Status Has Its Privileges: The Psychological Benefit of Status‐Reinforcing Behaviors

Many firms use loyalty programs to stratify their customers into status tiers and reward those with high status with special privileges. This research documents how consumers with high status willingly incur a cost to utilize the exclusive privileges, termed “status‐reinforcing behaviors,” that accompany their high status because doing so reinforces their high‐status identity. They do so in the absence of threats to their high status or self‐worth and also in the absence of an opportunity to conspicuously signal their high status to others through face‐to‐face interactions. This suggests that the behavior is undertaken neither for compensatory nor conspicuous reasons. Across two studies, results indicate that consumers who hold high status in a loyalty program engage in “status‐reinforcing behaviors,” even when doing so offers no material or conspicuous signaling benefit and in fact causes them to incur some costs. Engaging in status‐reinforcing behaviors yields a distinct psychological outcome—elevated feelings of prestige. Results indicate that when high status is made salient, individuals demonstrate a greater propensity to engage in status‐reinforcing behaviors. However, individuals who have a reinforced sense of status (i.e., already validated their high‐status position) are less likely to engage in status‐reinforcing behaviors, which suggests that utilizing status privileges does serve as a reinforcing behavior, even in the absence of a status threat.     

Coping with Time Pressure and Stress: Consequences for Families’ Food Consumption

This study explores the coping strategies that families apply when under time pressure and stress (time stress), and how such strategies affect food consumption at dinnertime. The data were based on photo interviewing methodology with a sample of 12 Norwegian children (ages seven and eight) and their parents. In this case, the children were asked to take photographs during their dinners at home and while shopping for groceries with their parents. The findings show that the most dominant explanation for time stress was the children’s participation in sport activities. In this regard, the families applied several coping strategies, such as skipping dinner and eating snacks instead, consuming convenience food, avoiding preference conflicts, planning for healthy dinners, involving children and grandparents in food preparation, and practising compensatory health beliefs and behaviours. This might be the first study that identifies parents’ use of compensatory health beliefs to justify children’s diets. More specifically, the parents stated that the children’s high activity levels could compensate for unhealthy food consumption. The strategies that were applied had varying influences on the families’ food consumption, depending on the parents’ confidence in cooking and meal-planning skills. It was found that parents with high confidence and skills were more likely to make healthy cooking a priority. Consequently, they served more healthy dishes at dinnertime, compared with other parents. Unlike previous studies, the findings indicate that children’s active lifestyles might not be directly related to healthy diets.     

Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations

The effectiveness of threats in negotiations was examined by exploring two factors likely to affect it: implicitness, or the extent to which the threat mentions what action the perpetrator would take if the target does not comply; and timing, or the time when the threat is stated. Participants were given a negotiation scenario that differed only by the nature of the threat made by their counterpart. The design was a 2 (implicit vs. explicit threat) × 2 (early vs. late threat) factorial design with a control condition (no threat). The study showed that early-implicit and late-explicit threats were both more likely to elicit concessions than early-explicit and late-implicit threats. The two more effective threats were also the ones that made the perpetrator seem less aggressive. Further, perceived credibility mediated the positive effect that late-explicit threats had over late-implicit threats in eliciting concessions. These results support the claim that whether making the threats sanction implicit is effective depends on its timing, as the nature of bargaining moves and perceptions varies over time (Pruitt 1981). They suggest that the way in which a threat is stated may dramatically influence its effect on the target.     

Perceptions that matter: perceptual antecedents and moderators of healthy food consumption

Unhealthy eating patterns present in most Western countries pose a serious threat to economic welfare and have severe consequences for the health and quality of life of the individual consumer. The purpose of this paper is to develop and test a conceptual model for understanding how health authorities and marketers can affect consumption of healthy food – and ultimately body mass index (BMI) – by addressing perceptual antecedents of consumers' involvement and health competencies. A qualitative (n = 16) pilot study and a consumer panel survey (n = 599) assisted in completing this task. The obtained structural equation modelling results confirmed that increasing consumers' competencies concerning healthy food consumption may improve the healthiness of their food behaviour, and ultimately reduce their BMI. Notably, these effects may occur even for consumers who perceive healthy food consumption to be a challenge. Our results also revealed that it may be problematic to improve health competencies for food consumers who are less involved in healthy food consumption. However, our study shows that two perceptual factors, ‘personal food identity’ (the extent to which consumers believe that their health identity is linked to their food behaviour) and ‘unhealthy food taste belief’ (the extent to which consumers believe that unhealthy food is more enjoyable and tastier than healthy food), may assist health authorities and marketers in increasing consumers' involvement in healthy food consumption.     

