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Article
Publication date: 29 November 2021

Madhumita Banerjee, Paurav Shukla and Nicholas J. Ashill

While the literature on migration highlights the reshaping of host and immigrant population in countries, there is a paucity of research in marketing investigating the…

Abstract

Purpose

While the literature on migration highlights the reshaping of host and immigrant population in countries, there is a paucity of research in marketing investigating the evolving dynamics for acculturation. The purpose of this study is to further the understanding of the emerging phenomenon of acculturation and identity negotiation.

Design/methodology/approach

Three experiments examined situational ethnicity, self-construal and identity negotiation in home and host culture work and social settings. Study 1 and Study 2 were conducted in the United Kingdom (UK), where the host country is the majority population. Study 3 was conducted in the United Arab Emirates (UAE), where the host country is the minority population. Study 4 utilized qualitative interviews in both countries.

Findings

Results from all four studies show that ethnic consumers deploy “indifference” as an identity negotiation mechanism when the host society is the majority population (UK) and when the host society has the minority population (UAE).

Originality/value

The authors offer new insights into identity negotiation by ethnic consumers when the host society is the majority population as well as the minority population. “Indifference”, i.e. preferring to neither fit in nor stand out as an identity negotiation mechanism, is deployed in work and social settings of home and host societies. The authors also advance the existing literature on acculturation by examining whether independent and interdependent self-construal influence identity negotiation.

Details

International Marketing Review, vol. 39 no. 1
Type: Research Article
ISSN: 0265-1335

Keywords

Open Access
Article
Publication date: 24 December 2021

D.M. Sachinthanee Dissanayake

The ethics literature has focused on the influence of self-construal dimensions on unethical decision-making. However, the literature is unclear about why these…

Abstract

Purpose

The ethics literature has focused on the influence of self-construal dimensions on unethical decision-making. However, the literature is unclear about why these self-construal dimensions (Independent-self, Relational-self, Collective-self) impact differently on unethical decision-making. Based on the theory of cooperation and competition, this study empirically examines the mediating role of competitive orientation and addresses the theoretically unexplained question of why self-construal dimensions influence differently on unethical decision-making.

Design/methodology/approach

Based on the deductive approach, a quantitative research study was conducted on the Sri Lankan banking industry because there have been many instances of unethical behavior reported in this sector lately. Data were collected from 305 bank branch managers using a structured survey questionnaire.

Findings

The findings revealed that competitive orientation mediates the self-construal dimensions and explained that competitive orientation is one reason why independent-self, relational-self and collective-self influence differently on unethical decision-making.

Originality/value

This paper addresses the unanswered question of why self-construal dimensions relate to unethical decision-making differently.

Details

European Journal of Management Studies, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2183-4172

Keywords

Article
Publication date: 28 October 2021

Yoon-Na Cho, Ha Eun Kim and Nara Youn

During these unprecedented times, acts of charity are deemed essential to help individuals in need and support the social safety net. Given the importance of prosocial…

Abstract

Purpose

During these unprecedented times, acts of charity are deemed essential to help individuals in need and support the social safety net. Given the importance of prosocial behavior for survival through the coronavirus disease 2019 (COVID-19) outbreak, the authors investigate the effects of partitioning experiential consumption and self-construal on consumer responses.

Design/methodology/approach

Based on the literature on partitioning and self-construal, the findings across three experimental studies provide novel insights into the interplay between partitioning and self-construal, and offer psychological processes on prosocial and behavioral intention.

Findings

Individuals with predominantly independent (vs. interdependent) self-construals and those primed with independent (vs. interdependent) self-construals showed higher prosocial intention when the experiential product ad was in an aggregated (vs. partitioned) format. The fit between the type of format and self-construal leads to the high control coping mechanism, and ultimately prosocial intention.

Originality/value

Partitioning experiential consumption has not been directly examined using self-construal, providing novel insights into consumer reactions during the pandemic. This paper provides practical implications to practitioners and researchers to better understand and adapt to shifting digital consumption patterns.

