Gender differences in cognitive styles of MBA students in three countries.

Differences between the scores of male and female respondents, 115 British, 123 Australian, and 131 American midcareer MBA students, confirm propositions derived from Kirton's adaption-innovation theory to the effect that individuals who diverge most from social norms will be among the most innovative members of their group.     

Positive vs. negative switching barriers: the influence of service consumers' need for variety

• In this study, we deal with the existing debate related to the establishment of switching barriers retaining customers in the relationship with a provider. In particular, we demonstrate that ‘positive’ switching barriers (relational benefits) play a greater role that the ‘negative’ ones (switching costs and availability and attractiveness of other providers' offers) in determining customer satisfaction and retention. On the other hand, we include customers' need for variety in the proposed model, in order to demonstrate that a higher level of this psychological trait will lead to a lower perception of the existence of switching barriers. The hypotheses proposed have been tested for a services context on a sample of 800 individuals, using the technique ‘Partial Least Squares’ (PLS). Our findings lead to some interesting managerial implications.

Copyright © 2006 John Wiley & Sons, Ltd.     

Perceiving low self‐esteem in close others impedes capitalization and undermines the relationship

Disclosing positive experiences to others (i.e., “capitalization”) is associated with personal and interpersonal benefits (Gable & Reis, 2010). Unfortunately, people who perceive low self‐esteem (LSE) in close others are reluctant to capitalize, holding back from those they expect will be unsupportive (MacGregor & Holmes, 2011). In Study 1, we extend previous findings by demonstrating the importance of the type of experience disclosed; participants capitalized less positively with an (ostensibly) LSE friend when disclosing an accomplishment, not a positive experience attributed to happenstance. In Study 2, we demonstrate the external validity of the phenomenon by examining real discussions between romantic partners. Participants capitalized less positively with their LSE partner, behavior associated with lower relationship satisfaction 6 weeks later (particularly for women).     

Radical behaviorist interpretation: Generating and evaluating an account of consumer behavior

This article considers an approach to the radical behaviorist interpretation of complex human social behavior. The chosen context is consumer psychology, a field currently dominated by cognitive models of purchase and consumption. The nature of operant interpretation is considered, and several levels of operant analysis of complex economic behavior in affluent marketing-oriented economies are developed. Empirical evidence for the interpretation is considered, and a case is made for the qualified use of the hypothetico-deductive method in the appraisal of operant interpretations of complex behaviors.     

A Spanish translation of Mehrabian and Russell's emotionality scales for environmental consumer psychology

The development of a translation of Mehrabian and Russell's scales for the measurement of pleasure, arousal and dominance from the original English to a Spanish version for use in Venezuela is described. The translated scales were administered to two samples of middle‐class Venezuelan consumers (n = 127,n = 127) between the ages of 20 and 50, among whom males and females were represented approximately equally. Internal reliability (measured by Cronbach's alpha) and scale validity (measured by factor analysis) indicate that the translated scales are suitable for consumer and other social psychological research in Spanish. Copyright © 2002 Henry Stewart Publications Ltd.     

BRAND PLACEMENT AND CONSUMER CHOICE: AN IN‐STORE EXPERIMENT

An in‐store experiment was performed to investigate the effects of shelf placement (high, middle, low) on consumers' purchases of potato chips. Placement of potato chips on the middle shelf was associated with the highest percentage of purchases. The results confirm the importance of item placement as a factor in consumers' buying behavior.     

INTRAORGANIZATIONAL EMPLOYEE NAVIGATION AND SOCIALLY DERIVED OUTCOMES: CONCEPTUALIZATION,VALIDATION, AND EFFECTS ON OVERALL PERFORMANCE

Intraorganizational employee navigation (IEN) is conceptualized as a means of better understanding how the organizational actor proactively works across their firm's internal environment in the execution of their jobs. Navigation is argued to be a precursor to the employee's overall performance through a class of mediating variables labeled “socially derived outcomes,” which are variables inside the organization that are bestowed upon the employee as a result of them first engaging in proactive behavior (e.g., IEN). Two studies are reported. Study I sees IEN psychometrically validated versus a range of existing proactive behaviors and individual traits (discriminant, nomological, and criterion‐related validity) with a heterogeneous sample of 704 employees. Study II then tests a model relating IEN to performance through six mediating “socially derived outcomes” by leveraging data from 2 Fortune 500 firms. The results of Study II show that IEN significantly impacts multiple measures of the employee's overall performance through mediating effects brought about by key socially derived outcomes, such as the employee's “manager alignment.” The contributions, broader implications, and limitations of the research are then put into context.     

Drug use as consumer behavior

Seeking integration of drug consumption research by a theory of memory function and emphasizing drug consumption rather than addiction, Müller & Schumann (M&S) treat drug self-administration as part of a general pattern of consumption. This insight is located within a more comprehensive framework for understanding drug use as consumer behavior that explicates the reinforcement contingencies associated with modes of drug consumption.     

Exploring Attitudes and Predicting Intentions: Profiling Student Debtors Using an Extended Theory of Planned Behavior

This study was designed to investigate application of a theory of planned behavior, including involvement and decision‐making style in predicting undergraduates' borrowing attitudes. We conducted interviews to explore antecedents of students' debt‐consumption/borrowing attitudes. We employed exploratory factor analysis to identify attitudinal dimensions utilized in hierarchical regression as independent variables. The results suggest students regard themselves as good money managers, but lack control over borrowing and debt. Combining involvement and decision‐making style as a style/involvement variable had a powerful mediating effect in predicting borrowing intention. Research suggests that grouping students, based on their involvement level with finance and decision‐making style, into debtor types offers opportunities for more understanding of their debt‐consumption intentions. Strategies are proposed for dealing with different debtor types.