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Gift-givers are often confronted with the possibility of choosing gifts that are inconsistent with their own attitudes (“attitude-inconsistent gifts”). For example, a gun opposer may be faced with the possibility of choosing gun paraphernalia as a gift, and a vegetarian might be forced to consider the possibility of choosing a steakhouse gift card as a gift. This study aims to compare givers’ decision-making when they are confronted with the possibility of choosing attitude-inconsistent gifts with their decision-making when they are faced with the possibility of choosing gifts that are neither inconsistent nor consistent with their attitudes (“attitude-neutral gifts”).

Seven experimental studies test the hypotheses. These studies have participants make decisions as givers and use a variety of gifts, giver-recipient relationships, gifting occasions and dependent variables, as well as both consequential and hypothetical decisions.

Givers strategically avoid choosing attitude-inconsistent (vs attitude-neutral) gifts, even when they believe that these kinds of gifts are the ones that recipients desire the most. This aversion emerges because givers anticipate that choosing an attitude-inconsistent (vs attitude-neutral) gift would cause them to experience a higher level of psychological discomfort.

This research documents a novel gift-giving phenomenon (givers’ aversion to attitude-inconsistent gifts), one of the most widespread forms of intentional preference-mismatching in gift-giving (givers’ avoidance of attitude-inconsistent gifts when they believe that these kinds of gifts are the ones that recipients desire the most), and a psychological mechanism that has a strong influence on givers’ decision-making but was yet to be explored in the gift-giving literature (givers’ anticipations of psychological discomfort). Collectively, these facets improve the field’s understanding of consumer gift-giving and call into question the assumption that gift-giving is aimed predominantly at pleasing the recipient.

This research suggests that if gift-givers want to be more financially efficient, they should refrain from contemplating the feelings of psychological discomfort that they would experience from choosing an attitude-inconsistent gift and instead focus on selecting the gift that the recipient desires the most. Moreover, it indicates that gift-givers’ tendency to avoid preferred, attitude-inconsistent gifts can have undesirable social and well-being consequences. Finally, it suggests that firms’ bottom lines may be harmed by givers’ aversion to attitude-inconsistent gifts, and that firms selling products that are likely attitude-inconsistent for segments of consumers should think carefully about advertising those products as gifts.

The gift-giving literature has recently documented multiple cases of givers intentionally refraining from choosing the gifts that they believe best match recipients’ preferences. Yet, the present work shows that there was a considerable gap in this segment of the gift-giving literature. Specifically, the present research documents a previously unexplored, but highly common, instance in which intentional preference-mismatching in gift-giving occurs: whenever a potential gift is attitude-inconsistent. Moreover, this work sheds light on a psychological mechanism that plays an important role in givers’ decision-making but was yet to be explored in the gift-giving literature: givers’ anticipated feelings of psychological discomfort.

By adopting learning theory and a guanxi perspective, this study aims to investigate the effects of interpersonal guanxi (interpersonal networks or connections) and relationship learning on companies’ business performance when operating in a large emerging market.

Using a sample of 294 sales managers and salespeople in the Chinese hotel sector, the authors empirically test the authors' arguments through a structural equation modeling (SEM) approach.

The authors' findings indicate that strong interpersonal guanxi tends to generate more positive business performance. Furthermore, the authors find that relationship learning plays a mediating role in the association between interpersonal guanxi and hotel companies’ business performance in a Chinese context. Finally, the authors empirically explore the moderating effect of inter-firm dependence on the contribution of interpersonal guanxi to relationship learning. Findings demonstrate that this effect varies significantly based on inter-firm dependence, with interpersonal guanxi exhibiting a greater positive impact if such dependence is high.

This study enriches our understanding of interpersonal guanxi and of how companies can enhance the companies' business performance in an emerging market context.

Drawing upon the framework of social exchange theory, this study investigated the influence of work-life balance, procedural justice and distributive justice on job satisfaction and turnover intention among Vietnamese millennials.

Employing a quantitative research method, the authors collected a sample of 258 millennial participants in Vietnam. Utilizing the method of multiple regression analysis, the collected data were rigorously examined.

The results showed that job satisfaction is negatively related to the turnover intention of the millennial generation in Vietnam. Distributive justice is a stronger predictor of job satisfaction than procedural justice. Of particular note, the study revealed an intriguing result: work-life balance does not have a significant influence on job satisfaction among millennials.

Leveraging insights from national cultural theories, the authors' findings provide some insightful explanations of what drives millennials in Vietnam to consider leaving their organizations.

The study provides some insights for policymakers in Vietnam and other similar developing countries to reform their approach at managing the millennial generation.

The research addresses the existing gap in literature by delving into the underlying factors driving the propensity of Vietnamese millennials to frequently switch jobs.