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Article
Publication date: 14 March 2022

Zi Wang, Ruizhi Yuan, Martin J. Liu and Jun Luo

Despite the growing research into luxury symbolism and its influence on consumer behavior, few studies have investigated the underlying psychological processes that occur in…

3015

Abstract

Purpose

Despite the growing research into luxury symbolism and its influence on consumer behavior, few studies have investigated the underlying psychological processes that occur in different cultural contexts. This study investigates the relationships among luxury symbolism, psychological underpinnings of self-congruity, self-affirmation and customer loyalty, especially regarding how these relationships differ between consumers in China and those in the US.

Design/methodology/approach

Sample data were collected through surveys administered to 653 participants (327 in China and 326 in the US). A multi-group structural equation model was adopted to examine the conceptual model and proposed hypotheses.

Findings

The results show that luxury symbolism positively influences self-consistency, social consistency, social approval and self-esteem, and subsequently impacts self-affirmation and customer loyalty. However, for US consumers, self-esteem and social approval have significantly negative impacts on self-affirmation, while for Chinese consumers, social approval has no significant impact on self-affirmation. The authors also find that interdependent self-construal positively moderates the relationship between luxury symbolism, and social approval and social consistency. Independent self-construal positively moderates the relationship between luxury symbolism and self-consistency, and negatively influences the relationship between luxury symbolism and self-esteem.

Originality/value

Based on the theory of self-congruity and self-affirmation, this study fills a literature gap by revealing the psychological underpinnings regarding luxury symbolism and customer loyalty. It extends extant studies in luxury consumption by introducing self-construal (independent self vs interdependent self) as an important cultural moderator in luxury symbolism. This paper provides insights for luxury practitioners to create efficient marketing strategies by satisfying consumers' psychological needs in different cultures.

Details

International Marketing Review, vol. 39 no. 2
Type: Research Article
ISSN: 0265-1335

Keywords

Article
Publication date: 12 November 2020

Zexin Ma, Xiaoli Nan, Irina A. Iles, James Butler, Robert Feldman and Min Qi Wang

The purpose of this study is to examine the effects of self-affirmation on African American smokers' intentions to quit smoking sooner and desire to stop smoking altogether in…

Abstract

Purpose

The purpose of this study is to examine the effects of self-affirmation on African American smokers' intentions to quit smoking sooner and desire to stop smoking altogether in response to viewing graphic cigarette warning labels. It also tested the mediating role of perceived susceptibility and self-efficacy in explaining the impact of self-affirmation.

Design/methodology/approach

African American smokers (N = 158) were recruited to participate in a controlled experiment. Participants first completed a short questionnaire about their demographic background and smoking-related attitudes and behavior. They were then randomly assigned to engage in either a self-affirmation task or a control task and viewed two graphic cigarette warning labels subsequently. Participants then responded to a questionnaire about their perceived susceptibility to smoking-related diseases, perceived self-efficacy to quit smoking, intentions to quit smoking and desire to stop smoking altogether.

Findings

Results showed that engaging in self-affirmation prior to exposure to graphic cigarette warning labels increased African American smokers' perceived susceptibility to smoking-related diseases, but decreased their perceived self-efficacy to quit smoking. Furthermore, self-affirmation indirectly enhanced smokers' intentions to quit smoking sooner and desire to stop smoking altogether through increased perceived susceptibility. It also had an unexpected negative indirect effect on intentions to quit smoking sooner through decreased self-efficacy.

Originality/value

This study is one of the few studies that investigates the effect of self-affirmation on African American smokers' responses toward graphic cigarette warning labels.

Details

Health Education, vol. 121 no. 1
Type: Research Article
ISSN: 0965-4283

Keywords

Article
Publication date: 12 January 2023

Xin Wang, Hong Zhu, Di Jiang, Shaoang Xia and Chunqu Xiao

The rapid innovation of artificial intelligence (AI) technology promotes the prosperity of the AI product market. However, consumers seem to have negative attitudes (e.g…

Abstract

Purpose

The rapid innovation of artificial intelligence (AI) technology promotes the prosperity of the AI product market. However, consumers seem to have negative attitudes (e.g. prejudice, aversion) toward AI products and services. Those negative attitudes are rooted in the fear that AI might replace humans. The authors thus propose that turning the image of AI from substitutes to facilitators can alleviate identity threat perception. This paper aims to examine how the image of AI products (facilitators vs substitutes) influences consumer evaluation and explores the underlying mechanism and boundary conditions.

