I love the product but will you? The role of interpersonal attachment styles in social projection

Individuals often have a need to predict the preferences of others (e.g., offering a recommendation, gift giving). In doing so, it is not uncommon that individuals project their attitudes and preferences onto others. Extant consumer research literature related to social projection focuses largely on particular situational variables that influence social projection. The current research adds to a smaller body of consumer research which focuses on specific characteristics of consumers’ selves that may drive an individual's tendency to project his/her attitudes onto others. Specifically, the present paper explores an individual‐level moderator of social projection, namely, interpersonal attachment style. Across five studies, interpersonal attachment style, and attachment anxiety, specifically, is shown to influence social projection. In addition, the mechanism underlying this relationship is demonstrated. The results show that high (vs. low) anxious attachment individuals tend to naturally consider more counter‐valence attributes of a product, that is., liked attributes of a disliked product and disliked attributes of a liked product, and this availability of counter‐valence attributes lowers social projection. Important theoretical and practical implications are discussed.     

How to Become Central in an Informal Social Network: An Investigation of the Antecedents to Network Centrality in an Environmental SCM Initiative

Environmental supply chain management (SCM) initiatives often evolve as informal, grassroots efforts that are driven by policy entrepreneurs at lower management levels in an organization. These individuals usually are not in positions of power or authority to convince others to support the initiative. They thus rely on central positions in informal networks to gain access to and influence over other employees to be better able to sell these initiatives. This study examines how individuals arrive at positions of centrality within the networks surrounding environmental SCM initiatives. Linking social network theory and social capital theory with findings from the organizational behavior and environmental arena, the study investigates how an individual's proactive personality and commitment profile—affective, normative, and continuance commitment—might affect network centrality through the mediating role of championing behavior. Investigating the implementation of an environmental SCM initiative at a multinational enterprise, the authors identified a 90‐actor social network surrounding the initiative. The results provide evidence that championing behavior fully mediates the relationship between commitment and network centrality and to a lesser extent between proactive personality and network centrality. These findings suggest that championing behavior can enable an actor to become more central in social networks. Further, the results indicate that in an environmental SCM context, engendering the right type of commitment is a much more important driver of championing behavior than the proactive personalities of individual actors. This finding suggests that even employees who do not have proactive personalities can champion environmental initiatives and become central within the informal networks that surround these initiatives, if they strongly desire to support the initiative and believe that the initiative will lead to positive change.     

Organizational Humanizing Cultures: Do They Generate Social Capital?

An organizational culture can be defined as "Organizational Humanizing Culture" if it presents the following features: (1) recognition of the person in his or her dignity, rights, uniqueness, sociability and capacity for personal growth, (2) respect for persons and their human rights, (3) care and service for persons around one, and (4) management towards the common good versus particular interests. Current findings and generalized experience suggest that an organizational culture with these features tends to bring about trust and associability, which are basic elements for social capital (a sort of asset embedded in the relationships of individuals, communities, networks or societies).     

Website Interaction Network

The websites-based social network, as a social media, provides and shares abundant information via organizing users’ content and contacts, whereby users’ activities in the real world can be imaged to the websites. However, users’ content and contacts in real-world social networks cannot be detected easily. Herein, we construct a website interaction network to reflect the online social network, based on mapping relationships among websites, webpages, and attributes of a social event. This network reflects the social association relationships between websites of an event, which can be mapped to the users’ relationships in the real-world social network. In this article, we study the structural features of a website interaction network and, then, mapping of these features to the real-world social network. Further, we discuss implications for human behaviors, human relationships, and structure of human society. Experimental results show that the website interaction networks concerning popular social events have power-law scaling in degree distribution and exhibit small-world properties.     

The sociology of knowledge: Toward an existential view of business ethics

Business ethics is the study of ethics as it applies to a particular sphere of human activity. As such, business ethics presupposes a difference between an individual's experience within a business organization and his or her experience outside the organization. But how do we examine this difference? How do we discuss an individual's experience of “everyday reality”? What processes create and sustain this reality, and how does one's version of “reality” affect what is, and what is not, ethical? This paper outlines an approach to these questions based on theory from the sociology of knowledge, an approach which makes some progress towards making business ethics more existential. The sociology of knowledge, and particularly the social constructionist perspective, is concerned with how an institution creates “knowledge” and how this “knowledge” affects the cognitive processes of the individuals who make up the institution. The dialectic nature of the interdependent processes which shape both the individual and the organization are important in understanding how business ethics, as one kind of social knowledge, are enacted. Examining these processes leads to several interesting hypotheses about the nature of both the study and practice of business ethics. XXX“Only individuals have a sense of responsibility.” — Friedrich Nietzsche     

Green capital and social reproduction within families practising voluntary simplicity in the US

In this paper, we examine how parents in the US who practise voluntary simplicity enact family and social reproduction. Two key findings emerged. First, adult simplifiers in our study typically grew up within families that practised voluntary simplicity or frugality and transmit these consumption patterns to their own children. Second, simplifiers often struggle with other family members, friends and society over issues related to the tensions that emerge as they seek to simplify their lives while at the same time raising children who will not be ‘shunned’ by a mainstream, consumption-focused society. We conclude that parents who voluntarily simplify are able to maintain their social class status through redefining what it means to be middle class through the creation and utilization of ‘green capital’.     

