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This study aims to investigate the consumer behavior of the Dark Triad (DT) personality traits. It investigates the sequential mediating role of consumer self-confidence and aggressive interpersonal orientation in the relationship between the DT personality traits (i.e., narcissism, psychopathy and Machiavellianism) and consumer behavior.

Using identity theory as a theoretical framework, the authors develop and assess a model linking the DT personality traits to consumer behavior, using two products: a watch and restaurant menu items, in different experimental settings.

Results from the two studies that surveyed consumers show that individuals with the DT personality traits have a positive significance of consumers’ attitudes, intent to recommend to others and purchase intentions, regardless of hedonic or utilitarian products. Further, consumer self-confidence mediates the DT–consumer behavior relationship, and this relationship is sequentially mediated by aggressive interpersonal orientation of the consumer.

Consumer behavior researchers and marketing managers will have a better understanding of who DT consumers are and the variables associated with their consumption attitudes and intentions. This understanding allows marketers to focus on promotions to boost consumer self-confidence and aggressive interpersonal orientation of these DT consumers, which will increase their purchase intentions. Future researchers could replicate the results beyond an experimental design to improve the external validity of the findings, among other future research opportunities.

Our findings highlight the underlying reasons behind dark triad consumption behaviors. This furthers our understanding of dark triad consumers using identity theory as our theoretical framework.

This study aims to identify the impact that Machiavellianism, narcissism and psychopathy tendencies have on avoidance and revenge-seeking after a service failure. The research examines the role that negative affect and desire for revenge play in aggressive behaviors by consumers.

The study uses a survey research methodology. The measurement model is validated using CFA, and hypotheses are tested using structural equation modeling. The mediated and serially mediated relationships are calculated using the bootstrap method by creating estimands to test the effects.

Machiavellianism is less likely to drive avoidance and negative affect, reducing desire for revenge, negative word of mouth and vindictive complaining. Those with narcissism tendencies are likely to develop a negative affect and a corresponding desire for revenge after the failure only if negative affect is developed. Consumers who exhibit psychopathy tendencies are likely to seek out revenge directly.

Each Dark Triad tendency influences consumer avoidance and revenge-seeking in different ways when a consumer’s goals are impeded. Companies can focus on service recoveries differently based on the types of tendencies of consumers engaging in avoidance and revenge-seeking.

The individual paths from Machiavellianism, narcissism and psychopathy tendencies to avoidance and revenge-seeking are developed and analyzed. Further distinctions between each Dark Triad tendency aids service providers in addressing and preparing for these consumer behaviors.

This research looks at the main effect of individuals’ moral philosophies, idealism and relativism, and its impact on the four dimensions of the consumer ethics beliefs – active benefit, passive benefit, no harm and doing good. The moderating impact of two dominant personalities – Machiavellianism and narcissism – was also analyzed. Based on Hunt–Vitell theory of ethics, this study aims to propose that there is a positive and significant impact of more relativistic and less idealistic moral philosophies on the decreased consumer ethical perceptions and that the narcissistic/Machiavellian personality traits drive that effect.

A total of 497 survey respondents were recruited via an online platform. All respondents were asked to answer questions, which were divided into four major parts. The first part consisted of scales related to both moral philosophies, the second part had both dark personality scales, the third part questioned about their consumer ethical beliefs and the final part was related to consumer demographics.

Relativists had higher scores in three consumer unethical belief dimensions. Idealists were not supportive of the active and passive illegal activities, as did their positive relation with doing good aspect of the ethical beliefs. Machiavellians strengthen the positive relativism relationship. The idealistic relation of narcissists, compared to relativistic relation, is stronger on unethical decision-making for consumers.

This study contributes to the current knowledge of individual’s moral philosophies and their impact on consumer ethical beliefs. It further demonstrates how the dark personalities of narcissism and Machiavellianism drive the relationship.

The purpose of the research reported here was to discover what marketing approaches small wineries employ and to what degree they could be attributed to their success. The article describes how the particular issue of measuring ‘success’ and what constituted ‘marketing’ was tackled and reports on the use of this in the subsequent empirical work. Five exploratory hypotheses were derived relating to the way in which ‘success’ could be measured and the contributory factors leading to the use of marketing. For small businesses that are classified at one of three levels of success the article reports what marketing activities were conducted. Data was gathered by personal interview from small wineries in the three main wine producing states and five main regions within these. The study found that: small winery operators are able to very consistently rate themselves and each other on success. Broadly, there were three factors that were used by them to gauge success: (i) wine quality and respect for this by peers, (ii) lifestyle, and (iii) business performance. Wineries at a particular level of success tend to use similar marketing activities and these differ somewhat from level to level. Those at higher levels of success are able to more comprehensively define ‘marketing’ and their customers and engage in marketing activities in a more discriminating way.

