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The purpose of this study is two‐fold. First, to explore differences in consumers' deal perceptions for coupons framed as potential gains to be obtained versus equivalent losses to be avoided. Second, it seeks to demonstrate the underlying process of the effects of coupon framing on deal perceptions.

The study used controlled experiments to test hypotheses.

The study found that participants had more favorable deal perceptions and greater usage intentions of coupons that highlight their value as a discount to be obtained versus a loss to be avoided. Importantly, while the two frames differed in perceived novelty, framing effects on deal perceptions were shown to be due to processing fluency enhancing evaluations of gain‐framed coupons. Finally, the results demonstrated that consumers' deal proneness moderated the effect of processing fluency, eliminating the advantage of gain over loss frames for low deal‐prone consumers.

This research shows that consumer perceptions of deals are not just based on the information about the promotion they receive, but also on how fluently the information can be processed. It also provides evidence that consumers view coupons as potential gains, and that systematic processing is necessary for framing manipulations to be effective, which is true for high deal‐prone consumers. Lastly, it is shown that, in order for framing manipulations to increase deal perceptions, retailers need to motivate consumers to process coupons systematically.

This research provides useful information on consumer perceptions of deals with respect to coupons and information they receive.

The paper seeks to understand the implications of partner opportunism for project relationships.

Based on the theoretical literature, the paper presents a conceptual model considering the perspective of the organization impacted by partner opportunism.

The model proposes that partner opportunism lowers willingness to engage by creating perception of loss. The undesirable impact of opportunism on perceived loss is less if the partner has made high relation-specific investments. Also, the negative impact of perceived loss on willingness to engage is less if the partner is difficult to substitute.

The model can be tested in the context of information technology (IT) relationships because of scope for opportunism in IT project relationships. Data can be collected through experimental vignettes.

The model contributes by investigating novel aspects of governance, behavioral consequences of opportunism and relation-specific investments in project relationships. The paper suggests that organizations can protect themselves against the ill effects of partner opportunism by enabling their stakeholders to invest substantial time and effort in the relationship and fortify relational quality and bonding.

The paper aims to study the relationship between executives’ perceptions of environmental threats and innovation strategies and investigate the moderating effect of contextual factor (i.e. organizational slack) on such relations. It proposes a dualistic relationship between executives’ perceptions of environmental threats and innovation strategies, in which different perceptions of environmental threats will lead to corresponding innovation strategies, and dyadic organizational slack can promote such processes.

The paper is based on a survey with 163 valid questionnaires, which were all completed by executives. Hierarchical ordinary least-squares regression analysis is used to test the hypotheses proposed in this paper.

The paper provides empirical insights about that executives tend to choose exploratory innovation when they perceive environmental changes as likely loss threats, yet adopt exploitative innovation when perceiving control-reducing threats. Furthermore, unabsorbed slack (e.g. financial redundancy) positively moderates both relationships, while absorbed slack (e.g. operational redundancy) merely positively influences the relationship between the perception of control-reducing threats and exploitative innovation.

The paper bridges the gap between organizational innovation and cognitive theory by proposing a dualistic relationship between executives’ perceptions of environmental threats and innovation strategies. The paper further enriches innovation studies by jointly considering both subjective and objective influence factors of innovation and argues that organizational slack can moderate such dualistic relationship.

This study provides real-world evidence for the relationship between strategic communication from a global/multinational perspective and the effectiveness of corporate message strategies in the context of environment risk communication. Among sustainability issues, particulate matter (PM) air pollution has threatened the health and social wellbeing of citizens in many countries. The purpose of this paper is to apply the message framing and attribution theories in the context of sustainability communication to determine the effects of risk message characteristics on publics’ risk responses.

Using a 2 (message frame: gain vs loss) × 2 (attribution type: internal vs external) × 2 (country: China vs South Korea) between-subjects experimental design, the study examines the message framing strategies' on publics' risk responses (i.e. risk perception, risk responsibility attribution held toward another country and sustainable behavioral intention for risk prevention).

Findings include (1) main effects of message characteristics on participants’ risk responses; (2) the impact of country difference on participants’ differential risk responses and (3) three-way interactions on how risk message framing, risk threats type and country difference jointly affect not only participants’ risk perception and risk responsibility attribution but also their sustainable behavioral intention to prevent PM.

Although this study used young–adult samples in China and South Korea, the study advances the theory building in strategic environmental risk communication by emphasizing a global/multinational perspective in investigating differences among at-risk publics threatened by large-scale environmental risks.

The study's findings provide evidence-based implications such as how government agencies can enhance the environmental risk message strategy so that it induces more desired risk communication outcomes among at-risk publics. Insights from our study offer practical recommendations on which message feature is relatively more impactful in increasing intention for prosocial behavioral changes.

This study on all measured risk responses reveals important differences between at-risk young publics in China and South Korea and how they respond differently to a shared environmental risk such as PM. The study's findings provide new evidence that media coverage of global environmental issues needs to be studied at the national level, and cross-cultural comparisons are imperative to understand publics’ responses to different news strategies. Thus, this study offers implications for practitioners to understand and apply appropriate strategies to publics in a social way across different countries so as to tailor risk communication messaging.

This study offers new insights to help connect message framing effects with communication management practice at the multi-national level, providing recommendations for government communication practitioners regarding which PM message features are more likely to be effective in forming proper risk perception and motivate sustainable actions among at-risk publics in different countries.