Design/methodology/approach

This study uses four experiments with between-subjects designs to investigate whether the image of AI products (facilitators vs substitutes) will affect consumer evaluation in specific consumption and service scenarios. The same products (or services) were manipulated as “substitute” or “facilitator” through advertisement slogans. Participants were randomly assigned to a condition and read the advertisement, then they reported their evaluation. The mediator perceived identity threat and the moderator preconceived perceptions of AI risks were measured by scales. The moderator, self-affirmation, was manipulated through the instruction of the experiment.

Findings

This study demonstrates that consumers give higher evaluation of AI products in the image of the facilitator than in the image of the substitute (Study 1). The underlying mechanism is that the perceived identity threat caused by “facilitator” products is lower than “substitute” products (Study 2). The effect of AI image is moderated by consumers’ preconceived perceptions of AI risks (Study 3) and self-affirmation (Study 4). Specifically, for consumers who have a strong AI risk-perception, this effect exists, but it disappears for consumers who have a weak AI risk perception. When consumers are given a strong self-affirmation, the negative impact of the “substitute” image disappears.

Originality/value

This paper analyzes the psychological root of consumers’ negative evaluation of AI technology from the perspective of AI’s image. The proposed typology of “substitutes” and “facilitators” helps expand the vision on brand/product image and enriches the research on consumer self-identity in today’s highly informatized market. The findings shed light on how to choose appropriate image for AI products, which will be crucial for increasing consumers’ acceptance of AI products.

Details

Nankai Business Review International, vol. 14 no. 1
Type: Research Article
ISSN: 2040-8749

Keywords

Article
Publication date: 23 June 2022

Mianlin Deng, Xiujun Li, Feng Wang and Wendian Shi

Previous research has demonstrated that affirming an individual’s self-worth in intrinsic, stable aspects (e.g. personal attributes) enhances their pro-relationship tendencies, as…

Abstract

Purpose

Previous research has demonstrated that affirming an individual’s self-worth in intrinsic, stable aspects (e.g. personal attributes) enhances their pro-relationship tendencies, as compared to affirming extrinsic aspects of the individual (e.g. performance). This is especially so among people in certain dissatisfying relationships (e.g. romantic relationships). Extending this finding to organizational contexts, the purpose of this study is to investigate the effects of affirmation type (intrinsic vs extrinsic affirmations) on responses to workplace offenses among employees with high versus low job satisfaction.

Design/methodology/approach

Studies 1 (N = 224) and 2 (N = 358) examined the effects of intrinsic versus extrinsic affirmations on responses to hypothetical and real workplace offenses. Furthermore, to compare the effects of intrinsic and extrinsic affirmations to the baseline level, Study 3 (N = 441) added a control condition and examined the effects of affirmation type (intrinsic vs extrinsic vs control) on responses to workplace offenses.

Findings

For employees with low (but not high) job satisfaction, (1) intrinsic (vs extrinsic) affirmations promoted more prosocial responses (forgiveness and reconciliation) to workplace offenses; (2) although not as effective as intrinsic affirmations, extrinsic affirmations (vs baseline) also triggered prosocial intentions toward workplace offenses.

Originality/value

First, the study enriches the literature on workplace offenses by focusing on an individual-level factor – self-worth – that can be intervened (e.g. affirming one’s self-worth) by organizations and managers so as to promote prosocial responses to workplace offenses. Second, the study expands the scope of the self-affirmation theory in organizational contexts by examining the effectiveness of intrinsic and extrinsic affirmations in coping with workplace offenses. Third, practically speaking, the study provides a brief intervention (the writing task of describing an intrinsic or extrinsic affirmation experience) that can boost pro-relationships in the workplace.

Details

International Journal of Conflict Management, vol. 33 no. 5
Type: Research Article
ISSN: 1044-4068

Keywords

Book part
Publication date: 14 November 2014

Arielle Silverman and Geoffrey Cohen

Achievement motivation is not a fixed quantity. Rather, it depends, in part, on one’s subjective construal of the learning environment and their place within it – their narrative…

Abstract

Purpose

Achievement motivation is not a fixed quantity. Rather, it depends, in part, on one’s subjective construal of the learning environment and their place within it – their narrative. In this paper, we describe how brief interventions can maximize student motivation by changing the students’ narratives.

