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The purpose of this paper is to study the responses of young consumers to suspected covert and overt product-brand recommendations in a blog.

Experimental design was applied to investigate the effect of covert and overt marketing on young consumers’ perceptions of blogger credibility and their behavioural intentions.

Overt marketing had a negative effect on behavioural intentions, such as future interest in the blogger, intention to engage in word-of-mouth, and purchase intention. Covert marketing did not affect the intended behaviour. Neither covert nor overt marketing influenced the blogger’s credibility.

The study was delimited to a small sample; one blog, one type of product recommendation, and a well-known brand. Young, well-educated consumers with experience in reading blogs may be able to filter the brand recommendations and focus on the content of the blog.

This study has implications for bloggers, companies, and policy makers. Although overt marketing is the most open and the recommended form of blog marketing, the study showed that overt marketing has negative effects. Therefore, bloggers need to carefully consider how they present a sponsorship.

The study makes three important contributions. First, it answers the call for research on consumer reactions to covert (deceptive) and overt marketing tactics. Second, it contributes to blog marketing research by studying a case of suspected covert marketing where consumers do not know whether the blog is sponsored or not. Third, the study contributes to knowledge around young consumers, demonstrating that covert and overt tactics do not affect blogger credibility.

This study examines the impact of narcissism on young luxury consumers' preferences for quiet versus loud luxury products in China and the United States. As young consumers are increasingly becoming the bedrock of global luxury growth, it is imperative for marketing researchers and practitioners to understand the psychological and social needs of these consumers.

A two-study examination of young Chinese and US luxury consumers suggests that the two types of narcissism influence luxury consumption in different ways. Study 1 is a survey of young Chinese consumers that examines how the impact of narcissism on luxury purchase is mediated by social attitude functions and moderated by social anxiety. Study 2 is an experiment conducted in both the United States and China that establishes the causal relationship between the different types of narcissism and purchase intention toward quiet versus loud luxury products.

Building on an overarching framework that integrates both the narcissism literature and social attitude function theory, this study shows that overt narcissistic (vs. covert) consumers hold a value-expressive (vs. social-adjustive) attitude toward luxury products, which leads them to prefer quiet (vs. loud) luxury. In addition, higher levels of social anxiety enhance the mediating role of narcissistic consumers' social attitude functions.

This study advances understanding of young Chinese and US luxury consumers' narcissistic consumption patterns by proposing and empirically testing a novel research model that examines the mechanisms by which overt and covert narcissism leads to a different preference of quiet and loud luxury via the routes of different social attitude functions.

The purpose of this study contributes to literature on marketing communications by empirically contrasting the effectiveness of a new form of covert promotions (product placement in recipes) and an overt promotion (traditional advertisement). The mediating role of perceived believability of promotional materials and the moderating roles of advertising skepticism and brand awareness were examined based on a conceptual model.

A Web-based experiment with 2 (form of promotion: overt versus covert) × 2 (brand awareness: low versus high) between-subjects full factorial design was used. A public sample of 537 participants had participated in the study. The conceptual model was further tested on 106 participants using stimuli of a fictitious brand.

A two-stage moderated mediation analysis shows that the perceived believability of promotional materials was a significant mediator of the form of promotion and brand evaluations. Consumers showed a higher level of believability toward covert promotion, which, in turn, led to more positive evaluations of the promoted brand. Advertising skepticism and brand awareness were found to significantly moderate the relationship between form of promotion and attitudes toward the promoted brands. A similar pattern of results was obtained when stimuli of a fictitious brand were used.

This research addresses an important issue in marketing communication and extends the understanding of the perception of overt and covert promotions by examining the underlying mediating and moderating variables, which have rarely been explored before. The results guide marketers in developing effective marketing communication strategies for well-known, less well-known and even new brands. It also directs policymakers to consider whether integrated branded content in recipes should be disclosed to protect consumers from surreptitious promotions, which may help to lower consumers’ skepticism toward advertising in the long run.

The purpose of this paper is to introduce the concept of the “shadow group” as a partial explanation of intragroup relationship conflict in organizations. Also, to offer a new model of the “self‐in‐group” comprising a binary pair of opposite selves (“overt self” and “shadow self”) held in balance by the awareness of the “inner observer”.

It is proposed in the paper that when an individual is triggered into emotional reactivity, especially as a result of projection, their shadow self engulfs their overt self and replaces it as the operational entity. In a group setting, the overt selves of the individual members constitute the overt group while their shadow selves comprise the normally dormant shadow group. As group conflict escalates from one member's initial emotional outburst, more and more members experience shadow‐self engulfment and eventually the shadow group may operationally replace the overt group. The dynamics of the shadow group are illustrated by means of two case studies.

The study identifies a number of empirically‐testable hypotheses that arise from the shadow group approach including the hypothesis that individuals who have high inner‐awareness are less likely to experience negative emotionality (shadow‐self engulfment).

The paper shows how emotionally‐based relationship conflict can be prevented by the exercise of emotional intelligence competencies to keep the shadow group in check.

The study builds on Jungian theory to provide new constructs that help explain the dynamics of negative emotionality in relationship conflict.

Corporations are increasingly expected to act responsibly. The purpose of this paper is to examine two types of corporate responses to these expectations: overt and covert responses. Specifically, it examines oil companies’ involvement in multi-stakeholder initiatives and sponsorships (overt responses) and their monitoring of critics, including non-governmental organisations (NGOs) and activist organisations (covert responses).

Theoretically, the paper draws on theories of visibility and post-political regulation. Empirically, it focuses on case studies of the Extractive Industries Transparency Initiative (EITI), Shell and BP, drawing on qualitative methods.