Reasoning about Responsibilities: Mining Company Managers on What Stakeholders are Owed

Stakeholder theories propose that managers are responsible not only for maximizing shareholder value, but also for taking into account the well being of other parties affected by corporate decisions. While the language of stakeholder theory has been taken up in industries like mining, controversy remains. Disagreements arise not only about the apportionment of costs and benefits among stakeholders, but about who counts as a stakeholder and about how "costs" and "benefits" are to be conceived. This paper investigates these questions empirically by examining how managers in one mining company talk about corporate responsibilities and by analysing the explicit and implicit values systems and moral logics which inform this talk. The investigations discovered that while some claims by stakeholder groups were readily accommodated by managers, others were not. Analysis of the value frameworks employed by the mangers confirms the views of leading stakeholder theorists that stakeholder theory is grounded in the realities of management practice and behaviour.     

E-WoM and 2.0 Opinion Leaders

The arrival of the World Wide Web has intensified word-of-mouth communication. Thanks to consumers, information flows without geographical or temporal boundaries. The influence of the mass media has receded and that of the Web 2.0 has emerged with force. Opinion leaders are individuals who have become points of reference in these social networks. They exert influence and disseminate information, and they are a source of new ideas. This article presents a methodological procedure that combines the research of opinion leader 2.0 features with advances in social network analysis. In addition, some findings, further research, and managerial implications are discussed.     

Whistleblowers in Organisations: Prophets at Work?

This article argues that the study of biblical prophets offers a profound contribution to understanding the experience, role and attributes of whistleblowers. Little is known in the literature about the moral triggers that lead individuals to blow the whistle in organisations or why whistleblowers may show persistence against the harshness experienced as a result of their actions. This article argues that our understanding of the whistleblower??s work is highly informed by appreciating how moral values and norms are exercised by prophets in seeking to become agents for change. This article identifies three core implications that have practical and theoretical relevance. The first concerns how the whistleblowing activity challenges the established order of an organisation as this is comprised of institutional structures, policies and procedures. Institutions display an unusual fragility against the seemingly powerless individual who helps reveal the wrongdoing. By disclosing ??hidden?? knowledge concerning illegitimate intentions and actions, the seemingly powerless individual creates tension that has implications for the stability and order of the organisation. The second implication concerns the degree of social concern and the individual??s interpretation of morality. Whistleblowers, like prophets, display concern for moral values that have implications for the welfare of others, and which they seek to promote through their whistleblowing act. The third implication concerns the importance of agency. By taking a moral stance, the whistleblower assumes an important agentic role facilitating change through his/her intervention. Although such change is sudden and unpredictable it brings about new conditions for the organisation and its members.     

The Power of Social Network Construction and Analysis for Knowledge Discovery in the Medical Referral Process

The social network model is powerful enough to provide for the analysis and study of a variety of application domains from daily life, including health care and health informatics. After the widespread appearance of automated tools capable of deriving and analyzing social networks, social network analysis (SNA) and mining in the health care domain has recently received considerable attention for its key role in understanding how various bodies within the health care system form communities and how they are socially connected with each other. This understanding helps enhance the organizational structures and process flows, among others. In this article, we show how SNA techniques can solve issues in the medical referral system in the Canadian health care system and the like, by analyzing the social network of general practitioners (GPs) and specialists (SPs). One of the main targets is to optimize the communication between GPs and SPs with hopes of decreasing the waiting time of patients to be seen by SPs. Various SNA and mining techniques are described and analyzed, backed by reporting some experimental results.     

SMEs, Social Capital and the Common Good

In this paper we report on empirical research which investigates social capital of Small and Medium Sized Enterprises (SMEs). Bringing an international perspective to the work, we make a comparison between 30 firms located in West London and Munich in the sectors of food manufacturing/production, marketing services and garages. Here we present 6 case studies, which we use to illustrate the early findings from this pilot project. We identify differences in approach to associational membership in Germany and the U.K., with a greater propensity to "belong" to an official group in Germany. We distinguish clear sectoral similarities across the countries, and indications that certain personality types will seek out engagement and find time beyond busy work life schedules, often merging work/home/leisure life and friends. Some of our cases illustrate that formal institutions, networks and mutual relationships can develop social capital for the SME, although we should take care not to assume a universal win-win situation for those who are engaged and contribute to the common good. Some of the obstacles to co-operation and civic engagement are outlined.     