Details

Journal of Research in Interactive Marketing, vol. 16 no. 1
Type: Research Article
ISSN: 2040-7122

Keywords

Article
Publication date: 12 March 2021

Oluyinka Ojedokun

In researching into workplace pro-environmental behaviors, there is sparse evidence on self-construals with dimensions of organizational citizenship behavior for the…

Abstract

Purpose

In researching into workplace pro-environmental behaviors, there is sparse evidence on self-construals with dimensions of organizational citizenship behavior for the environment (OCBE), particularly among university employees. To fill this gap, the purpose of the study is to investigate the associations of self-construals with eco-civic engagement, eco-helping and eco-initiatives among 256 (men = 139 and women = 117) employees of a University.

Design/methodology/approach

Through the use of cross-sectional survey method, data were collected to investigate theoretically deduced hypotheses. Hierarchical multiple regression was used to test the hypotheses.

Findings

Results showed that independent self-construal was positively associated with eco-civic engagement, β = 0.25, t = 2.55, p < 0.01, eco-helping, β = 0.42, t = 4.51, p < 0.01 and eco-initiatives, β = 0.36, t = 3.73, p < 0.01, whereas interdependent self-construal had significant positive relationship with eco-civic engagement only, β = 0.27, t = 2.73, p < 0.01.

Research limitations/implications

Future research can manipulate self-construal and collect observational data on eco-civic engagement, eco-helping and eco-initiatives. The findings should be further developed using larger samples among other higher education institutions (HEIs).

Practical implications

This study provides a basis that self-construction can influence OCBE, particularly, focusing on independence can drive eco-civic engagement, eco-helping and eco-initiatives while focusing on interdependence can motivate eco-civic engagement. The findings may guide future development of workplace environmental sustainability programs and policies to aid university managers, practitioners, organizers and promoters of environmental sustainability on the university campuses.

Originality/value

The findings contribute to environmental sustainability literature in HEIs by providing information on the usefulness of self-construal types in motivating employee participation in OCBE.

Details

International Journal of Sustainability in Higher Education, vol. 22 no. 4
Type: Research Article
ISSN: 1467-6370

Keywords

Article
Publication date: 26 November 2020

Chun-Tuan Chang, Dickson Tok, Xing-Yu (Marcos) Chu, Yu-Kang Lee and Shr-Chi Wang

This paper aims to examine how exposure to sexual images activates the urge to yield to temptation in a subsequent unrelated context.

Abstract

Purpose

This paper aims to examine how exposure to sexual images activates the urge to yield to temptation in a subsequent unrelated context.

Design/methodology/approach

In Study 1, this paper uses empirical data based on an automobile expo to examine the correlational relationship between sexual imagery and indulgence. In Studies 2 and 3, this study examines the moderating effects of self-construal and gender differences on indulgent consumption, with different dependent measures. Study 4 distinguishes the sexual images into gratuitous sex and romantic love and tests the mediating role of sensation seeking.

Findings

For men, an independent self-construal increases indulgent consumption. In contrast, an interdependent self-construal facilitates women’s indulgent consumption. Having an interdependent self-construal has the opposite impact on indulgent consumption for the two genders: sexual images of romantic love attenuate the effect on men but boost the effect on women. Perceived sensation-seeking serves as the underlying mechanism.

Research limitations/implications

This paper contributes to the literature on sex, reward-processing, context effects in marketing and indulgent consumption.

Practical implications

Advertisers, retailers, food courts and restaurants may use sexual imagery to promote more indulgent consumption with gender and self-construal as segmentation variables. Public policymakers and other concerned parties should also raise consumers’ awareness of the priming effect found in this research.

Originality/value

This research advances the literature on sex by demonstrating the priming effects of sexual imagery and further considers the simultaneous impacts of gender and self-construal on consumers’ subsequent indulgent consumption.