Displaying a sense of humour provides various interpersonal benefits including reducing tension and promoting conflict resolution, but should a firm use humour in response to publicly viewable online customer complaints after a service failure? The purpose of this study is to demonstrate that a firm’s use of humour in response to negative online consumer reviews has both positive and negative effects on perceptions of corporate image from a customer-as-onlooker perspective.

Three experimental studies are conducted and analysis of variance is used to empirically test the hypotheses.

Although humorous responses have an unfavourable influence on perceived trustworthiness of the firm, they have a favourable influence on perceived excitingness of the firm. The former influence is tied to lower perceived firm sincerity, whereas the latter is tied to higher perceived firm innovativeness and coolness. Furthermore, humour within the customer complaint itself is shown to moderate the influence of humorous responses on perceptions of the firm. Finally, regardless of the type of humour used (i.e. affiliative or aggressive humour) in the humorous response, the positive effect of humorous response remains strong, although aggressive humour further aggravates the negative impact of humorous response on trustworthiness.

The experimental set-up may limit external validity of the study, and the research is limited to the variables examined.

Humorous response is identified as a non-traditional approach to online customer complaints that poses a double-edged sword for managers of service organizations. Firms should avoid using humour in online service recovery if perceptions of trustworthiness are critical or if complaints are written in a neutral tone. However, such responses may be successfully used when a firm wants to position itself as exciting and if complaints are also humorous. Finally, firms are advised to avoid aggressive humour.

The present research represents one of the few studies in marketing to examine the potential of injecting humour into complaint management and service recovery. In addition, this study considers the consumer-as-onlooker perspective inherent in social media.

This exploratory study provides information on the interpersonal orientation of CPA firm professionals, which augments our knowledge of personality types. The study of Big Six audit personnel used the FIRO‐B measure of interpersonal orientation and found that the average social index indicator (SII) of overall interpersonal needs was lower than the national average and higher than prior studies taken of undergraduate accounting and business students. In contrast to most prior studies, we found gender differences in interpersonal orientation. Having a mentor can enhance work effectiveness and increase opportunities for personal success. Mentor relationships vary in intensity and duration as to the type of support. Interpersonal factors are likely to influence the path of a relationship. We found that the number of strong support relationships is usually higher at the manager level, as compared with the senior level. Interpersonal orientation as measured by the FIRO‐B score was positively correlated with both receiving and providing support relationships.

This chapter examines aggression at work perpetrated by individual insiders by bringing together streams of research that have often been examined separately. A comparison of the similarities and differences of aggression toward individuals, such as verbal abuse or physical attack, and aggression toward organizations, such as embezzlement or work slowdowns, is shown to provide important insights about the causes and consequences of workplace aggression. We propose a comprehensive model based on the integration of prior theoretical treatments and empirical findings. The model attempts to offer a framework to systematically examine psychological and organizational mechanisms underlying workplace aggression, and to explain the reasons why workplace violence policies and procedures sometimes fail. A set of research propositions is also suggested to assist in achieving this end in future research.

This study aims to examine the relationship between the perception of consumers about corporate social responsibility (CSR) and consumers’ purchasing behaviour in the retail sector. Specifically, this study investigates the impact of perceived CSR on consumer attitude and behaviour and the influence of attitude on the relationship between perceived CSR and purchase behaviour.

In this study for collection of the data, an online questionnaire was distributed among the Indian retail consumers. From the collected primary data set, 249 data points were found fit for analysis. Further, the direct, indirect and moderating effects were evaluated using the structural equation modelling technique.

It is identified that while perceived CSR has a significant influence on consumer purchase behaviour, consumer attitude is having an insignificant impact on the relationship between perceived CSR and purchase behaviour. The findings of this study also show that consumer demographics do not have any moderating impact on the relationship between perceived CSR and purchase behaviour.

The findings of this study are useful to retail managers interested in enhancing CSR. The results of this study suggest that retailers should focus on strengthening consumers’ perceptions about retailers’ CSR initiatives and enhancing co-creation activities. As an extension to this research, further study can include more potential mediators like consumer effectiveness and timing of CSR initiatives.

