Compulsive buying: Concept and measurement

This article investigates the probable causes of compulsive buying, proposes a conceptual framework to explain the phenomenon, and develops an appropriate measuring scale. The results of the analysis testify to the reliability and validity of the scale which was administered to 76 consumers.

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Begriffliche und empirische Erfassung von zwanghaftem Kaufverhalten

Zusammenfassung Der Beitrag behandelt zwanghaftes Kaufverhalten als einen besonderen Verhaltenstyp, der aus dem Zusammenwirken dreier Kräfte erklärt wird, nämlich erstens einer starken emotionalen Aktivierung, zweitens einer hohen kognitiven Kontrolle und drittens einer hohen Reaktivität. Der wichtigste Unterschied zwischen zwanghaftem und impulsivem Kaufverhalten wird in den kognitiven Vorgängen gesehen, die eine Person dazu führen, die Wiedererlangung des affektiven Gleichgewichtes mit einem Kaufakt zu assoziieren. Genauere Unterschiede zwischen verschiedenen Kaufverhaltenstypen bietet Figur 1. Die Zusammenhänge, die zur Entstehung von zwanghaftem Kaufverhalten führen, werden in Figur 2 gezeigt. Aus diesen Zusammenhängen ergeben sich drei Hypothesen, die empirisch geprüft werden:1. Der zwanghafte Käufer ist im allgemeinen in höherem Maße ängstlich als ein durchschnittlicher Käufer. 2. Der zwanghafte Käufer hat tendenziell ein schwächeres Selbstbewußtsein. 3. Der zwanghafte Verbraucher hat häufiger ein Elternteil mit mißbräuchlichem Verbraucherverhalten.Zur Prüfung dieser Hypothesen wird eine Skala entwickelt, die in Tabelle I beschrieben ist und deren Reliabilität und Validität sich als befriedigend erweist. Außerdem dürfte sie eindimensional sein. Die Daten, die von 38 zwanghaften Käufern und einer gleichgroßen Zahl von durchschnittlichen Käufern stammen, stützen die erste und die dritte Hypothese, die zweite Hypothese konnte nicht bestätigt werden.

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Gilles Valence and Alain d'Astous are Professors of Marketing, and Louis Fortier a graduate student, at the University of Sherbrooke, Sherbrooke, Québec J1K 2R1, Canada. The authors would like to thank Mr. Claude Sevigny (A.C.E.F. Estrie) and Mr. Claude Boucher (C.L.S.C. SOC), as well as Mrs. Monique Croteau, for graciously helping to track down compulsive buyers.This paper was first presented at the XVIIth Annual Conference of the European Marketing Academy, Bradford, England, April 5–8, 1988. A French version of the paper will be published in Recherches et applications en Marketing.     

The greening of the EC agrochemical market: Regulation and competition

This paper analyses the process of harmonisation of national pesticides regulations in the EC. One of the outcomes of this process was, in 1991, the adoption of an EC regulation which includes new environmental requirements for pesticides to be sold on the EC market. This regulatory process shows an example of trade-off between competition policy and environmental policy. After having described the competition in the agrochemical sector, the paper examines this trade-off in two ways. Firstly, the behaviour of industrial interest groups throughout the process and their influence in the devising of the regulation is considered. Secondly, the impact of competitive issues on the implementation of part of the 1991 regulation (i.e. the re-registration of old pesticides commercialised in the EC) is analysed. This case study confirms some general results of the regulatory capture theory but it also points out some limits of these theories: firms seemed to be much more sensitive to negative pay-offs than to positive ones when deciding to become involved in this regulatory process. A second insight brought up by this case study concerns the link between competition policy and environmental policy and its influence on the efficiency of the latter. Environment-competition trade-off in the agrochemical sector confronts the regulator, when it adopts environmental policy, with two risks: a risk of changing the structure of the industry (from a differentiated and innovative one to a commodity one) if the regulator does not provide sufficient pay-offs for environmental R&D costs, or a risk of allowing part of the industry to increase monopoly rents. Both risks would affect environmental efficiency, either by reducing the innovation in the sector or by over-protecting ‘greener’ pesticides from competition on price.     

Making Conditional Cash Transfer Programs More Efficient: Designing for Maximum Effect of the Conditionality

Conditional cash transfer programs are now used extensivelyto encourage poor parents to increase investments in their children’shuman capital. These programs can be large and expensive, motivatinga quest for greater efficiency through increased impact of theprograms’ imposed conditions on human capital formation.This requires designing the programs’ targeting and calibrationrules specifically to achieve this result. Using data from theProgresa randomized experiment in Mexico, this article showsthat large efficiency gains can be achieved by taking into accounthow much the probability of a child’s enrollment is affectedby a conditional transfer. Rules for targeting and calibrationcan be made easy to implement by selecting indicators that aresimple, observable, and verifiable and that cannot be manipulatedby beneficiaries. The Mexico case shows that these efficiencygains can be achieved without increasing inequality among poorhouseholds.     

