Current Search: Self Construal (x)
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- Title
- Consumer Tradeoffs in Material and Experiential Purchases.
- Creator
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Urumutta Hewage, Ganga, He, Xin, Rugar, Yael Zemack -, Wang, Ze, Sivo, Stephen, University of Central Florida
- Abstract / Description
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Material and experiential purchases have gained much attention in psychology and consumer behavior alike (Carter and Gilovich 2010; Nicolao, Irwin, and Goodman 2009; Rosenzweig and Gilovich 2012; Tully, Hershfield, and Meyvis 2015). In three essays, I examine the theoretical and practical implications of consumer tradeoffs in this domain. In the first essay, I explore how regulatory focus influences the tradeoffs between material and experiential purchases. Results of five laboratory studies...
Show moreMaterial and experiential purchases have gained much attention in psychology and consumer behavior alike (Carter and Gilovich 2010; Nicolao, Irwin, and Goodman 2009; Rosenzweig and Gilovich 2012; Tully, Hershfield, and Meyvis 2015). In three essays, I examine the theoretical and practical implications of consumer tradeoffs in this domain. In the first essay, I explore how regulatory focus influences the tradeoffs between material and experiential purchases. Results of five laboratory studies and two field studies (using Instagram and Google Trends data) suggest that, as the regulatory focus shifts from prevention to promotion, there is a higher likelihood of choosing experiential purchases and such an effect is driven by focus of attention. The second essay examines how self-construal may shape material-experiential tradeoffs. Results show that independent self-view develops a higher preference towards experiential purchases than interdependent self-view(-)an effect driven by individual's uniqueness consideration. I demonstrate this effect across seven experimental studies and a field study (using United Nations data). I also show that type of decision moderates the results. The third essay investigates how purchase type influences consumers' preference for mystery options. Five lab studies and a field study (using Groupon data) provide evidence that, when making experiential purchases consumers favor mystery options than when making material purchases. Such an effect is driven by the need for excitement. Additionally, moderated by priming of excitement and target of the decision (self vs. other). Together, these three essays contribute to a better understanding of tradeoffs in these two types of purchases. My findings add to the work on regulatory focus, self-construal, and consumer judgements and decision making. I also offer managerial insights to develop effective marketing strategy.
Show less - Date Issued
- 2019
- Identifier
- CFE0007547, ucf:52605
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0007547
- Title
- GOOD GUYS DON'T ALWAYS FINISH LAST: THE MODERATING ROLE OF BRAND EXTENSION FIT ON PRODUCT EVALUATIONS BASED ON CORPORATE ABILITY (CA) AND CORPORATE SOCIAL RESPONSIBILITY (CSR) ASSOCIATIONS.
- Creator
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Johnson, Zachary, Mao, Huifang, University of Central Florida
- Abstract / Description
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Termed corporate associations, consumer corporate brand perceptions influence evaluations of new products made by consumers. Corporate associations are conceptualized as falling within two categories (Brown and Dacin 1997): a corporation may develop a reputation for Corporate Ability (CA) by developing quality products or for Corporate Social Responsibility (CSR) through its corporate commitment to societal obligations. Past research suggests that product-related CA associations lead to more...
Show moreTermed corporate associations, consumer corporate brand perceptions influence evaluations of new products made by consumers. Corporate associations are conceptualized as falling within two categories (Brown and Dacin 1997): a corporation may develop a reputation for Corporate Ability (CA) by developing quality products or for Corporate Social Responsibility (CSR) through its corporate commitment to societal obligations. Past research suggests that product-related CA associations lead to more favorable product evaluations than CSR, which is a contextual association that is less product-related. However, past research has been limited to line extensions, which are evaluated in a piecemeal cognitive process. Unlike line extensions, evaluations of brand extensions include an intervening categorization process that determines consumers' evaluative strategies. This research merges the corporate association and brand extension literature streams and, in four studies, contributes to the literature by establishing that brand extension fit moderates the influence of corporate associations on product evaluations. This finding is developed further by demonstrating that both individual differences (self-construal) and brand-related attributes moderate this interaction.
Show less - Date Issued
- 2011
- Identifier
- CFE0004015, ucf:49164
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0004015
- Title
- examining followership role orientation.
- Creator
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Monsky, Douglas, Burke, Shawn, Shoss, Mindy, Bowers, Clint, University of Central Florida
- Abstract / Description
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This study attempts to make steps toward filling significant gaps in the followership literature. The study of followership has often been seen through the lens of leaders' ability to impart change in follower behavior. In doing so, the literature has primarily focused on leader behavior as the agent of change rather than acknowledging followers as active agents in their own behaviors. However, some recent research has shown the emergence of followers as the primary focus, even looking at how...
Show moreThis study attempts to make steps toward filling significant gaps in the followership literature. The study of followership has often been seen through the lens of leaders' ability to impart change in follower behavior. In doing so, the literature has primarily focused on leader behavior as the agent of change rather than acknowledging followers as active agents in their own behaviors. However, some recent research has shown the emergence of followers as the primary focus, even looking at how their actions can change the way leaders act. This research focuses primarily on followership role orientations as mental models which specify the attributes an individual expects good followers to possess. In particular, follower personality traits, core self-evaluations, and self-construal were investigated as antecedents of followership role orientations (co-production and passive). Additionally, the relationship between these role orientations and enacted follower behavior (voice and upward delegation) were examined with task-specific self-efficacy investigated as a moderating variable. While most of the antecedents proved to be significant predictors, some of the coefficient directions were unexpected. Finally, results indicated that both role orientations were significant predictors of voice behavior and upward delegation.
Show less - Date Issued
- 2018
- Identifier
- CFE0007346, ucf:52127
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0007346