Approach

We review the recent field experiments testing the efficacy of social-psychological interventions in classroom settings. We focus our review on four types of interventions: ones that change students’ interpretations of setbacks, that reframe the learning environment as fair and nonthreatening, that remind students of their personal adequacy, or that clarify students’ purpose for learning.

Findings

Such interventions can have long-lasting benefits if changes in students’ narratives lead to initial achievement gains, which further propagate positive narratives, in a positive feedback loop. Yet social-psychological interventions are not magical panaceas for poor achievement. Rather, they must be targeted to specific populations, timed appropriately, and given in a context in which students have opportunities to act upon the messages they contain.

Originality/value

Social-psychological interventions can help many students realize their achievement potential if they are integrated within a supportive learning context.

Details

Motivational Interventions
Type: Book
ISBN: 978-1-78350-555-5

Keywords

Article
Publication date: 10 October 2016

Chrysantus Awagu and Debra Z. Basil

This paper aims to assess the interactive impact of dispositional threat orientation and affirmation (both self-affirmation and self-efficacy) on the effectiveness of fear appeals.

Abstract

Purpose

This paper aims to assess the interactive impact of dispositional threat orientation and affirmation (both self-affirmation and self-efficacy) on the effectiveness of fear appeals.

Design/methodology/approach

A 3 × 2 × 2 × 2 fully crossed, mixed experimental design is used. The study is conducted through an on-line survey platform. Participants are nationally representative in terms of age, gender and geographic location within the USA.

Findings

Threat orientation impacts individuals’ responses to fear appeals. Control-oriented individuals respond in a more adaptive manner, heightened-sensitivity-oriented individuals are a “mixed-bag” and denial-oriented individuals respond in a more maladaptive manner. Affirmations (both self-affirmation and self-efficacy) interact with threat orientation in some cases to predict response to threat.

Research limitations/implications

This research used a cross-sectional approach in an on-line environment. A longitudinal study with a stronger self-affirmation intervention and self-efficacy manipulation would offer a stronger test.

Practical implications

Social marketers should consider whether their primary target market has a general tendency toward a particular threat orientation when considering the use of fear appeals. Social marketers should consider the potential benefits of a self-affirmation intervention.

Social implications

Individuals’ personality dispositions impact how they respond to fear appeals, which may explain why some seemingly well executed fear appeals are unsuccessful whereas others succeed.

Originality/value

Little or no research has examined the use of self-affirmation to overcome the challenges posed by dispositional threat orientation. This research gives an early glimpse into how these issues interplay.

Article
Publication date: 4 October 2022

Carolina Yukari Veludo Watanabe, Eduardo Henrique Diniz and Eusebio Scornavacca

This paper aims to identify the role of blogs in helping women victims of intimate partner sexual violence to restore their self-integrity.

Abstract

Purpose

This paper aims to identify the role of blogs in helping women victims of intimate partner sexual violence to restore their self-integrity.

Design/methodology/approach

The authors’ research uses an interpretive stance, supported by motivational and “self” theories to analyze 33 blogs reporting the experiences of women in Brazil who suffered sexual violence perpetrated by an intimate partner.

Findings

This study identifies the reasons why women who suffer violence from intimate partners write blog posts. It also develops an analytical framework that bridges the gap between the design and use of IT-artifacts and the context of sexual violence from an intimate partner. Women who suffer violence from intimate partners look for blogs in order to find a safe space for expression, a knowledge hub and a social support network. Blogs play a pivotal role in supporting the journey of reconstructing their self-integrity.

Research limitations/implications

The results help to understand the role of blogs in helping victims in vulnerable situations trying to restore their self-integrity. It also contributes to improve the design and functionality of such platforms as an important resource for social support networks.

Practical implications

This study shows the positive impact of blogs as a tool to support victims in the process of restoring their self-integrity.

Social implications

This study aims to promote the use of digital artifacts such as blogs as a complementary instrument to fight violence against women.

Originality/value

The analytical framework used in this paper helps to understand the role of IT-artifacts in the context of sexual violence from an intimate partner.

Details

Information Technology & People, vol. 36 no. 6
Type: Research Article
ISSN: 0959-3845

Keywords

Article
Publication date: 28 February 2019

Sai On Cheung and Keyao Li

This study aims to propose a framework of bias in construction project dispute resolution (CPDR hereafter).

Abstract

Purpose

This study aims to propose a framework of bias in construction project dispute resolution (CPDR hereafter).

