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This paper aims to investigate how direct mail consumption contributes to brand relationship quality. Store flyers and other direct mailings continue to play a significant role in many companies’ communication strategies. Research on this topic predominantly investigates driving store traffic and sales. Less is known regarding the consumer side, such as the value that consumers may derive from the consumption of direct mailings and the effects of such a value on brand relationship quality. To address this limitation, this paper tests a causal model of the contribution of direct mail value to brand commitment, drawing on a value framework that integrates social theory of engagement regimes and literature on experiential customer value.

The empirical work of this paper is based on a rigorous four-study mixed methods design, involving qualitative study, confirmatory factor analysis and partial least squares structural modeling.

The authors develop two second-order formatively designed scales – familiar value and planned value scales – that illustrate the role of engagement regimes in consumer behavior. Although both types of value contribute equally to direct mail attachment, they exert contrasting effects on other mediational consumer responses, such as reading and gratitude. Finally, the proposed theoretical model appears to be robust in predicting customers’ brand commitment.

This study provides new insights into the research on consumer value and brand relational communication.

This study is the first to consider consumer benefits from the social perspective of engagement regimes.

This paper aims to explore gender and legitimacy in family business succession.

Within the theoretical framework of French pragmatic sociology, the authors conceptualise the family business as the locus where two regimes of engagement are present, generating the co-presence of two orders of worth, namely the domestic and the industrial. Taking a processual approach to entrepreneuring, and using case studies of small enterprises in Italy, this paper explores the case of daughters taking over the family firms.

The paper shows how the daughters’ perceived gender inequality in the succession process is justified and how the justification work and the production of legitimacy are accomplished, shifting from one order of worth to the other.

The value of the contribution consists in pointing to how gender inequality is reproduced and justified inside the family business. The dual regime of engagement is what justifies the reproduction of a specific gender regime within the family business. Moreover, the paper adds a “gender” perspective to French pragmatist sociology.

The purpose of this paper is to demonstrate an unexploited conceptual pragmatic sociological framework for analyses of action strategies among social assistance recipients, who are affected by contemporary politics of retrenchment.

Noting that existing literature on resistance and coping is mostly concerned with either collective public resistance or sub-public individualised coping strategies, the paper turns to theoretical insights from newer French pragmatic sociologist Laurent Thévenot, enabling the researcher to dissolve the stark boundaries between private/public and coping/resistance. The use of the concepts is demonstrated through a case study analysis of the various actions of Danish social assistance recipients, who were recently affected by a harsh workfare initiative.

The empirical demonstration points to a plurality of individualised strategies of action, taken on by the affected social assistance recipients. Thereby it points to some advantages of the proposed framework, as it makes visible the versatility of the contemporary “welfare client”, as he or she dynamically changes the scope of action and moves between the private and the public and between coping and resistance.

The paper applies hitherto unexploited concepts from French pragmatic sociology to strategies of action among welfare recipients in times of welfare retrenchment.

The purpose of this paper is to explore specific instances of junior doctors' responsibility. Learning is often understood to be a prerequisite for managing responsibility and risk but this paper aims to argue that this is insufficient because learning is integral to the management of responsibility and risk.

This is a “collective” case study of doctors designed to focus on the interrelationships between individual professionals and complex work settings. The authors focussed on two key points of transition: the transition to beginning clinical practice which is the move from medical student to foundation training (F1) and the transition from generalist to specialist clinical practice.

Responsibility in clinical settings is immediate, concrete, demands response and (in) action has an effect. Responsibility is learnt and is not always apparent; it shifts depending on time of day/night and who else is present. Responsibility does not necessarily increase incrementally and can decrease; it can be perceived differently by different actors. Responsibility is experienced as personal although it is distributed.

This detailed examination of practice has enabled the authors to foreground the particularities, urgency and fluidity of everyday clinical practice. It recasts their understandings of responsibility – and managing risk – as involving learning in practice. This is a critical insight because it suggests that the theoretical basis for the current approach to managing risk and responsibility is insufficient. This has significant implications for policy, employment, education and practice of new doctors and for the management of responsibility and risk.

Socially responsible investment (SRI) engagement currently performs a variety of supportive regulatory functions such as reframing norms, establishing dialogue and providing resources to improve performance, however corporate responses are voluntary. This chapter will examine the potential gains in effectiveness for SRI engagement in a responsive regulatory regime.

Global warming is a pressing environmental, social and governance (ESG) issue. By using the example of climate change the effectiveness of SRI engagement actors and the regulatory context can be considered. This chapter builds the conceptual framework for responsive regulation of climate change.

SRI engagement may face resistance from corporations due to its voluntary nature and conflict with other goals. Legitimacy and accountability limit the effectiveness of SRI engagement functioning as a voluntary regulatory mechanism. This chapter argues that the effectiveness of SRI engagement on climate change could be enhanced if it served as part of a responsive regulation regime.

Engagement is used by SRIs for ESG issues. A comprehensive regulatory regime could enhance corporate adaptation to climate change through increasing compliance with SRI engagement. The implication for SRI practitioners is that lobbying for a supportive regulatory regime has a large potential benefit.

Responsive regulatory policy involves both support and sanctions to improve compliance, enhancing policy efficiency and effectiveness. There are potentially large net social benefits from utilising SRI engagement in a regulatory regime.

