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Article

Delphine Godefroit-Winkel, Marie Schill and Margaret K. Hogg

This paper aims to examine the interplay of emotions and consumption within intergenerational exchanges. It shows how emotions pervade the trajectories of grandmothers 

Abstract

Purpose

This paper aims to examine the interplay of emotions and consumption within intergenerational exchanges. It shows how emotions pervade the trajectories of grandmothers’ relational identities with their grandchildren through consumption practices.

Design/methodology/approach

This study analyses qualitative data gathered via 28 long interviews with French grandmothers and 27 semi-structured interviews with their grandchildren. This study draws on attachment theory to interpret the voices of both grandmothers and their grandchildren within these dyads.

Findings

This study uncovers distinct relational identities of grandmothers linked to emotions and the age of the grandchild, as embedded in consumption. It identifies the defining characteristics of the trajectory of social/relational identities and finds these to be linked to grandchildren’s ages.

Research limitations/implications

This study elicits the emotion profiles, which influence grandmothers’ patterns of consumption in their relationships with their grandchildren. It further uncovers distinct attachment styles (embedded in emotions) between grandmothers and grandchildren in the context of their consumption experiences. Finally, it provides evidence that emotions occur at the interpersonal level. This observation is an addition to existing literature in consumer research, which has often conceived of consumer emotions as being only a private matter and as an intrapersonal phenomenon.

Practical implications

The findings offer avenues for the development of strategies for intergenerational marketing, particularly promotion campaigns which link either the reinforcement or the suppression of emotion profiles in advertising messages with the consumption of products or services by different generations.

Social implications

This study suggests that public institutions might multiply opportunities for family and consumer experiences to combat specific societal issues related to elderly people’s isolation.

Originality/value

In contrast to earlier work, which has examined emotions within the ebb and flow of individual and multiple social identities, this study examines how emotions and consumption play out in social/relational identity trajectories.

Details

European Journal of Marketing, vol. 53 no. 2
Type: Research Article
ISSN: 0309-0566

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Article

Eddy S. Ng, Greg J. Sears and Kara A. Arnold

Drawing on the relational demography literature and a social identity perspective, several research propositions in which the authors postulate that demographic…

Abstract

Purpose

Drawing on the relational demography literature and a social identity perspective, several research propositions in which the authors postulate that demographic characteristics (e.g. gender and race) of senior leaders will influence the implementation and effectiveness of diversity management practices were presented. Specifically, the authors focus on the Chief Executive Officer/Chief Diversity Officer (CEO/CDO) dyad and explore independent and joint effects of CEO and CDO majority–minority group status on workplace diversity outcomes, outlining key identity-based and relational moderators (e.g. value threat, relational identity and leader–member exchange) of these relationships.

Design/methodology/approach

The literature on relational demography and leader–member exchange to develop propositions for future research was integrated.

Findings

This is a conceptual paper. There is no empirical data reported testing the propositions.

Research limitations/implications

The authors extended theory and research on relational demography by focusing on senior leaders in the organization and proposing that the influence of CEO and CDO demographic characteristics on the enactment of diversity practices may be contingent on key identity-based and relational processes.

Originality/value

The authors are not aware of any studies investigating how personal characteristics and relational processes relating to the CEO and CDO may influence the implementation and effectiveness of workplace diversity management practices. In a similar vein, the authors contribute to the research literatures on relational demography and social identity by extending the application of these theories to senior leaders in organizations and in relation to the work of CEOs and CDOs.

Details

Management Decision, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0025-1747

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Book part

Michael A. Hogg

This chapter describes a theory of intergroup leadership. Research on reducing prejudice and intergroup conflict identifies a number of conditions, such as empathy, shared…

Abstract

Purpose

This chapter describes a theory of intergroup leadership. Research on reducing prejudice and intergroup conflict identifies a number of conditions, such as empathy, shared goals, crossed categorization, recategorization, and intergroup contact, which can be beneficial. It also identifies social identity threat as a stumbling block – processes intended to reduce conflict often threaten people’s sense of having a unique and distinctive social identity and thus provoke a defensive reaction that sustains conflict. But social psychology says little about the role of group leadership in conflict resolution.

Methodology/approach

I summarize what we know from social psychology about conditions that attenuate intergroup conflict; then focus on social identity and influence processes to present a new theory of leadership across conflicting groups.