Design/methodology/approach

With reference to the literatures on effects of bias, manifestations of bias in CPDR were developed. Based on data obtained from construction professionals about their frequency of having these bias manifestations, the underlying constructs of biased behaviors were explored by a principal component factor analysis. A confirmatory factor analysis was further conducted to validate the framework of bias in CPDR.

Findings

Four types of bias were identified as the constructs that underlie biased behaviors in CPDR. These four biases were included in the bias framework proposed: preconception, self-affirmation, optimism and interest-oriented. The potency of these types of bias was also evaluated.

Practical implications

First, the findings inform that the existence of bias in CPDR is real. Early detection allows management to intervene and steer CPDR team back to rational courses. Second, this study suggests optimizing CPDR procedures to diminish the chance of bias occurring.

Originality/value

Bias is almost an uncharted area in CPDR. The study fills this research gap by conceptualizing the underlying constructs of biased behaviors. The findings inform construction professionals of the likelihood of practicing biased behaviors in CPDR. Repeated dispute decisions in the commonly used multi-tiered dispute resolution process would enable the creeping in of biases.

Details

Engineering, Construction and Architectural Management, vol. 26 no. 2
Type: Research Article
ISSN: 0969-9988

Keywords

Article
Publication date: 25 August 2021

Baobao Song

Public relations practitioners worldwide are attempting to enhance the overall organization–stakeholder relationships by applying strategic communication techniques and skills to…

Abstract

Purpose

Public relations practitioners worldwide are attempting to enhance the overall organization–stakeholder relationships by applying strategic communication techniques and skills to corporate social responsibility (CSR) management and communications. In this light, drawing on the prosocial motivation literature, this paper aims to investigate consumers’ implicit and explicit motivations for prosocial behavior, and how these two motivations interact to affect consumers’ willingness to contribute to CSR activities. Second, through the lens of sensemaking theory, this study evaluates the influence of successful prosocial behavior engagement on consumers’ perceptions of both self and companies’ prosocial identities, CSR authenticity and company evaluations.

Design/methodology/approach

This study adopts a dictator game experiment with 2 × 2 factorial design to gauge consumers’ prosocial behavioral response toward companies’ CSR communication with implicit and explicit motivations and to examine its effect on company evaluation.

Findings

In all, the results of this study suggest that implicit motivation, i.e. self-affirmation intervention, in CSR communication will cause consumers to donate more money to CSR programs; whereas explicit motivation does not exert an effect on consumers’ prosocial behavior. In addition, such donation will trigger consumers’ prosocial sensemaking process and lead to strong identification with the company, positive attitudes and behavioral intentions toward the company.

Originality/value

This study aims to build a consumer- and social cause-oriented CSR communication model, which maximizes the impact of CSR investments on consumer relationship building, business bottom line and social causes.

Details

Social Responsibility Journal, vol. 18 no. 8
Type: Research Article
ISSN: 1747-1117

Keywords

Article
Publication date: 4 November 2019

Ching-I Teng

Online games are popular electronic commerce platforms in which gamers use avatars to interact with others. Avatar identification (the extent to which gamers regard avatars as an…

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Abstract

Purpose

Online games are popular electronic commerce platforms in which gamers use avatars to interact with others. Avatar identification (the extent to which gamers regard avatars as an extension of themselves) is known to be related to online gamer loyalty. However, few studies have examined how avatars could be designed to enhance avatar identification and online gamer loyalty, indicating a gap. Therefore, the purpose of this paper is to contextualize self-affirmation theory into online gaming contexts, identified key theoretical elements and examined how they are related to avatar identification and online gamer loyalty.

Design/methodology/approach

This study surveyed 1,348 massively multi-player online role-playing game players, and their responses were analyzed using structural equation modeling.

Findings

The analytical results indicate that irreplaceability within a team and avatar customization are positively related to unique avatar image, while avatar customization is positively related to positive avatar image. Moreover, avatar physical attractiveness and avatar ability to achieve are positively related to positive avatar image. Both unique and positive images of an avatar (as perceived by the user) are positively related to avatar identification, and further to online gamer loyalty.

Originality/value

This study proposes new constructs: irreplaceability within a team, avatar ability to achieve, unique avatar image and positive avatar image. Such new constructs provide insights to aid electronic commerce managers in avatar design, thus instilling gamer identification with avatars, and thus loyalty.

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