Effects of Social Exclusion and Resultant Psychological Reaction on Relative Preference for Utilitarian Products(vs. Hedonic Products) : Focusing on Sense of Control and Regulatory Focus

2021 ◽  
Vol 26 (3) ◽  
pp. 73-88
Author(s):  
Jikai Zou ◽  
◽  
Sungjoon Yoon
Keyword(s):  
Social Exclusion ◽  
Regulatory Focus ◽  
Sense Of Control ◽  
Relative Preference ◽  
Psychological Reaction ◽  
Hedonic Products

Effects of cause-related marketing campaigns on consumer purchase behavior among French millennials

2020 ◽  
Vol 37 (5) ◽  
pp. 923-943 ◽  
Author(s):  
Judith Partouche ◽  
Saeedeh Vessal ◽  
Insaf Khelladi ◽  
Sylvaine Castellano ◽  
Georgia Sakka
Keyword(s):  
South African ◽  
Regulatory Focus ◽  
Purchase Intention ◽  
Experimental Studies ◽  
Product Type ◽  
Purchase Behavior ◽  
Content Type ◽  
Cause Related Marketing ◽  
Behavior Study ◽  
Hedonic Products

Purpose The purpose of this paper is to investigate the effects of cause-related marketing (CRM) campaigns on consumer purchase behavior among French millennials contrasted with their international counterparts. Based on the regulatory-focus theory, the influence of the types of arguments and products is tested on French millennials’ attitudes, intentions and behaviors in the context of CRM campaigns. Design/methodology/approach Three experimental studies among French millennials examine the effects of a CRM campaign vs non-CRM one on purchase behavior (study 1) through varying the formulation of the argument (promotion or prevention – study 2) and the nature of the advertised product (utilitarian or hedonic – study 3). Findings The results reveal French millennials’ favorable attitude and greater purchase intention for products carrying CRM messages, displaying similarities with American and Dutch millennials. When exposed to CRM advertising with promotion messages for hedonic products, French millennials, similarly to their South African and American counterparts, show greater purchase intentions, exhibiting cause sensitivity with hedonic products to reach aspirational goals. Research limitations/implications Inconsistent findings related to French millennials’ willingness to pay are linked to possible message formulation and product nature biases. The study contributes to the CRM literature by bridging regulatory focus and product type in a CRM campaign context, while contrasting millennials’ perceptions from diverse countries. Practical implications To improve CRM effectiveness toward millennials, firms must ensure the consistency between the causes, types of messages and products. Social implications CRM campaign efficiency is enhanced when promoted by brands, thereby increasing millennials’ engagement toward the causes. Originality/value This paper is the first to explore, in a single study, CRM campaign regulatory focus and product type among French millennials compared with their international counterparts.

scholarly journals Regulatory Focus and Conspiratorial Perceptions: The Importance of Personal Control

2018 ◽  
Vol 45 (1) ◽  
pp. 3-15 ◽  
Author(s):  
Jennifer A. Whitson ◽  
Joongseo Kim ◽  
Cynthia S. Wang ◽  
Tanya Menon ◽  
Brian D. Webster
Keyword(s):  
Regulatory Focus ◽  
Personal Control ◽  
Baseline Condition ◽  
Sense Of Control ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Conspiracy Theories ◽  
Control Loss ◽  
Control Study

We examine when and why people subscribe to conspiratorial beliefs, suggesting that promotion focus reduces conspiratorial perceptions by activating a sense of personal control. Study 1 established that individuals primed with promotion focus are less likely to perceive conspiracies than those in a baseline condition. However, individuals primed with prevention focus and those in a baseline condition did not differ in their levels of conspiratorial beliefs. Study 2 demonstrated that soldiers higher in promotion focus were less likely to endorse conspiracy theories because of their heightened sense of control; this relationship did not emerge for soldiers higher in prevention focus. Study 3 found that conspiratorial beliefs increased when individuals primed with promotion focus recalled personal control loss, whereas those primed with prevention focus were unaffected by personal control loss. Using measures and manipulations of regulatory focus and personal control, we establish when and why promotion focus reduces conspiracy theories.

scholarly journals More Haste, Less Speed: How Update Frequency of Mobile Apps Influences Consumer Interest

2021 ◽  
Vol 16 (7) ◽  
pp. 2922-2942
Author(s):  
Xuan Gong ◽  
Amar Razzaq ◽  
Wei Wang
Keyword(s):  
Regulatory Focus ◽  
Laboratory Experiments ◽  
Mobile Apps ◽  
Product Type ◽  
Data Set ◽  
Consumer Interest ◽  
Hedonic Products ◽  
Underlying Mechanisms ◽  
Main Effects ◽  
Update Frequency

The present study proposes a theoretical framework that uncovers the joint effects of the update frequency of apps and product type of the update on consumer interest and its underlying mechanisms. Building on the theory of mental accounting and regulatory focus, we propose that the effects of update frequency on consumer interest are different for hedonic products and utilitarian products. The authors give insights into the main effects with an empirical analysis of a field data set and establish an understanding of the fundamental mechanisms by two laboratory experiments. The findings show that for hedonic products, high update frequency contributes to higher consumer interest by affecting the benefit perception of consumers. For utilitarian products, low update frequency results in higher consumer interest by influencing the risk perception of consumers. Furthermore, the level of update can affect the combined effects of product type and update frequency on consumer interest and, particularly for low update levels, the aforementioned association can be reversed.