Details

European Journal of Marketing, vol. 55 no. 5
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 26 January 2021

Defeng Yang, Hao Shen and Robert S. Wyer

This study aims to examine the relationship between consumers’ emotional expressions and their self-construals. The authors suggest that because an independent…

Abstract

Purpose

This study aims to examine the relationship between consumers’ emotional expressions and their self-construals. The authors suggest that because an independent self-construal can reinforce the free expression of emotion, the expression of extreme emotions is likely to become associated with feelings of independence through social learning.

Design/methodology/approach

The paper includes five studies. Study 1A provided evidence that priming participants with different types of self-construal can influence the extremity of their emotional expressions. Study 1B showed that chronic self-construal could predict facial expressions of students who were told to smile for a group photograph. Studies 2–4 found that inducing people to either manifest or to simply view an extreme facial expression activated an independent social orientation and influenced their performance on tasks that reflect this orientation.

Findings

The studies provide support for a bidirectional causal relationship between individuals’ self-construals and the extremity of their emotional expressions. They show that people’s general social orientation could predict the spontaneous facial expressions that they manifest in their daily lives.

Research limitations/implications

Although this research was generally restricted to the effects of smiling, similar considerations influence the expression of other emotions. That is, dispositions to exhibit extreme expressions can generalize over different types of emotions. To this extent, expressions of sadness, anger or fear might be similarly associated with people’s social orientation and the behavior that is influenced by it.

Practical implications

The paper provides marketing implications into how marketers can influence consumers’ choices of unique options and how marketers can assess consumers’ social orientation based on their observation of consumers’ emotional expressions.

Originality/value

To the best of the authors’ knowledge, this research is the first to demonstrate a bidirectional causal relationship between individuals’ self-construals and the extremity of their emotional expressions, and to demonstrate the association between chronic social orientation and emotional expression people spontaneously make in their daily lives.

Details

European Journal of Marketing, vol. 55 no. 6
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 9 May 2019

Huan Xu, Yanping Gong, Qin Zhang and Julan Xie

The purpose of this paper is to gain more insight into the relationship between social media activities and thinking styles, and its potential mechanism.

Abstract

Purpose

The purpose of this paper is to gain more insight into the relationship between social media activities and thinking styles, and its potential mechanism.

Design/methodology/approach

The current study conducted four studies using an experimental method and eye-tracking method to evaluate prediction.

Findings

Results from studies 1 and 2 showed that social media activities influence individuals’ self-construal, and the impact of self-construal on the relative reliance on cognitive vs affective thinking styles. Study 3 supports the hypothesis that social media activities influence individual’s thinking styles, and self-construal is a critical mediator in this process. Furthermore, the authors replicated these findings using an experimental method and eye-tracking method (Study 4), which enabled us to better understand the consumer’s psychological experience when using social media.

Originality/value

This paper contributes to the social media activity literature in the following ways. First, this research advances the knowledge of social media by demonstrating that social media activities can have significant effects on thinking styles. Second, the current research brings important insights to the literature on self-construal. Finally, using eye-tracking methods, the authors also provided some new insights on consumer thinking and behavior.

Details

Marketing Intelligence & Planning, vol. 38 no. 2
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 2 September 2014

Bilal Afsar, Yuosre F. Badir and Bilal Bin Saeed

The purpose of this paper is to explore the mediating role of psychological empowerment and the moderating role of self-construal (independent and interdependent) on the…

7649

Abstract

Purpose

The purpose of this paper is to explore the mediating role of psychological empowerment and the moderating role of self-construal (independent and interdependent) on the relationship between transformational leadership and employees’ innovative work behavior (IWB).

Design/methodology/approach

A total of 639 followers and 87 leaders filled out questionnaires from cross-industry sample of five most innovative companies of China. Structural equation modeling was used to analyze the relations.

Findings

Results revealed that psychological empowerment mediated the relationship between transformational leadership and IWB. The research established that transformational leadership positively influences IWB which includes idea generation as well as idea implementation. The results also showed that the relationship between transformational leadership and IWB was stronger among employees with a higher interdependent self-construal and a lower independent self-construal.

Originality/value

This study adds to IWB literature by empirically testing the moderating role of self-construal and the mediating role of psychological empowerment on transformational leadership-IWB link.