The paper demonstrates that overt responses create an impression of consensus between antagonistic interests and that covert responses support this impression by containing deep-seated conflicts.

Corporate responses have implications for the role of the corporation as a (post-)political actor. By containing antagonism and creating an impression of consensus, the interplay between overt and covert responses open up further possibilities for the proliferation of soft governance and self-regulation through participation in voluntary transparency and corporate social responsibility (CSR) activities. Data on covert practices of corporations are difficult to access. This impedes possibilities for fully assessing their extent. The findings of this paper support trends emerging from recent research on covert corporate intelligence practices, but more research is needed to provide a systematic overview.

The paper contributes to the understudied area of covert corporate activity in research on the political role of multinational corporations.

The study of group dynamics was central to the field of organization development at its inception. More recently, there has been a move away from considering irrational and unconscious dynamics in organizational life and more attention focused on rational and observable behavior that can be measured and quantified. We introduce the tool, Beneath the Surface of the Burke-Litwin Model, that invites consideration of how the overt behavior of individuals, groups, and entire systems is linked to covert dynamics. This more comprehensive view of organizational life provides scholar-practitioners with a systemic perspective, a view of covert dynamics by organizational level, and support for the ongoing development of one’s capacity for using self-as-instrument when engaged in organization development and organization change efforts.

Discussions about conflict at work generally tend to revolve around examples of overt industrial action, taken against an employer by a group of well‐organised employees. As the service sector becomes increasingly prominent within the UK, this model is no longer adequate – if it ever was – since much action is covert and individualistic in nature. Moreover, managers themselves may also engage in activities designed to defy or subvert central policy initiatives. This monograph is concerned with an analysis of such activities in a night‐club environment, and is based on six years research during which one of the authors worked as an employee for a large service sector organisation. It illustrates graphically the way in which employees resisted management instructions, or sought to “get even” with individuals who had alienated them. The implications which this research suggests for improving systems of management in an environment such as this are assessed.

This paper aims to examine the role of personality in how people respond to sexual appeals in advertising. The impact of three traits (extraversion, neuroticism and openness) was tested.

A mixed‐factor experimental design was used. Gender, level of sexual appeal (manipulated over two levels) and participants' standing on each of the three personality trait scales were the between‐subjects factors. Relevance of the product to the appeal, which was also manipulated over two levels, was the within‐subjects factor. The sample comprised 156 undergraduate students, and each student was randomly assigned to either a mild appeals or an overt appeals condition.

The results show that levels of extraversion and openness directly affect responses to advertisements as measured with attitude towards the advertisement.

Recommendations are made, including that overt sexual appeals should not be used on a target audience of “introverts”, or people who are characterised as quiet, shy and reserved.

This research extends existing work on the effect of individual differences on consumers' reactions to advertising and is the first to show that personality traits affect responses to sexual appeals.

The biggest challenge in the Indian life insurance industry is mis-selling and unfair business practices. The purpose of this paper is to explore the effect of relational selling behaviour on investor decision making in life insurance market in India. This study also aims to elucidate the mediating role of trust in predicting the purchase of life insurance policies by investors.

A cross-sectional survey was carried out to collect quantitative data using a validated structured questionnaire. A total of 813 policyholders of life insurance companies operating in Karnataka, South India, were chosen. The data were analysed using the partial least square method of structural equation modeling.

The process of investors’ life insurance buying decision is directly influenced by interaction intensity, co-operative intentions of agents, sharing of overt and covert policy information, and indirectly through the partial mediation of trust. Also, trust fully mediates the effect of agent disclosure and personal rapport on decision making by investors. The importance‒performance map analysis highlights the pivotal role of overt policy information in investors’ decision making.

The financial mis-selling in India can be curtailed significantly if the insurance companies insist on responsible and relational selling by their sales agents. The companies would also strategically gain by investing in trust-building programs that enhance quality interactions and honest disclosure of overt and covert policy information, unpretentious intention to co-operate in the policy selection, and emphasize emotional connection and personal rapport with customers. These genuine actions and behavioural manifestations would certainly facilitate appropriate decision making by the investors.

There is a paucity of research in India which explicates the role of relational selling behaviour in insurers’ decision making. As such, this article expands the scope of relational marketing research in insurance by assessing the relational determinants of investor decisions as well as the role of trust as the mediator in influencing insurance decision making.

Overt drug markets are particularly difficult to address using traditional law enforcement tactics alone; disrupting these markets often requires substantial community cooperation. Enhancing police-community relations has been offered as a promising strategy for closing overt markets, demonstrating sustained success in several settings. The purpose of this paper is to examine theoretical mechanisms hypothesized to create immediate and sustained disruption in overt drug markets, focusing on the role of strengthened police/community relations, and greater police legitimacy.

The manuscript describes a series of focus groups with community residents across three sites over 15-months after a drug market intervention. A repeated cross-sectional design enabled in-depth analysis of study participants’ views regarding mechanisms of change over time.

Study participants remained ambivalent about police legitimacy; they expressed appreciation regarding local policing efforts to improve neighborhood conditions, but maintained many negative feelings about the overall policing profession. Further, residents worried that the increased police presence might lead to greater harassment. Regardless of their misgivings, however, the findings reveal increases in police cooperation and improvements in some previously identified components of police legitimacy.

There is partial support for several underlying mechanisms of change over time. Study participants perceived a more focused police response, resulting in disruptions of the market and sustained improvements in neighborhood conditions.

This reflects original work not published elsewhere. It contributes to a growing body of literature on the role of police legitimacy in problem-solving interventions.