Career Decision-Making Within the College Social Microcosm

2017 ◽  
Vol 26 (2) ◽  
pp. 291-307 ◽  
Author(s):  
Kathryn M. Pesch ◽  
Lisa M. Larson ◽  
Matthew T. Seipel
Keyword(s):  
Decision Making ◽  
Social Exclusion ◽  
Meaning In Life ◽  
Outcome Expectations ◽  
Career Decision ◽  
Psychological Needs ◽  
Basic Psychological Needs ◽  
Academic Major ◽  
Sense Of Control ◽  
Career Decision Making

The present investigation sought to examine whether the college social environment influences students’ career decision-making (CDM) processes. It was comprised of three overarching hypotheses: (1) uncertainty about one’s academic major would be devalued in the college social microcosm, (2) social exclusion would negatively impact four basic psychological needs (belonging, sense of control, social state self-esteem, and meaning in life), and in turn, (3) social exclusion along with the four needs would negatively impact career decision self-efficacy and vocational outcome expectations. Study 1 ( N = 433) presented participants with two fictional student vignettes (certain about major vs. uncertain) which they were asked to rate using a series of positive personality traits. Results revealed that the vignette portraying a student certain about his or her academic major was judged significantly more positively compared to an uncertain student ( d = .71). Study 2 ( N = 148) experimentally manipulated social exclusion to examine its effects on the four needs and on the two CDM variables. Two types of exclusion were used (career-based and personal); both led to significantly lower levels of the four needs when compared to the career-based inclusion condition. Moreover, belonging, sense of control, and meaning in life made significant contributions to both vocational variables. Conclusions and implications are discussed.

Training Methods With Clinicians and Students—A Personal Story and Change: Narrative Therapy for Stuttering

2008 ◽  
Vol 18 (1) ◽  
pp. 37-42 ◽  
Author(s):  
Margaret Leahy
Keyword(s):  
Narrative Therapy ◽  
Evidence Based Practice ◽  
Theoretical Background ◽  
Evidence Based ◽  
Training Methods ◽  
Sense Of Control ◽  
Case Description ◽  
General Outline ◽  
Personal Story ◽  
Fluency Disorders

Abstract Educating students and informing clinicians regarding developments in therapy approaches and in evidence-based practice are important elements of the responsibility of specialist academic posts in universities. In this article, the development of narrative therapy and its theoretical background are outlined (preceded by a general outline of how the topic of fluency disorders is introduced to students at an Irish university). An example of implementing narrative therapy with a 12-year-old boy is presented. The brief case description demonstrates how narrative therapy facilitated this 12-year-old make sense of his dysfluency and his phonological disorder, leading to his improved understanding and management of the problems, fostering a sense of control that led ultimately to their resolution.

The Mental Health and Social Exclusion European Network

2000 ◽  
Vol 5 (3) ◽  
pp. 245-251 ◽  
Author(s):  
Luigi Leonori ◽  
Manuel Muñoz ◽  
Carmelo Vázquez ◽  
José J. Vázquez ◽  
Mary Fe Bravo ◽  
...  
Keyword(s):  
Mental Health ◽  
European Union ◽  
Social Exclusion ◽  
Mentally Ill ◽  
Outcome Evaluation ◽  
World Federation ◽  
The European Union ◽  
Capital Cities ◽  
Homeless Mentally Ill ◽  
The Impact

This report concerns the activities developed by the Mental Health and Social Exclusion (MHSE) Network, an initiative supported by the Mental Health Europe (World Federation of Mental Health). We report some data from the preliminary survey done in five capital cities of the European Union (Madrid, Copenhagen, Brussels, Lisbon, and Rome). The main aim of this survey was to investigate, from a mostly qualitative point of view, the causal and supportive factors implicated in the situation of the homeless mentally ill in Europe. The results point out the familial and childhood roots of homelessness, the perceived causes of the situation, the relationships with the support services, and the expectations of future of the homeless mentally ill. The analysis of results has helped to identify the different variables implicated in the social rupture process that influences homelessness in major European cities. The results were used as the basis for the design of a more ambitious current research project about the impact of the medical and psychosocial interventions in the homeless. This project is being developed in 10 capital cities of the European Union with a focus on the program and outcome evaluation of the health and psychosocial services for the disadvantaged.

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