This study applies stakeholder theory as well as extends the classic theory of planned behaviour model and proposes the establishment of links among consumers’ perceptions about CSR, consumer attitude and behaviour around the retail sector. In addition, this study considers not only overall consumer behaviour but also specific dimensions of consumer behaviour, namely, loyalty, intention and satisfaction.

The purpose of this paper is to investigate the relationships between personality, motivating factors and herding behaviour of individual investors. Investors’ personality has been classified consonant to the personality traits (compliant, aggressive and detached) encapsulated in Horney’s tripartite model.

To carry out this study, the author surveyed 363 individual investors of the Indian stock market using a structured questionnaire. Structural equation modelling is used to empirically test the relationships between personality, three motivating factors (cognitive capability, emotional factors and social factors) and herding behaviour.

The result reveals that, expect compliant personality, none shows proclivity towards herding behaviour. Investors possessing compliant personality are more influenced by social motivating factors; however, cognitive factor motivates aggressive personality, inhibiting herding behaviour. Furthermore, investors having detached personality are not influenced by any motivating factors of herding.

The limitation is the difficulty in generalizing the results to overall country populations as the Indian stock market has a huge turnover every day, and the author’s survey consisted of only small sample of individual investors.

The outcomes of this study could possibly unveil a new insight to discern the behaviour of individual investors in the Indian stock market.

The influences of personality on investment choices have been investigated before, but the influence of personality specifically on herding behaviour has not being adequately investigated in an emerging economy like India, as very scanty literature is available on the influence of personality on herding behaviour. The study addresses this gap and further explores the association of personality with different motivating factors that cause herding bias.

Despite the end of conflict in 1995, Bosnia–Herzegovina still suffers from unresolved ethnic and social tensions, where fostering social cohesion, active citizenship and mitigating ethnonationalist tensions and politically motivated violence remains among the main goals to achieve transformative peace. This paper, based on quantitative analyses of 3,637 adult respondents, shows that the tendency of Bosnians to be active or violent citizens sometimes overlaps and are not very distinct patterns of behaviour. The purpose of this paper is to identify factors that differentiate pathways and help explain (un)civil civic behaviours and inform the work of peace and development actors.

The paper is based on a quantitative household survey conducted with a representative sample of 3,637 adults in Bosnia and by using a wide range of statistical tools from scaling to correlation analysis. This data set measures factors and conceptual notions associated with passive, constructive and aggressive civic tendencies and social cohesion in a nuanced way by using different metrics and scales. The survey was designed and conducted by The Centre for Sustainable Peace and Democratic Development (SeeD) and the Bosnia–Herzegovina Resilience Initiative in 2020, in partnership with The United States Agency for International Development (USAID)/The Office of Transition Initiatives (OTI) and The International Organization for Migration (IOM) for the SCORE Bosnia–Herzegovina study (SeeD, 2020).

Overall, the factors that were discovered to be linked to the manifestation of constructive and aggressive civic tendencies are multidimensional, and range from intergroup relations (e.g. tension, tolerance) to political and civic attitudes (e.g. ethnonationalism, civic responsibility, gender equality), from individual traits (e.g. education, economic stress) to the media landscape (e.g. information consumption). While the empirical evidence shows that some of these factors can push citizens towards both active and violent civic behaviours simultaneously, this study identifies and distinguishes those that can reduce aggressive civic tendencies while increasing constructive civic tendencies.

This paper proposes a replicable approach and evidence-based conclusions which can help validate the theories of change for the peace and development actors to ensure that scarce peacebuilding resources are invested where the impact is greatest, and the actors can protect the sanctity of their responsibility to do no harm.

This paper seeks to provide a robust empirical understanding for more effective policy-making and programming that can support Bosnia–Herzegovina’s endogenous resilience against socio-political shocks and transformative peace trajectory. This paper seeks to demonstrate how peace and development actors can build and use an evidence-base for understanding civic behaviours and as a result formulate tailored efforts with greater likelihood of impact. This would help fulfil commitments towards sustainable development goals and the 2030 global agenda (UN General Assembly, 2015).

This study contributes insights to the emerging literature at the nexus of peacebuilding, individual skills/attitudes and civic behaviour. While the conclusions are highly contextual, the methodology is informed by multidisciplinary literature and is replicable in other post-conflict and non-conflict contexts, and thus can be used for cross-country comparisons and theory building around civic activism and constructive citizenship. The approach distinguishes between passive citizens, constructive activists, aggressive activists and purely violent citizens. This study discovers that the bifurcation is between passive citizens and active citizens, and although constructive and aggressive civic tendencies might be theorised to be contradictory, they overlap and tend to co-occur.