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.     

Effects of Nonverbal Behavior on Perceptions of a Female Employee's Power Bases

Abstract

The authors extended a previous examination of the effects of nonverbal behavior on perceptions of a male employee's power bases (H. Aguinis, M. M. Simonsen, & C. A. Pierce, 1998) by examining the effects of nonverbal behavior on perceptions of a female employee's power bases. U.S. undergraduates read vignettes describing a female employee engaging in 3 types of nonverbal behavior (i.e., eye contact, facial expression, body posture) and rated their perceptions of the woman's power bases (i.e., reward, coercive, legitimate, referent, expert, credibility). As predicted, (a) direct eye contact increased perceptions of coercive power, and (b) a relaxed facial expression decreased perceptions of all 6 power bases. Also as predicted, the present results differed markedly from those of Aguinis et al. (1998) regarding a male employee. The authors discuss implications for theory, future research, and the advancement of female employees.     

Self-Esteem as a Predictor of Attitudes Toward Wife Abuse Among Muslim Women and Men in Canada

Abstract

This study was designed (a) to assess attitudes toward wife abuse in a sample of Muslim women and men in Canada and (b) to assess whether those attitudes were influenced by self-esteem. Results suggested that, as in general North American samples, the Muslim women and men did not differ from each other on levels of self-esteem. Also consistent with general North American samples, the Muslim women's and men's attitudes toward wife abuse were related to their self-esteem, with higher self-esteem scores predicting stronger attitudes against wife abuse, independent of gender. However, the results also revealed that the Muslim men had significantly more lenient attitudes toward wife abuse compared with the Muslim women and with North American norms.     

Are immigrants in the nursing industry at increased risk of bullying at work? A one‐year follow‐up study

The purpose of this study was to explore whether (a) immigrant health care workers (HCW) are more at risk of bullying at work than Danish staff members, (b) this association is increased by previous exposure to bullying and (c) immigrants experience more bullying from supervisors, colleagues and clients/residents. We analyzed cross-sectional baseline data from 5,635 health care students of whom 10.4% were immigrants, and conducted a prospective analysis by following 3,109 of these respondents during their first year of employment. More than a third of the respondents had previous experiences with bullying. The baseline analyses showed that immigrants are more at risk of being bullied during both their theoretical education and trainee periods than their Danish co-students. At follow-up we found that 9.1% of the total cohort had been exposed to bullying at work during their first year of employment, hereof 1.8% frequently. "Non-Western" immigrants had a significantly higher risk of exposure to bullying at work during follow-up than the Danish respondents independent of previous experience with bullying. Danish and immigrant health care workers were more exposed to bullying from co-workers than from supervisors with no statistically significant difference between the Danes and the immigrant groups. Both "Western" and "non-Western" respondents were more at risk of bullying from clients/residents than the Danish respondents.     

Moral disengagement mechanisms in interactions of human drivers with autonomous vehicles: Validation of a new scale and relevance with personality,driving style and attitudes

The introduction of autonomous vehicles (AVs) in the road transportation systems raises questions with respect to their interactions with human drivers’, especially during the early stages. Issues such as unfamiliarity or false assumptions regarding the timid and safe behaviour of AVs could potentially result in undesirable human driver behaviours, for instance “testing” AVs or being aggressive towards them. Among other factors, morality has been determined as a source of aggressive driving behaviour. Following previous approaches on moral disengagement, the current paper argues that moral standards during interactions of human drivers with AVs could potentially blur, leading to the disengagement of self-regulation mechanisms of moral behaviour. The study investigates the impact of moral disengagement on the intention of human drivers to be aggressive towards AVs. To that end, an online survey was conducted including a newly developed survey of moral disengagement, adapted to the context of AVs. Moreover, measures of personality, driving style, attitudes towards sharing the road with AVs and perceived threats were collected. A confirmatory factor analysis provided support for the concept of moral disengagement in the context of AVs. Moreover, relationships between personality, driving style and attitudes towards sharing the road with AVs were found, via a structural equation modelling approach (SEM). The results could have implications in the future driver training and education programmes, as it might be necessary to not only focus on driving skills but also on the development of procedural skills that will improve the understanding of AVs’ capabilities and ensure safer interactions. Efforts on improving attitudes towards AVs may also be necessary for improving human driver behaviour.     

Preferences for suicide prevention strategies among university students in Japan: a cross-sectional study using full-profile conjoint analysis

In Japan, implementation of suicide prevention policies is mainly supported by public funds. However, it is unclear what kinds of suicide prevention strategies people prefer. We conducted a survey to clarify people’s preferences regarding suicide prevention strategies adopted in Japan. This was a cross-sectional self-administered questionnaire survey. Participants were recruited through a lecture held by the first author at their university. We distributed questionnaires to 324 people present at the lecture; 249 completed questionnaires were included in the final analysis. We estimated suicide prevention strategy preferences using full profile conjoint analysis. For all six prevention strategies, the inclusion of each strategy in the policy profile was statistically significantly related to the positive evaluation of the overall policy profile. Marginal Willingness to Pay (MWTP) for restriction of access to means showed the highest value of the six suicide prevention strategies. MWTP was the lowest for public awareness activities. Preferred suicide prevention strategies in Japan are restriction of access to means and enhancement of psychiatric services. The results of this study indicate the strategies that are preferred have a high level of evidence of suicide prevention and do not directly intervene in a person’s free will to die by suicide.     

When Good Consumers Turn Bad: Psychological Contract Breach in Committed Brand Relationships

To better understand the conditions under which committed consumers continue to support their preferred brand after a transgression versus turn against the brand and the underlying theoretical process, we study the interplay between brand commitment and specific types of transgressions. Across three scenario‐based and field studies, we show that consumers have psychological contracts with brands, which dictate the terms of the relationship, and for committed consumers, violations of any aspect in (out of) the contract results in a negative (indifferent) response. Furthermore, we demonstrate that consumer trust is the underlying mechanism: committed consumers exhibit more negative responses to in‐contract transgressions as a result of their lower trust in the brand.     

The object of my aggression: Sexual objectification increases physical aggression toward women

Objectification involves reducing someone to a sexual object, rather than seeing them as a full person. Despite numerous theoretical claims that people are more aggressive toward the objectified, and empirical evidence that objectification is linked to high willingness to aggress, rape proclivity, and aggressive attitudes, no research has examined a causal link between objectification and physical aggression, particularly in the context of provocation. In two experiments, we examined this predicted link. In Experiment 1, using a 2 (objectification: no/yes) × 2 (provocation: no/yes) factorial between‐subjects design, we investigated the effects of objectification, induced via body focus during a face‐to‐face interaction, and provocation on physical aggression toward a female confederate. Our results revealed a significant main effect of provocation, a marginal main effect of objectification, and a significant interaction between these variables. In the absence of a provocation, focusing on a woman's body increased aggression toward her. Experiment 2 replicated Experiment 1 using a video of a target woman instead of a face‐to‐face interaction. Again, our results showed a significant two‐way interaction between objectification and provocation, wherein objectification increased aggression in the absence of provocation. Overall, this research indicates that objectification can lead to heightened physical aggression toward objectified women.