Findings

Prejudice and intergroup conflict reduction rests on effective messaging and influence, which is often a matter of intergroup leadership where a leader must bridge and integrate warring factions within a superordinate entity. The challenge of intergroup leadership is to construct an intergroup relational identity that focuses on collaboration and avoids identity threat. I describe a model of intergroup leadership and discuss strategies, such as identity rhetoric, boundary spanning and leadership coalition-building, that such leadership should adopt to effectively reconstruct social identity to reduce conflict and prejudice between groups.

Originality/value

This is a development and extension of a more narrowly focused theory of intergroup leadership in organizational contexts. It will be of value to social psychology, the behavioral and social sciences, and those seeking to reduce prejudice and intergroup conflict through leadership.

Details

Advances in Group Processes
Type: Book
ISBN: 978-1-78560-076-0

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Article

Lan Xia and Kent B. Monroe

This paper aims to examine the effect of targeted promotions on perceptions of fairness from the perspective of consumers who are not targeted.

Abstract

Purpose

This paper aims to examine the effect of targeted promotions on perceptions of fairness from the perspective of consumers who are not targeted.

Design/methodology/approach

A scenario-based approach is used. Three studies manipulating promotion selectivity and various bases for promotion selection were conducted. A total of 403 people participated in the studies.

Findings

Results showed that these consumers consider targeted promotions unfair, and the primary reason is centered more on damage to relational identity than the economics of reduced perceived value. The effect is moderated by how the targeted promotion is delivered (buyer-discovered vs seller-delivered) and different basis for selection.

Practical implications

As companies adopting the practice of dynamic pricing such as targeted promotion, it is important to manage relationship with their consumers. Framing targeted promotions that reduce the salience of seller’s role and provide explanations that not attributed to buyer-seller relationship are important in reducing the potential damage of targeted promotion on relational identity.

Originality/value

Existing research on perceptions of price fairness has focused on the role of perceived value. This research tested the relative effect of perceived value, relational identity and personal identity in the context of targeted promotion and identified relational identity as the major mechanism.

Details

Journal of Product & Brand Management, vol. 26 no. 3
Type: Research Article
ISSN: 1061-0421

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Article

Michelle D. Steward, Michael D. Hutt, Beth A. Walker and Ajith Kumar

This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in…

Abstract

Purpose

This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets.

Design/methodology/approach

The sample consists of 60 salespeople from a Fortune 100 high technology firm responsible for managing multi‐million dollar customer projects. Interviews with both salespeople and their sales managers provided the data to examine the relationships among role identities, attributions, and performance.

Findings

The model suggests that higher‐performing salespeople have role identities as sales consultants, whereas lower performers tend to have role identities as technical specialists. Further, those salespeople with sales consultant role identities were more likely to attribute success to relational factors, whereas salespeople with technical specialist role identities were more likely to attribute success to technical factors. There were no significant relationships among role identities and attribution type in unsuccessful customer engagements.

Research limitations/implications

While multiple sources of data were obtained from both salespeople and sales managers, all the respondents were from one large multinational organization.

Practical implications

The link between role identity and attributions provides opportunities for situation‐based sales training programs, and sheds new light on performance differences among salespeople.

Originality/value

The paper isolates role identity as a potential driver of salesperson performance.

Details

Journal of Business & Industrial Marketing, vol. 24 no. 7
Type: Research Article
ISSN: 0885-8624

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Book part

Phatcharasiri Ratcharak, Dimitrios Spyridonidis and Bernd Vogel

This chapter takes a new approach to emotions through the lens of a relational identity among hybrid professionals, using those in healthcare as particularly relevant…

Abstract

This chapter takes a new approach to emotions through the lens of a relational identity among hybrid professionals, using those in healthcare as particularly relevant examples. Sharpening the focus on underpinning emotional dynamics may further explain how professional managers can be effective in hybrid roles. The chapter seeks to build on the internal emotional states of these professional managers by understanding how outward emotional displays might influence their subordinates. The understanding of how emotional states/displays in manager–employee relationships influence target behaviors may help multiprofessional organizations generate better-informed leadership practice in relation to desired organizational outcomes, e.g. more efficient and effective health services.

Details

Individual, Relational, and Contextual Dynamics of Emotions
Type: Book
ISBN: 978-1-78754-844-2

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Book part

Ronit Kark and Boas Shamir

In this chapter, we integrate recent theories on followers’ self-concept and transformational leadership theory in order to develop a conceptual framework for…

Abstract

In this chapter, we integrate recent theories on followers’ self-concept and transformational leadership theory in order to develop a conceptual framework for understanding the exceptional and diverse effects transformational leaders may have on their followers. We propose that transformational leaders may influence two levels of followers’ self-concept: the relational and the collective self thus fostering personal identification with the leader and social identification with the organizational unit. Specific leader behaviors that prime different aspects of followers’ self-concepts are identified, and their possible effects on different aspects of followers’ perceptions and behaviors are discussed.