Perception of food safety and changes in food consumption habits: a consumer analysis

The relationship between seven types of food safety concerns and the corresponding change in food consumption habits of 236 households in Georgia, USA was evaluated. Results showed a gap between food safety concerns and food consumption habits. Gaps were particularly evident in the cases of pesticide residues, animal drug residues, growth hormones and bacteria. For example, more than 54% of sample households were extremely concerned about pesticide residues, but only 35% actually took extreme precaution in buying items considering this perceived threat. The study indicated that educating consumers about preventive methods to reduce food safety threats will lead to reduced concerns and changes in food consumption habits.     

What makes people choose within-domain versus across-domain compensation following a self-threat? The role of self-verification motives

ABSTRACT

Consumers who experience a psychological threat may compensate by acquiring a product that directly boosts the threatened aspect of their self-concept (i.e., within-domain compensation), or they may compensate by acquiring a product that boosts an unrelated aspect of their self-concept (i.e., across-domain compensation). The current research investigates how self-verification motives influence consumers’ preference between these two compensation strategies. In two studies, participants with a self-verification motive displayed an increased preference for within- (vs. across-) domain compensatory products following a self-threat. Underlying this effect, those with a self-verification motive reported a greater desire for products that re-confirmed the threatened domain of their self-concept.     

Strategic Framing: A Study of the Antecedents of Threat and Opportunity Perceptions

A model of the antecedents of managers' perceptions of market situations as threats or opportunities (strategic framing) is examined in order to explore possible explanations for managers' tendency to overlook threats and opportunities which arise due to changing market conditions. The results indicate that threat and opportunity are not polar opposites, as assumed in the literature, and that threat and opportunity perceptions have different causes. Implications of the findings for enhancing the responsiveness of firms to changing market conditions are discussed.Walter K. Koch Chair in Entrepreneurship     

The Effects of Advertising,Social Influences,and Self-Efficacy on Adolescent Tobacco Use and Alcohol Consumption

Exploring the simultaneous effects of key variables on the unhealthy consumption behavior of adolescents, two studies focused on the relative effects of advertising, parental and peer influence, and self-efficacy on adolescent tobacco use and alcohol consumption. The results suggest that (1) advertising effects are largely neutralized by parental and peer influence; (2) peer and parental influence strongly predict adolescent tobacco use and alcohol consumption; and (3) self-efficacy is a weak predictor of both adolescent risk behaviors.     

Threat Interpretation and Innovation in the Context of Climate Change: An Ethical Perspective

The ability of managers to identify and interpret challenges in the external environment is one of the micro-foundations of dynamic capabilities. The underlying literature on strategic issue interpretation suggests that interpreting environmental challenges as opportunities rather than threats is more likely to lead to proactive and innovative responses, but there are also potentially positive effects of threat interpretation, for instance high levels of commitment and risk-seeking behaviour. In this paper, I use the context of climate change to explore the link between threat interpretation and innovation in more detail. I use exploratory cluster analysis and illustrative case studies to develop a set of propositions to explain when threat interpretation can in fact encourage innovation. I identify two ethical mechanisms that positively mediate the relationship between threat interpretation and innovation: enlarged concept of responsibility to society and moral legitimacy. The paper contributes to the literature by identifying the importance of ethics in linking managerial interpretation to innovation, particularly in the context of global environmental and social challenges.     

Decision Support for Air Warfare: Detection of Deceptive Threats

This article describes an empirical study of the effectiveness of a decision support system called TADMUS. TADMUS is an acronym for Tactical Decision-Making Under Stress. The TADMUS DSS was developed at the Space and Naval Warfare Systems Center in San Diego.The TADMUS HCI was designed to mitigate the limitations of human cognition in the following 3 areas: perception, attention, and memory. We expected that decision makers would be better able to recognize deceptive threats if they used a compensatory decision aid that mitigated the effects of their cognitive limitations.Our participants were 90 US Navy officers who were enrolled at the Surface Warfare Officer's School. The participants were formed into 15 teams of six to perform the experimental task. Each team performed a total of three 25-minute threat detection scenarios. Eight of the teams had the aid of the TADMUS DSS, and 7 teams used the current US Navy training system called TASWIT.Teams performed significantly better at detection of deceptive threats when using the TADMUS DSS. We concluded that the design approach was successful.     

