Why brands should fear fearful consumers: How attachment style predicts retaliation

In two surveys of adult consumers, we find that attachment styles predict consumers' reactions after brand relationships end. Specifically, ‘fearful’ consumers—those high in both attachment anxiety and avoidance—are most likely to complain to third parties, to obsess about harming the brand, and to report seeking payback against brands. Two factors mediate the effect of attachment on reactions: threats to consumers' self-image and the loss of benefits from their relationship. This is consistent with the explanation we propose: specifically, fearful individuals invest in and depend more on consumption relationships and, therefore, lose more when such relationships end.     

When less is more: Consumer aversion to unused utility

A series of experiments demonstrates that consumers exhibit aversion to waste during forward-looking purchase. These experiments further reveal that such behavior is driven by distaste for unused utility, a reaction that is shown to be distinct from an aversion to squandering money. Waste aversion is especially pronounced when consumers anticipate future consequences and deprivation is salient. In addition to demonstrating robustness across consumers and marketing contexts, the results also demonstrate how waste aversion can lead to self-defeating behavior in which consumers forego desired utility. Finally, the present research demonstrates and discusses the implications of waste aversion for a variety of marketing issues, including buy-rent markets, bundling, and the fundamental distinction between goods and services.     

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.     

Multi‐Criteria Evaluation for Collaborative Circulating Farming with Collective Operations Between Arable and Cattle Farmers

Tokachi sub‐prefecture in Hokkaido is one of the most famous dairy and crop farming regions in Japan. It is known that Tokachi is faced with various difficult problems such as soil degradation, water contamination and unpleasant odours because of the excessive use of chemical fertilizers and inappropriate treatment of livestock excretion. In this paper, we focus on Shihoro town where agricultural outputs are relatively large in Tokachi, and propose collaborative circulating farming with collective operations between arable and cattle farmers. Under the assumption that the decision‐maker in this problem is a representative of a farming organization who hopes for sustainable agricultural development and values the intentions of local residents including arable and cattle farmers in this region, we employ multi‐attribute utility theory in order to evaluate multiple alternatives of the farming management problem. Copyright © 2012 John Wiley & Sons, Ltd.     

Selection of a Third‐Party Logistics Provider: Capturing the Interaction and Influence of Performance Metrics with the Analytical Network Process

When a business decides to outsource its logistics operations to improve its performance, the organization will need to select a third‐party logistics provider (3PL) that shares common goals and satisfies service level requirements. In this paper, we identify a set of 3PL performance measures from the perspective of the supply chain and organize them into a time‐phased format, beginning with the post production stage and continuing through the delivery of the goods to the customer distribution center. The supply chain flow is presented as a Metrics Arrow. To integrate the performance metrics (PM) into one model, we propose an analytical network process (ANP) to capture all PM and to understand the interrelated influences among them. Additionally, to derive the weights for PM, the proposed ANP model offers managerial insight into the relative impact of each metric as well as warning signals or trigger points within the network of PM. The model provides a realistic framework to choose the 3PL that can help achieve the greatest improvements within the supply chain. Copyright © 2012 John Wiley & Sons, Ltd.     

How young adults address their parents reflects their perception of parenting

A speaker's use of a title for the listener shows the speaker's deference to the listener. Previous studies suggested that the use of kinship terms in the family also shows deference to the listener. The present study focused on young adults' use of kinship terms for their parents to investigate whether their use of kinship terms reflects their perception of their parenting. The participants were 329 Japanese college students, who answered a questionnaire about their forms of address for their parents, perceived parental emotional accessibility, and perceived parental control. They also reported their satisfaction with their parent–child relationships and the frequency of parent–child communication. The results suggest that young adults who use kinship terms for their parents perceive their parents to be more emotionally accessible and communicate with their parents more than those who do not. Young adults who use kinship terms for their father are also more satisfied with their father–child relationships than those who do not. Young adults' use of kinship terms might signal not only their deference to their parents, but also their acceptance of their parent–child relationships.     

Chinese college students' general and relationship‐specific representations of adult attachment: Variable‐centred and person‐centred analysis

Formerly, researchers often treated adult attachment as a trait‐like construct with consistency across relationship contexts. However, recent studies have shown that people possess multiple relationship‐specific attachment representations, and inter‐correlations among them are only in a small‐to‐medium range. The aim of this study is to test whether these variable‐centred results could be replicated in China and further supplement them with a person‐centred analysis focusing on identifying prototypical patterns of multiple working models across relationships. We administrated measurements of general and four relationship‐specific (mother/father/best friend/romantic partner) working models and indicators of psychological adjustment upon 302 Chinese college students. Results from variable‐centred analysis demonstrated the cross‐relationship variability in working models. Furthermore, global indicators of psychological adjustment were better predicted by general models, while relationship‐specific indicators were better predicted by corresponding relationship‐specific models. These results largely replicate previous Western studies, supporting the existence of multiple attachment representations in China. In person‐centred analysis, a latent profile analysis identified four typical classes of working model profiles: all‐average, all‐secure, romantic‐insecure and peer‐secure. These classes differed not only in the cross‐relationship variability of their working models, but also in their levels of psychological adjustment. These interesting patterns may have theoretical implications and are worthy of further examination.     

Confucian dynamism work values and team performance: A multiple‐level analysis

In this study we clarified the multiple‐level effects of Confucian‐related work values, including self‐discipline and interpersonal ethics, on the performance of individuals and the team. Empirical data of 70 work teams with 472 team members from Taiwanese enterprises were collected to test our hypotheses. Results showed that, at the group level, shared team values of interpersonal ethics were positively related to team performance through the partial mediation of team cooperation. For cross‐level effect, shared team values of interpersonal ethics and individual member's self‐discipline values were both positively related to individual performance. The implications of Confucian dynamism work values on contemporary organizational management and indigenous Chinese team theories were provided.     

The Role of Executive Control of Attention and Selective Encoding for Preschoolers' Learning

Selectivity in encoding, aspects of attentional control and their contribution to learning performance were explored in a sample of preschoolers. While the children are performing a learning task, their encoding of relevant and attention towards irrelevant information was recorded through an eye‐tracking device. Recognition of target items was used as measure of learning outcome, and individual differences in resistance to interference and inhibition of attention to task‐irrelevant stimuli (i.e. distractibility) were used as measures of executive control of attention. Results indicated well‐developed selectivity during encoding in young children. Recognition performance was related to selective encoding and aspects of attentional control, explaining individual differences in learning. Copyright © 2011 John Wiley & Sons, Ltd.     

Mothers' and Fathers' Internal State Language with Their Young Children: An Examination of Gender Differences During an Emotions Task

The current study examined gender differences in mothers' and fathers' internal state language (ISL), children's use of ISL, and whether ISL was related to parents' ratings of the children's social skills. Fifty‐seven (28 boys, 29 girls) toddler/preschool children (M age = 32.5 months, SD = 5.38 months) were observed separately with their mothers and fathers in their homes while they discussed pictures of children's facial expressions of emotions. Parents completed a questionnaire concerning their child's social–emotional behaviours (i.e. BASC‐2). Parents used more ISL with sons compared with daughters, and sons used more ISL with mothers than with fathers. No overall differences were found between mothers' and fathers' ISL. Children's social skills as rated by mothers were predicted by mothers' ISL comments, whereas children's social skills as rated by fathers were predicted by children's age and fathers' ISL clarifications. Implications and limitations of the study are discussed. Copyright © 2012 John Wiley & Sons, Ltd.