In seeking to re-articulate voluntary and legal approaches this research addresses a gap in the literature on climate change regulation.

The purpose of this paper is to provide theoretical and empirical insights into the effective use of external accounts by social activists in conflict arenas in order to bring about change.

This paper presents a longitudinal case study of Action on Smoking and Health UK (ASH) and their use of external accounts and other activist practices during the period 1999-2010. The authors explore these practices from the perspective of one organisation engaged in conflict arenas concerning the (un)acceptability of tobacco production, consumption and governance. The authors conduct the exploration based upon a dynamic conflict arena framework that attends to the range of external accounting and activist practices, tactical intentions and states of conflict used by ASH to confront the tobacco industry and bring about change in tobacco governance.

The study identifies the use of a diverse range of external accounts and other activist practices. This assemblage of practices was used to confront, counter-act and to co-operate with actors engaged in tobacco-related conflicts. The evidence suggests that the deployment of different types of external accounts by ASH was aligned to the context of the particular conflict arena involved, and was influenced by the strategy and engagement tactics of the activists and other actors, as well as power dynamics and acceptability of the tobacco governance in the conflict arena. Whilst ASH used different external accounts in specific episodes of activism, these individual accounts also contributed to an emerging holistic account of the unacceptable consequences of tobacco production, consumption and governance.

This study provides new theoretical and empirical insights into how external accounts can contribute to the problematisation of governance and development of social and environmental change agendas. The dynamic conflict arena framework developed in this paper creates new visibilities and possibilities for developing external accounting practices and for researching this fast-developing area of social and environmental accounting.

In this article, we make the point that managerial domination as described by pragmatic sociology is an appropriate notion to make sense of complex forms of domination in contemporary organizations. Based on Lemieux’s work on ‘grammars’, we complement approaches of complex domination put forward by pragmatic sociologists such as Boltanski and Thévenot. We illustrate these ideas by means of an ethnographic study of the financial intermediation industry. Our analysis sketches out an alternative conceptualization of power in such environments, and by so doing, helps us delineate the features that characterize complex financial domination. We conclude by arguing that this type of domination is the result of specific contradictions inherent to the grammars of financial intermediation.

This study aims to evaluate the advantages and disadvantages of auditor mandatory suspicious activity reporting versus the exercise of professional judgement in the anti-money laundering regimes of the UK and the USA.

The research draws upon the following sources. Firstly, statistics provided by the UK National Crime Agency, 2019 (NCA) regarding suspicious activity report (SAR) filing rates. Secondly, anti-money laundering legislation in the USA and UK. Thirdly, statements made in the political domain in the USA, particularly those which raised constitutional concerns during the progress of the Patriot Act 2001. Finally, statements and recommendations by a UK Parliamentary Commission enquiring into the effectiveness of the suspicious activity reporting regime.

The UK reporting regime does not accommodate professional judgement, resulting in the filing of SARs with limited intelligence value. This contrasts with discretionary reporting in the USA: voluntary reporting guides and influences auditor behaviour rather than mandating it. Defensive filing by UK auditors (defence to anti-money launderings [DAMLs]) has increased in recent years but the number of SARs filed has declined.

The study evaluates auditor behavioural responses to legislative regimes which mandate or alternatively accommodate discretion in the reporting suspicion of money laundering. Consideration of constitutional and judicial activism in this context is a novel contribution to the literature. For its theoretical framework the study uses Foucault’s concept of discipline of the self to evaluate auditor behaviour under both regimes.

In a village of Eastern Yucatan, Mexico, cargo or kuuch sponsors compare their ritual tasks to “buying life” from crosses, Catholic saints, and Mayan deities or “owners.” The local notion of compromiso, engagement, or commitment, helps these festival participants express the condition of possibility to successfully perform such exchanges. Decisive for these life renewals, promises, and compromisos depend upon empathy to authorize ritualists and subsume social and natural phenomena under exchange paradigms. By defining, critiquing and using the concept of “disposition” as an inherently self-other stance through which economy transforms into religiosity and vice versa, this chapter analyzes this particular regime of engagement and the temporalities it implies. Through a commitment to the past and the practice of promissory exchange, sponsors develop a new perceptual scheme in which the ritual cultivation of discipline, awareness, expectation, and responsibility are expressed.

The main purpose of this essay is to reflect on the nature of justification. To this end, the analysis draws on Luc Boltanski and Laurent Thévenot’s De la justification. Les économies de la grandeur ¹ [On Justification: Economies of Worth ² ]. More specifically, the article aims to examine the extent to which Boltanski and Thévenot’s conceptual framework, widely known as ‘the sociology of critical capacity’, ³ permits us to demonstrate that processes of justification ⁴ are vital to the symbolically mediated construction – that is, to both the conceptual and the empirical organization ⁵ – of social life. In order to prove the validity of this contention, the inquiry explores the meaning of ‘justification’ in relation to the following dimensions: (1) existence, (2) ethics, (3) justice, (4) perspective, (5) presuppositions, (6) agreement, (7) common worlds, (8) critique, (9) practice and (10) justification itself. By way of conclusion, the article maintains that processes of justification constitute an essential ingredient of human reality.