Explaining variation in conspicuous luxury consumption: An individual differences' perspective

This article examines the impact of various individual differences on consumers' propensity to engage in two distinct forms of conspicuous (publicly observable) luxury consumption behavior. Status seeking is an established driver, but other managerially relevant drivers can also explain conspicuous consumption of luxuries. The study develops and empirically confirms a conceptual model that shows that bandwagon and snobbish buying patterns underlie the more generic conspicuous consumption of luxuries. In addition to status seeking, the self-concept orientation regulates which of these two patterns is more prominent. Both susceptibility to normative influence and need for uniqueness mediate the influence of self-concept. The modeled psychological constructs explain a large part of the variance in conspicuous luxury consumption patterns and can be used as input in the development of marketing strategies.     

Perceived threats of terrorism and job performance: The roles of job-related anxiety and religiousness

This study investigates the relationship between employees' perceptions of the threat of terrorism and job performance, as well as a potential mediating effect of job-related anxiety and a moderating effect of religiousness on this relationship. Multisource, time-lagged data from employees and their supervisors in Pakistan reveal that an important reason that perceived threats of terrorism diminish job performance is the anxiety that employees experience at work. Employees' religiousness buffers the negative effect of perceived threats of terrorism on job-related anxiety though, such that the relationship is mitigated when their religiousness is high. Finally, the results indicate the presence of moderated mediation: the indirect effect of perceived threats of terrorism on job performance is not as strong at higher levels of religiousness. In external environments in which terrorism presents a credible threat, organizations can therefore consider the religiousness of their employees as a resource for countering their anxiety.     

To Choose (Not) to Eat Healthy: Social Norms,Self‐affirmation,and Food Choice

With the rise of obesity in America, especially within the African‐American community, it is essential to identify strategies to encourage healthier food choices. Limited research has examined what, apart from socioeconomic indicators and targeted marketing, affects African Americans’ food choice. The current research explores how a self‐focus or racial group‐focus, in the absence of explicit eating‐norm primes, social influence, and identity threats, affects food choices and this varies by race. A group‐focus leads African Americans (Caucasians) to demonstrate unhealthy (healthy) food choices. On the contrary, a self‐focus leads African Americans to demonstrate healthier preferences while there is no change in Caucasians’ food preferences. Additionally, the current research shows how self‐affirmation, in the absence of threat, can be an effective mechanism for behavior change, for both African Americans and Caucasians. Affirming valued self‐attributes, after a group‐focus, leads to healthier food choices for individuals of both races. These findings are important as they may help identify ways to increase healthier nutrition choices in general and specifically for African Americans. Potential marketing strategies are discussed.     

The State of Risk Assessment Practices in Information Security: An Exploratory Investigation

Risk in Information Systems Security can be defined as a function of a given threat source's exercising a particular vulnerability and the resulting impact of that adverse event on the organization. Risk management is the process of identifying and assessing risk and taking steps to reduce it to an acceptable level given the costs involved in doing so. The major activity within risk management is the risk assessment process. The objective of this research is to assess the current state of practice in conducting risk assessments for information security policy management. Results from an exploratory survey of U.S. headquartered firms indicate that increased frequency of conducting risk assessments, the use of quantitative measures of likelihood of loss, and more complete asset inventories correspond with higher levels of user satisfaction and perceived usefulness, although many companies choose not to engage in this level of practice or to only go part way. Additionally, respondents reported substantial difficulty in identifying threats and estimating loss, indicating that much can be done to improve the current state of practice.     

Consumption to compensate for the feeling of “loss of ownership of self” Women’s journeys through the liminal transitions of marriage

This interpretive study derives a conceptual framework explaining how Indian women experience a loss of self through the transformational event of marriage. The self-discrepancy of losing one’s self motivates these women to renegotiate their sense of self through consumption. Data were collected through 76 in-depth interviews analyzed by a constant comparative method and grounded theory. Our research question is to what degree and in what ways do women in India experience a loss of self upon marriage and, if they do, through what consumer practices (if any) do they attempt to compensate for this feeling of loss? Analysis revealed three common stages in Indian women’s married life (1) marriage as a life transitional event inducing liminality (2) loss of Self: dissonance (3) compensatory consumption as a response to dissonance. Our research contributes to life cycle theory by focusing on liminal transitions. We find that self is a possession that women can lose after marriage in India. Based on these findings we argue that understandings of identity and life cycle must be amended to consider self-discrepancy and coping processes. We develop a model of consumption that results from a perceived loss of self. This is all part of a process of self-identity reconstruction. We also expand psychological ownership theory to include ownership of self.     