Details

Transformational and Charismatic Leadership: The Road Ahead 10th Anniversary Edition
Type: Book
ISBN: 978-1-78190-600-2

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Article

Gregory Hoobler

The goal of this essay is to examine the conflict resolution activities during political diplomacy as a dynamic and interactive process. In an application of Relational

Abstract

The goal of this essay is to examine the conflict resolution activities during political diplomacy as a dynamic and interactive process. In an application of Relational Order Theory (Donohue, 1998), this essay employs a model highlighting the instrumental, relational, and identity‐based issues involved in conflict resolution. To illustrate the utility of this model of Relational Process Management, this essay examines the process of diplomacy leading to the Dayton Accords in the areas of the Former Yugoslavia. For years the international community's efforts at intervention in this conflict were quite meager, as ceasefires and peace plans were brokered and dissolved with some regularity. Ultimately, a final coordinated effort by multiple external parties finally brought the combatants to the table in Dayton, Ohio to negotiate a formal agreement. The complex process by which the parties came to the negotiating table provides a rich case study by which to explore the interactive processes of diplomacy. An examination of the events in this case through the lens of instrumental, relational, and identity‐bound issues culminates with lessons learned from this interactionally‐based analysis of international conflict.

Details

International Journal of Conflict Management, vol. 14 no. 3/4
Type: Research Article
ISSN: 1044-4068

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Book part

David B. Szabla, Elizabeth Shaffer, Ashlie Mouw and Addelyne Turks

Despite the breadth of knowledge on self and identity formation across the study of organizations, the field of organizational development and change has limited research…

Abstract

Despite the breadth of knowledge on self and identity formation across the study of organizations, the field of organizational development and change has limited research on the construction of professional identity. Much has been written to describe the “self-concepts” of those practicing and researching in the field, but there have been no investigations that have explored how these “self-concepts” form. In addition, although women have contributed to defining the “self” in the field, men have held the dominant perspective on the subject. Thus, in this chapter, we address a disparity in the research by exploring the construction of professional identity in the field of organizational development and change, and we give voice to the renowned women who helped to build the field. Using the profiles of 17 American women included in The Palgrave Handbook of Organizational Change Thinkers, we perform a narrative analysis based upon the concepts and models prevalent in the literature on identity formation. By disentangling professional identity formation of the notable women in the field, we can begin to see the nuance and particularities involved in its construction and gain deeper understandings about effective ways to prepare individuals to work in and advance the field.

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Article

Katerina Karanika and Margaret K. Hogg

This paper aims to examine how ambivalence and intergenerational support intersect with consumption in experiences of sharing within the family.

Abstract

Purpose

This paper aims to examine how ambivalence and intergenerational support intersect with consumption in experiences of sharing within the family.

Design/methodology/approach

Consumer research studies usually use one of two family paradigms (i.e. solidarity and conflict), but the role of ambivalence in family ties is often neglected. This paper examines how ambivalence relates to adult intergenerational support, specifically within the context of sharing, consumption and family identity. In contrast to consumer research studies, sociological studies identify the intersection between intergenerational ambivalence and intergenerational support within family life. This study draws on sociology literature to interpret data from phenomenological interviews with downwardly mobile Greek consumers involved in familial intergenerational support and sharing. The voices of adult recipients and providers of resources are captured, and the transcribed interview texts are analysed using a phenomenological-hermeneutical process.

Findings

Three types of consumer ambivalence were identified that reflected different types of conflicts between consumption choices and different levels of family identity (collective, relational and individual).

Research limitations/implications

Future research should explore ambivalence and family sharing in different family structures and during different transitions. Future research should also investigate how this study’s findings resonate in societies less affected by austerity measures with stronger welfare states that nevertheless experience a rise in intergenerational support.

Originality/value

The study problematises previously somewhat polarised (i.e. positive vs bleak) views of the family in consumer research. Family sharing is highlighted as a major antecedent to consumer ambivalence, and different types of consumer ambivalence within intergenerational relationships within families are conceptualised. This paper proposes an extended typology of coping strategies aligned along a practical–emotional continuum.

Details

European Journal of Marketing, vol. 50 no. 3/4
Type: Research Article
ISSN: 0309-0566

Keywords

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