Building trust to increase purchase intentions: The signaling impact of low pricing policies

We examine the differential signaling impact of two low pricing policies, Price Matching Guarantees and Everyday Low Prices, on consumers' trusting beliefs and purchase intentions. We demonstrate that both PMG and EDLP pricing policies signal stores' ability to offer lower prices. However, whether these sellers were perceived as benevolent, and—consequently—consumers' purchase intentions, varied critically depending upon price uncertainty. Perceived benevolence and purchase intentions were significantly higher [lower] for sellers offering PMG than EDLP when price dispersion was high [low]. Our findings offer insights into whether and under what conditions firms should adopt these low pricing policies.     

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.     

Self-presentation as a function of perceived closeness and trust with romantic partners,friends, and acquaintances

ABSTRACT

Self-presentation represents behaviors used in establishing an identity with others; such behaviors may differ across various interpersonal relationships. The current article presents two studies examining differences in self-presentation to acquaintances, friends, and romantic partners among college students in relationships. Study 1 was an experiment, and Study 2 utilized a within-subject design. Results showed that individuals engaged in more self-presentation in more established types of relationships. Additionally, both closeness and trust served as moderators, such that those lower in closeness/trust reported more self-presentation in more established types of relationships than in less established types of relationships. At higher levels of closeness/trust, the results were somewhat inconsistent, with Study 1 finding no differences between relationship types and Study 2 finding more self-presentation to romantic partners than to friends and acquaintances. These results are among the first to suggest that individuals engage in differing levels of self-presentation, depending on the type of relationship and the extent to which they feel close to and trust the person.     

Using a Training-of-Trainers Approach and Proactive Technical Assistance to Bring Evidence Based Programs to Scale: An Operationalization of the Interactive Systems Framework’s Support System

Bringing evidence based programs to scale was a major initial impetus for the development of the Interactive Systems Framework for Dissemination and Implementation (ISF). The ISF demonstrates the importance of the Support System in facilitating the uptake of innovations in the community (the Delivery System). Two strategies that members of the Support System commonly use are training‐of‐trainers (TOT) models and technical assistance (TA). In this article, we focus on the role of the Support System in bringing evidence‐based programs (EBPs) to scale in the Delivery System using a case example, with special attention on two strategies employed by Support Systems—training‐of‐trainers (TOT) and proactive technical assistance. We then report on findings from a case example from the Promoting Science Based Approaches to Teen Pregnancy Prevention project that furthers our conceptualization of these strategies and the evidence base for them. We also report on the limitations in the literature regarding research on TOTs and proactive TA and provide suggestions for future research on TOTs and proactive TA that will enhance the science and practice of support in the ISF. Special Issue: Advances in Bridging Research and Practice Using the Interactive System Framework for Dissemination and Implementation; Guest Editors: Abraham Wandersman, Paul Flaspohler, Catherine A. Lesesne, Richard Puddy; Action Editor: Emilie Phillips Smith     

Using the Interactive Systems Framework in Understanding the Relation Between General Program Capacity and Implementation in Afterschool Settings

The present study uses the Interactive Systems Framework (ISF) to understand how general capacity influences the implementation of prevention programs in afterschool settings. Eight afterschool sites received the Good Behavior Game (GBG) intervention, a program designed to foster supportive behavioral management and positive youth behavior. In line with the Prevention Support System component of ISF, the intervention afterschool staff were trained and received weekly on-site support from coaches in implementing the GBG. It was found that GBG implementation scores were greatest in afterschool programs that rated high on both organizational- and community-levels of general capacity; high scores on only one level of general capacity resulted in lower implementation scores. Thus, afterschool sites that were more organized, maintained adequate facilities, and developed strong linkages to individuals or organizations in the community scored highest in implementation fidelity and quality. This study highlights the importance of considering interactions among multiple levels of general capacity in efforts to promote evidence-based practices in afterschool settings. Caution should be taken in generalizing findings due to the small sample in this study.     

TRUST: ON THE REAL BUT ALMOST ALWAYS UNNOTICED,EVER‐CHANGING FOUNDATION OF ETHICAL LIFE

Abstract: Following the lead of Annette Baier, this essay argues that trust relations provide the ethical substance of everyday living. When A trusts B, A unreflectively allows B to approach sufficiently close so as to be able to harm A. In order for this to be possible, A practically presupposes that B perceives A as a person and will hence act accordingly. Trust relations are relations of mutual recognition in which we acknowledge our mutual standing and vulnerability with respect to one another. A robust account of trust assumes: first, trust relations are primary and practical, and while monitored by reason, they are not rationally constituted; second, trust can sustain its practical primacy over moral reason because it is developmentally prior to reason; and third, trust relations can be the bearers of our worth and vulnerability because they are the developmental products of first love.     

Prayer as a cause of recovery from illness

This research aimed to examine the developmental trajectory of the beliefs about the power of prayer to aide recovery from illness. One hundred and sixty children and young adults divided in four age groups participated in the study. Participants were interviewed with vignettes presenting two sick individuals who differed in terms of prayers that they received from their friends in order to recover from their illness. The results showed that children and pre-adolescents strongly believe in the power of prayer to recover from illness while only about half of the university students share this belief. Thus, contrary to the framework theory approach, children, adolescents, and young adults did not replace these beliefs (as naive explanations), with the scientific explanations. Instead, they continue to hold these beliefs in parallel to their scientific explanations.     

The moral obligations of trust

Moral obligation, Darwall argues, is irreducibly second personal. So too, McMyler argues, is the reason for belief supplied by testimony and which supports trust. In this paper, I follow Darwall in arguing that the testimony is not second personal ‘all the way down’. However, I go on to argue, this shows that trust is not fully second personal, which in turn shows that moral obligation is equally not second personal ‘all the way down’.     

父母自尊与青少年主观幸福感间的关系:亲子信任与青少年自尊的链式中介作用

为了探讨父母自尊和青少年主观幸福感间的关系及其内在机制,本研究采用罗森伯格自尊量表、积极/消极情感量表、生活满意度量表和亲子信任关系量表,针对233对高中生及其父母进行调查。研究结果发现:(1)父母自尊与青少年主观幸福感显著正相关;(2)亲子信任在父母自尊与青少年主观幸福感之间起中介作用;(3)青少年自尊在父母自尊与青少年主观幸福感之间起中介作用;(4)亲子信任和青少年自尊在父母自尊与青少年主观幸福感之间起链式中介作用。该结果对于揭示影响青少年主观幸福感的因素,寻找到提升青少年主观幸福感的路径具有重要的理论和现实意义。