Do you want to talk about it? When word of mouth alleviates the psychological discomfort of self‐threat

When consumers experience a self‐threat due to receiving negative information that calls the positivity of their self‐concept into question, psychological discomfort ensues, motivating consumers to seek a resolution. This research examines how consumers use word of mouth to overcome this discomfort and cope with a self‐threat. The psychological discomfort associated with a self‐threat generally influences consumers to refrain from spreading word of mouth in order to avoid the potential for further negative evaluations. However, a self‐threat can encourage the spread of word of mouth if consumers perceive a brand as possessing attributes positively associated with the threatened aspect of the self, signaling sufficiency in the threat domain. Furthermore, this research demonstrates that spreading word of mouth about a brand that signals sufficiency in the threat domain is an effective coping tactic that alleviates the psychological discomfort caused by the self‐threat. Overall, the present research deepens the current understanding of the relationships among self‐threat, symbolic brands, and word of mouth by revealing that a brand's symbolic associations shape the effect of the self‐threat on word of mouth.     

Consumption coping strategies and well-being among refugee consumers

This paper aims to provide new insight into refugee consumers' adaptation to stress with a particular emphasis on consumption coping strategies and well-being. Drawing on the appraisal-coping theory, this paper proposes a theoretical framework relating stress to coping responses and refugee well-being. Social support is also introduced in the framework as a moderator. Examining the interplays between these concepts provides a comprehensive view of how changes in consumption patterns occur and how they affect refugee well-being. Insights from this paper suggest that consumption activities could be viewed as responses of adaptation to chronic and acute stress. To adapt to new circumstances and reduce their stress, refugee consumers could engage in adaptive consumption coping or maladaptive consumption coping (i.e., compulsive and impulsive consumption), which in turn affect their psychological and physical, family, and economic well-being. The paper contends that service support moderates the relationships between stress, coping responses, and refugee well-being.     

To Choose or to Reject: The Effect of Decision Frame on Food Customization Decisions

Food retailers increasingly allow consumers to customize their food by either choosing items from available options or rejecting items from a pre-prepared set of options. In this study, we examine the effect of these two decision frames (choose vs. reject) on consumers’ food customization decisions. Specifically, we depart from the previous literature's focus on the quantity of items and examine the effect of decision frames on the nature of items included in the customized food. The results of a series of studies show that decision frames influence the relative number of healthy versus unhealthy items included in the customized food, and that this influence is further contingent upon the valence of the food to be customized (e.g., “healthy” salad or “unhealthy” pizza).     

Does Service Employees’ Appearance Affect the Healthiness of Food Choice?

Derived from previous research on social influence on food consumption and social comparison theory, this article examines the effect of service employees’ appearance on consumers’ food choice using an experimental study, involving a video manipulation and eye‐tracking technique. The video shows a menu being proffered by a waitress whose degree of apparent healthiness varies (healthy, overweight, unhealthy lifestyle). The menu contains both healthy and unhealthy meal alternatives. The analysis of participants’ eye movements demonstrated that exposure to the overweight employee did not stimulate greater (i.e., earlier or longer) attention to unhealthy meal alternatives, whereas exposure to the employee who displayed an unhealthy lifestyle did. These findings have social and managerial implications: The postulated stigma according to which the presence of overweight others encourages unhealthy eating appears questionable. Service providers that might secretly hire according to body weight have no grounds to do so. In contrast, employees signaling an unhealthy lifestyle through their style choices prompt patrons to pay more attention to unhealthy meal alternatives. Food service providers might want to take this factor into consideration and actively manage the aspects that can be altered by simple measures.     

The Cinderella moment: Exploring consumers' motivations to engage with renting as collaborative luxury consumption mode

Past literature argued that the purchase of luxury goods is driven by people's motivation to conform or fit into our economic and social system. In this study, the authors focus on a new aspect of consumption, that is, renting instead of purchasing luxury goods, backed by the emerging opportunities of sharing economy platforms. Drawing upon the analysis of spontaneous consumers' online communications (in the form of tweets), this study aims to investigate the motivations to engage with luxury garment renting within a collaborative consumption context. To this end, a series of automatic content analyses, via two studies, were conducted using the tweets posted with respect to the Run the Runway collaborative consumption platform. Results demonstrate consumers' increased willingness to show their social status through renting rather than owning luxurious apparel based on five main motivators (need to wear new clothes for a special event, inspirations created by the products/brands, possibility to explore a new way of consuming luxury goods, need to make more sustainable choices, and to increase the life cycle of each luxury product). The implications of these findings are discussed, while they pave the way for future research in collaborative consumption of luxury retailing.