Goal Multiplicity and Innovation: How Social and Economic Goals Affect Open Innovation and Innovation Performance

Integrating insights from the strategic goal literature and the knowledge‐based view of the firm, this article proposes that the pursuit of social and economic strategic goals by commercial firms affects their innovation performance through different knowledge sourcing activities. The strategic goals, knowledge sourcing practices, and innovation performance of 1257 Belgian firms are investigated. Results show that both social and economic strategic goals are associated with the use of external information sources, but only the pursuit of social goals inspires firms to engage in external collaboration. No evidence is found of an inherent conflict between social and economic strategic goals. Instead, the two types of goals are independent of each other, that is, an emphasis on social goals does not preclude an emphasis on economic goals and vice versa. Moreover, firms’ external knowledge sourcing and innovation performance benefit most when strongly held social goals align with strongly held economic goals. These findings offer new insight into the nature and the effects of goal multiplicity among commercial firms. They open up a new perspective on the potential positive effects of the joint pursuit of social and economic strategic goals instead of seeing them as inherently conflicting, as past research has typically done. We illustrate how social strategic goals can deliver unique benefits to a firm, independently of and in addition to economic strategic goals. Our findings also contribute to the open innovation literature by revealing strategic goals as a driver of firms’ knowledge sourcing practices. Our findings suggest that solely emphasizing economic goals may be one reason why firms struggle to implement open innovation practices and do not reap their full benefits. The practical implications of our research are discussed.     

Global,Local, or Regional? The Locus of MNE Strategies

This paper provides an overview of the main insights arising from the ‘regional strategy’ literature. It also develops the contours of a new, rich research agenda for future international strategy scholarship, whereby the region should be introduced as an explicit, third geographic level of analysis, in addition to the country‐level and the global level. Regional strategy analysis requires a fundamental rethink of mainstream theories in the international strategy sphere. This rethink involves, inter alia, internalization theory, with its resource‐based view and transaction cost economics components, as well as the integration (I) – national responsiveness (NR) framework.     

When Passion Fades: Disentangling the Temporal Dynamics of Entrepreneurial Passion for Founding

This study examines how and why entrepreneurial passion for founding changes over time. In particular, we propose that in the founding phase of a venture's lifecycle entrepreneurs’ founding identity centrality will remain stable over time. We also propose, however, that in our sample and time period studied, entrepreneurs’ intense positive feelings for founding will decrease over time. On the basis of theories of positive illusion, self‐regulation and role theory, we further hypothesize that venture idea change, change in role ambiguity and entrepreneurs’ feedback‐seeking behaviour are factors that help explain the rate of change in entrepreneurs’ intense positive feelings for founding. Using a three‐wave longitudinal research design, we find that among a sample of 112 entrepreneurs’ identity centrality does not change over time, whereas intense positive feelings for founding decrease over time. Moreover, the more entrepreneurs change their venture ideas, the weaker their decrease in intense positive feelings. Further, we show that entrepreneurs who frequently seek feedback suffer less from reduced positive feelings in response to higher increases in role ambiguity as compared to entrepreneurs who seek less feedback.     

Humanitarian Negotiation to Protect: John Rabe and the Nanking International Safety Zone (1937–1938)

In the late months of 1937 and in the beginning of 1938, John Rabe, German CEO of Siemens China, engages in humanitarian negotiation with many actors, as the Japanese troops approach and then occupy Nanking, the capital city of Nationalist China. His responsibility as a leader and negotiator is guided by one purpose—the protection of the Chinese poorest of the poor. It motivates him in all his negotiation moves, whether he leverages principles, values, needs, interests, relationship and culture to persuade his interlocutors. The ten humanitarian negotiation situations that he faces suggest a three-step process: a planning stage to create a safety zone, an implementation stage to operationalize it and, finally, an exit stage to properly end the mission. Rabe’s ongoing questioning and doggedness, as well as that of the other twenty-one members of the International Safety Zone Committee, made a difference to protect 250,000 Chinese men, women and children. At the time, his heroism owed him the honored name of a living Buddha, and, sixty years later, of “The Schindler of China.” He was a pioneer of the responsibility to protect, and of corporate social responsibility.     

Transfers in Spanish State Retirement Pensions

A central issue in the recent reforms of state pensions in Spain has been to increase the proportionality between contributions and benefits along actuarially fair lines. The aim of this paper is to quantify the transfer component of social security retirement pensions, with transfer being understood as the difference between the pension effectively received and that which would be received under a system of actuarial fairness. The analysis is placed within a life-cycle framework, with particular reference to the distributive effects by income level. The results show that, in the past, there was a marked bias in favour of the objective of intergenerational and intragenerational redistribution, to the detriment of the objective of income insurance. This paper examines the factors that determine the final value of the transfer component within the entire Spanish pensions system.