The purpose of this paper is to examine the impacts of loss-premium comparisons (loss-premium comparison refers to the amount of an actual loss compared to the premium level) and insurance coverage on customer acceptance of insurance claim frauds, based on Adams’ equity theory. Customer perceptions of insurance frauds have been studied in recent years.

A questionnaire was used as an instrument in the research. The hypotheses were tested using a 3 loss-premium comparisons (the actual loss amount was lower than, or equal to or higher than the annual premium) × 2 insurance coverage (the loss is covered or not covered by the insurance policy) experimental design in a claim application context.

The results showed that loss-premium comparisons and insurance coverage significantly affect the final claim amounts. According to the results, age and education may relate to customer acceptance of insurance claim frauds.

This study proposed a first empirical investigation into the relationship between loss-premium comparisons and customer ethical decision making in the customer frauds. Insurance coverage is also specifically considered in the study.

X = multiple interpretations

The purpose of this paper is to analyze perceptions of service cannibalization from sales agents when faced with increased online sales, and their consequences on the employee. The authors assess the effect of service cannibalization perceptions on insecurity, satisfaction, alienation, sales agents’ effort. The study also examines relationships between effects on sales agents’ service sabotage during service delivery.

Data were collected from 497 travel agency sales agents, and structural equation modeling was used to examine hypothesized relationships.

The results suggest that sales agents’ perceptions of service cannibalization influence employees, and have repercussions regarding service sabotage.

Mediators were not tested, and the model does not capture the phenomenon’s complexity. This study reinforces the importance of capturing sales agents’ perceptions from travel agency managers in reducing negative consequences on employees, which is particularly important given multichannel marketing when online marketing channels coexist with traditional sales forces.

This study offers insights to firms regarding perceived cannibalization and its consequences on sales agents’ motivation. Organizations should find ways to minimize insecurity, dissatisfaction, and alienation.

This study examines psychological influences of the addition of an internet channel on sales agents’ job-related outcomes, and its relationship with sales agents’ service sabotage during service delivery.

The study focuses on drug safety regulation capture, reveals the inner mechanism and evolutionary characteristics of drug safety regulation capture and provides suggestions for effective regulation by pharmacovigilance.

The article introduces prospect theory into the game strategy analysis of drug safety events, constructs a benefit perception matrix based on psychological perception and analyzes the risk selection strategies and constraints on stable outcomes for both drug companies and drug regulatory authorities. Moreover, simulation was used to analyze the choice of results of different parameters on the game strategy.

The results found that the system does not have a stable equilibrium strategy under the role of cognitive psychology. The risk transfer coefficient, penalty cost, risk loss, regulatory benefit, regulatory success probability and risk discount coefficient directly acted in the direction of system evolution toward the system stable strategy. There is a critical effect on the behavioral strategies of drug manufacturers and drug supervisors, which exceeds a certain intensity before the behavioral strategies in repeated games tend to stabilize.

In this article, the authors constructed the perceived benefit matrix through the prospect value function to analyze the behavioral evolution game strategies of drug companies and FDA in the regulatory process, and to evaluate the evolution law of each factor.

The study aims to explore the role of reliance and brand image (goods-based and service-based) in risk perceptions related to business-to-business (B2B) purchases. In particular, time risk (TR), performance risk (PR) and financial risk (FR) has been explored in this paper.

A questionnaire-based survey data has been collected from 152 respondents from different industries, and the model was validated using partial least squares structural equation modeling.

The study highlights the importance of reliance and brand image for reducing the effects of perceived risk. While reliance is negatively related to all the risk dimensions, the relationship between reliance and FR is serially mediated by service-based brand image (SBBI) and TR. The same is also mediated by PR. Furthermore, PR and TR are positively related to FR.

The findings of this study highlight the importance of reliance and brand image for reducing the effects of risk dimensions. Reliance plays an important role in reducing all risk perceptions. Findings also highlight the importance of SBBI in reducing TR.

The findings provide managers with key insights for reducing risk perceptions by creating a strong reliance and B2B brand image, leading to long-term relationship strategies.

To the best of the authors’ knowledge, this is one of the few papers in B2B marketing that focuses on the importance of reliance and brand image in reducing the effects of perceived risk.

A positive perception of work helps counteract the stress and psychological loss because of non-optimal working conditions. This paper aims to hypothesize two pathways through which social-psychological resources in the workplace contribute to positive work perception: one pathway is direct and the other is through the mediating mechanism of youth’s internal resource.

Filipino working youth from a government program for out-of-school poor youth, or working students enrolled in a free night high school, completed pertinent scales of the Multicontext Assessment Battery of Youth Development.

Co-workers’ endorsement of work values and their joint exercise of resilience-building skills build youth’s positive work perception. Youth’s personal initiative contributes to their positive work perception by its direct influence and also by its mediating mechanism.

The cross-sectional survey of this study does not allow for a definitive temporal progression from resources to positive work perception as does a longitudinal study.

For poor working youth, the threats of a financially bleak future can be tempered by an attitude that recognizes work not only as financially necessary but also as beneficial to one’s growth. The social-psychological resources in the workplace and the youth’s emerging personal initiative jointly contribute to a positive perception of work.

The current research shifts the focus of analysis from disadvantageous employment conditions to the affective and motivational aspects of employment and uses the conservation-of-resources theory to plot the flow of resources from the workplace to the worker.