Details

Industrial Management & Data Systems, vol. 114 no. 8
Type: Research Article
ISSN: 0263-5577

Keywords

Article
Publication date: 23 September 2013

Benjamin G. Voyer and Bryan McIntosh

– The purpose of this paper is to explore theoretical connections between the cognitive consequences of power on self-perception and the behaviours of leaders.

3121

Abstract

Purpose

The purpose of this paper is to explore theoretical connections between the cognitive consequences of power on self-perception and the behaviours of leaders.

Design/methodology/approach

A systematic literature review was carried out to investigate the psychological consequences of power in terms of self-perception, perspective taking abilities, emotions and behaviours. The literature reviewed is further integrated in a theoretical model, and a series of propositions suggesting a relation between power, perspective taking, self-construal and leadership are introduced.

Findings

This paper argues that power creates both temporary and enduring cognitive changes that transform the way individuals assimilate and differentiate their self from others. This transforms the way individuals in power behave as leaders, as well as followers. Individuals’ self-construal and perspective taking seem to play a mediating role in determining the behaviours of powerful and powerless individuals. This relation is moderated by organizational culture and structure, as well as personality traits.

Research limitations/implications

Further research is needed to test these propositions, including the existence of cross-cultural differences in the power – self-construal relation, and the consequences of holding different types of power on an individual's self-construal. For employees and consultants working in organizational development and organizational change, understanding the potential consequences of power in terms of self-perception will improve the understanding of promoting individuals to higher positions. The present research also bears implications for scholars interested in understanding cross-cultural and gender differences in leadership.

Originality/value

This conceptualization of self-construal as an interface between power and leadership reconcile the individual dynamics of trait theories of leadership and the environmental positions of situational theories of leadership. The paper discusses elements considered critical for design of leadership programs in the workplace, professional development and programs to shape the design of leadership.

Details

Leadership & Organization Development Journal, vol. 34 no. 7
Type: Research Article
ISSN: 0143-7739

Keywords

Article
Publication date: 21 September 2018

Hsin-Ti Yang and Ghi-Feng Yen

This paper aims to adopt the perspectives of cognition and emotions to investigate whether the interdependent self-construal of consumers in a Chinese collectivist…

2400

Abstract

Purpose

This paper aims to adopt the perspectives of cognition and emotions to investigate whether the interdependent self-construal of consumers in a Chinese collectivist culture, along with empathy and moral identity, evokes direct and indirect responses to corporate cause-related marketing (CRM).

Design/methodology/approach

A total of 901 valid questionnaires were retrieved, and PROCESS macro for SPSS was used to test the multiple mediation and serial mediation hypotheses. The structural equation modeling was also used to confirm the results.

Findings

The empirical results showed that consumer self-construal exerts a positive influence on consumer responses to corporate CRM through empathy. The results also suggest that CRM events provoke empathetic responses in consumers and trigger their moral identity, which in turn affects their evaluations on CRM corporations and their purchase intentions for CRM goods.

Research limitations/implications

The present study targeted the relatively affordable CRM events in convenience stores to investigate consumer responses; the results may not be applicable to CRM events in other industries. Besides that, as this study is focused on CRM activity, respondents may have more positive evaluation.

Practical implications

Corporations are advised to improve their corporate social responsibility (CSR) communication strategies. These should rely on factual, sincere, easy-to-understand and appropriate communication to trigger moral identity in consumers. Because empathy is regarded as the core of human moral and emotional systems, corporations are advised to associate their charitable events with social emotions to strengthen consumer perceptions, enhance moral identity and promote prosocial behaviors.

Originality/value

This study verified the serial multiple mediating effect of empathy and moral identity in the relationship between consumer self-construal and responses to corporate CRM. Corporations are advised to improve their CSR communication strategies and public expression of moral actions to raise consumer empathy and moral identity, so as to improve consumer responses to CRM.

Details

European Journal of Marketing, vol. 52 no. 9/10
Type: Research Article
ISSN: 0309-0566

Keywords

1 – 10 of over 1000