our work contributes to the literature on shareable coupons, the mere possession effects, anticipated self-enhancement, and other-rewarding promotions, and is of important managerial value given the ease with which the shareability feature can be added to coupons.     

Understanding dark side personality at work: Distinguishing and reviewing nonlinear,interactive, differential,and reciprocal effects

The topic of dark side personality at work has received considerable research attention over the past decade, and both qualitative and quantitative reviews of this field have already been published. To show the relevance of dark personality in the work context, existing reviews have typically focused on systematically discussing the different criteria that have been linked to dark traits (e.g., job performance, work attitudes, leadership emergence, etc.). In contrast, and complementing this earlier work, the current review paper summarizes the available literature on this topic by structuring it in terms of the nature of the relationships studied rather than in terms of the types of outcome variables. Doing so, the focus shifts from “What are the outcomes of dark traits?” to “How are dark traits related to work outcomes?” Scrutinizing the nature of these relationships, we specifically focus on four types of effects (i.e., nonlinear, interactive, differential, and reciprocal) that highlight the complexity of how dark side traits operate in the work context. Structured this way, this review first provides a conceptual underpinning of each of these complex effects, followed by a summary of the empirical literature published over the past 10 years. To conclude, we present an integration of this field, provide suggestions for future research, and highlight concrete assessment challenges.     

Do health beliefs about COVID-19 predict morbidity? A longitudinal study

In a highly powered (N ≈ 5000), six-months longitudinal study (December 2020-May 2021), we tested the assumption that beliefs concerning COVID-19 and the precautions against it predicted morbidity. Six months after having filled out a survey measuring beliefs about the disease and the precautions against it, participants reported if they were or had been ill with COVID-19. A lower likelihood of being or having been ill with COVID-19 was predicted by personal optimism concerning infection, perceived personal control over infection, perceived effectiveness of precautions, and self-reported personal or better-than-average adherence to the precautions. A higher likelihood of being or having been ill with COVID-19 was predicted by perceived personal control over a good outcome of an infection, egocentric impact perception concerning the impact of the disease, perceived difficulty of adherence to the precautions, and both personal and egocentric impact perception concerning the impact of the precautions. Comparative optimism did not predict morbidity, nor did personal optimism concerning severe disease or a good outcome, perceived personal control over severe disease, and moralization of the precautions. We discuss implications for public health communication.     

Rehearsal strategies and the serial-position curve in immediate free recall of ordered items

Immediate free recall of random strings of 10 numbers was studied under four experimental conditions: as each number was presented, subjects either had to recall the previous number (Recall n-1), recall the number just presented (Recall n), read the number (Read aloud), or were silent (Free Recall). Overall recall was the same in all conditions. Recall and order of recall by serial-position changed systematically, with an increasing recency and decreasing primacy effect from Free Recall through Read Aloud and Recall n to Recall n-1. These changes in recall order and serial-position curves suggest that differential rehearsal of items is decreased by requiring retrieval during presentation.     

The scapegoat archetype

Summary Relying on some of the principles of Jung's analytical psychology, the writer has presented a hypothesis of the primordial image of the scapegoat, tracing its origins in antiquity and in the collective unconscious of man, its associations with the God-image and its development in the history of Judaeo-Christian religion, of the administration of justice and of the treatment of mental illness. The conclusion is reached that the scapegoat is an anachronism that the human race has outgrown, a luxury we can no longer afford to keep, and that a realization of this fact is important for the times in which we live.     

Book reviews

The Word Speaks to the Faustian Man. Som Raj Gupta. Delhi, Motilal Banarsidass. 455+xvi pp., Rs. 500

A History of Indian Buddhism, From Sākyamuni to Early Mahāyāna. Hirakawa Akira, translated and edited by Paul Groner, 1990. Asian Studies at Hawaii, No. 36. Honolulu, HI, University of Hawaii Press. xix +402, £33.25

The Doctrine of the Upanisads and the Early Buddhism. Hermann Oldenberg, translated by Shridhar B. Shrotri, 1991. Delhi, Motilal Banarsidass. Rs. 225

Evil and the Mystics’ God: Towards a Mystical Theodicy. Michael Stoeber. London, Macmillan. x+225 pp., £40