Consumer decisions in relationships

Most research on consumer choice assumes that decisions are usually made by individuals, and that these decisions are based on an individual's personal attitudes, beliefs, and preferences. Yet, much consumer behavior—from joint decisions to individual choices—is directly or indirectly shaped by people with whom we have some relationship. In this target article, we examine how each member in a relationship can affect how consumer decisions are made. After reviewing foundational work in the area, we introduce a powerful and statistically sophisticated methodology to study decisions within relationships—a dyadic framework of decision-making. We then discuss how the study of consumer decisions in relationships can be informed by different theories in the relationships field, including attachment, interdependence, social power, communal/exchange orientations, relationship norms, and evolutionary principles. By building on the seminal foundations of prior joint-decision making research with theories and methods from contemporary relationship science, we hope to facilitate the integration of the consumer and relationships literature to better understand and generate novel hypotheses about consumer decisions in relationships.     

Attachment and the management of empathic accuracy in relationship-threatening situations

The current studies tested how attachment orientations are related to empathic accuracy (i.e., the accuracy with which one infers a partner's private thoughts and feelings) during attachment-relevant discussions. In Study 1, married couples were videotaped discussing a severe or a less severe relationship issue that involved intimacy or jealousy. In Study 2, dating couples were videotaped trying to resolve a relationship conflict. Consistent with the revised empathic accuracy model, highly avoidant individuals were less empathically accurate in both studies. Relative to less anxious persons, highly anxious individuals were more empathically accurate when discussing intimacy issues that posed a potential threat to their relationship (in Study 1) and when they were rated as more distressed when discussing a relationship conflict (in Study 2). The findings are discussed in terms of how highly anxious and highly avoidant people differentially manage empathic accuracy to regulate negative affect and facilitate their interpersonal goals.     

ADHERENCE TO DISCRETE‐TRIAL INSTRUCTION PROCEDURES BY RURAL PARENTS OF CHILDREN WITH AUTISM

Parents of children with autism spectrum disorders may not attempt treatment, even when effective treatment options are available. Little is known about how to improve frequency of attempts to implement treatment (‘treatment adherence’). We provided 32 rural parents of young children with autism spectrum disorders with either written or video training materials about how to implement discrete‐trial instruction and compared parental adherence between the written (control) and video (experimental) groups. Parents who received video instructions adhered to the training procedures to a significantly greater extent than did parents who received written instructions, suggesting that instruction format is a predictor of training success. Copyright © 2014 John Wiley & Sons, Ltd.     

Differing profiles of developmental experiences across types of organized youth activities

This study inventoried the types of developmental and negative experiences that youth encounter in different categories of extracurricular and community-based organized activities. A representative sample of 2,280 11th graders from 19 diverse high schools responded to a computer-administered protocol. Youth in faith-based activities reported higher rates of experiences related to identity, emotional regulation, and interpersonal development in comparison with other activities. Sports and arts programs stood out as providing more experiences related to development of initiative, although sports were also related to high stress. Service activities were associated with experiences related to development of teamwork, positive relationships, and social capital. Youth reported all of these positive developmental experiences to occur significantly more often in youth programs than during school classes.     

Collaboration in associative recognition memory: using recalled information to defend "new" judgments

S. E. Clark, A. Hori, A. Putnam, and T. J. Martin (2000) showed that collaboration on a recognition memory task produced facilitation in recognition of targets but had inconsistent and sometimes negative effects regarding distractors. They accounted for these results within the framework of a dual-process, recall-plus-familiarity model but showed only weak evidence to support it. The present results of 3 experiments present stronger evidence for Clark et al.'s dual-process view and also show why such evidence is difficult to obtain.     

BOOK REVIEW

The Evolving Mind BEN GOERTZEL, Gordon and Breach, 1993, cloth. ISBN 2–88124–587–0, pp. 260, index

From Power to Partnership: Creating the Future of Love, Work, and Community ALFONSO MONTUORI AND ISABELLA CONTI San Francisco: HarperSanFrisco. 1993, paper. ISBN 0–06–250548–3, $13.00 USD pp. 281 includes index

Applied Chaos Theory: A Paradigm For Complexity A. B. CAMBEL, Academic Press, 1993, cloth; pp. 260, index; 38 USD