Social influence on sustainable consumption: evidence from a behavioural experiment

Although social influence on consumers’ behaviour has been recognized and documented, the vast majority of empirical consumer studies about sustainable products considers mainly, if not only, individual characteristics (socio‐demographic attributes, individual environmental attitudes, etc.), to explain the decision to buy sustainable products. Making use of experimental methods, this paper studies the social influence that peer groups like colleagues, family and friends may exert in the decision to choose for environmentally friendly products rather than conventional ones. We also test for different types of social influence, in particular for ‘herd behaviour’ vs. ‘social learning’. In our experimental setting, the relevance of peer effects is corroborated. We find clear evidence for ‘herd behaviour’ and the data indirectly support the presence of ‘social learning’ effects. The results also suggest heterogeneous impact of specific social groups.     

The Tragic Consumer: A Nietzschean Reading of Irremediably Unsatisfactory Consumption

This essay criticizes the romantic ethic of consumption (Campbell, 1987) from the tragic perspective (Nietzsche, 2006). By tragic, we refer to the constant tension between Apollo and Dionysius (Nietzsche, 2006, p. 47). It is suggested that the romantic ethic of consumption, which orders our existence, is associated with Apollonian ideals, thus, creating a protective and individuating illusion against the chaotic, the amorphous, and the contradictory—characteristics associated with the Dionysian. What has been considered as the romantic-Apollonian ethic of consumption promises to satiate our desires (Campbell, 2006), even though this is not possible since incompleteness is inherent to the individual (Freud, 1996, 1997). This ethic may prove frustrating for some consumers since the satiation of wills has a transient effect and the individual therefore remains in a state of desire. In cases like these, an alternative to the romantic meaning would be the adoption of a tragic conception of consumption, a conception consubstantiated in the knowledge of its uselessness as a strategy to recover a lost completeness. Thus, this article describes the figure of the tragic consumer, the one who knows the chaotic side of the act of consuming, but who reaffirms his or her will, either consuming—since he perceives that there is no escape from the logic imposed by consumption—or by choosing to abandon specific categories of goods that do not respond to the reiteration of his will. As a practical instance for the development of this critique, we have reflected on the phenomenon of category abandonment (Suarez & Chauvel, 2012).     

Individual differences in emotional contagion of salespersons: Its effect on performance and burnout

This article explores the emotional contagion hypothesis, proposed by Hatfield, Cacioppo, and Rapson (1994), in a sales context. Specifically, the emotional contagion hypothesis explains how the emotions of two people (e.g., salesperson and customer) during a conversation are transmitted from one to the other via facial cues, and that these emotions affect the outcome of that interaction. The emotional contagion hypothesis implies that there are definitive individual differences concerning whether someone is either sensitive to emotions from others or able to transmit his or her emotions onto others. This study explores whether these individual differences are assets or liabilities over the long term for salespersons in a sales organization. The data in this study show that a salesperson's ability to infect others with his or her emotions is an asset (because it can lead to higher performance). In addition, being sensitive to the emotions of others is an asset (it can also lead to better performance); at the same time it is a liability (because of the higher risk of burnout). This study further explores how emotionally sensitive salespersons develop burnout as a consequence of role stress, which then affects their performance. © 1997 John Wiley & Sons, Inc.     

All That Glitters is Not Gold: Digging Beneath the Surface of Data Mining

This article develops a more comprehensive understanding of data mining by examining the application of this technology in the marketplace. In addition to exploring the technological issues that arise from the use of these applications, we address some of the social concerns that are too often ignored.As more firms shift more of their business activities to the Web, increasingly more information about consumers and potential customers is being captured in Web server logs. Sophisticated analytic and data mining software tools enable firms to use the data contained in these logs to develop and implement a complex relationship management strategy. Although this new trend in marketing strategy is based on the old idea of relating to customers as individuals, customer relationship management actually rests on segmenting consumers into groups based on profiles developed through a firm's data mining activities. Individuals whose profiles suggest that they are likely to provide a high lifetime value to the firm are served content that will vary from that which is served to consumers with less attractive profiles.Social costs may be imposed on society when objectively rational business decisions involving data mining and consumer profiles are made. The ensuing discussion examines the ways in which data mining and the use of consumer profiles may exclude classes of consumers from full participation in the marketplace, and may limit their access to information essential to their full participation as citizens in the public sphere. We suggest more ethically sensitive alternatives to the unfettered use of data mining.     

Transplanting Social Capital to the Online World: Insights from Two Experimental Studies

The recent proliferation of computer networks has stimulated the emergence of thousands of online communities. Facebook, which has grown to 175-million users in five years and recently surpassed megasite MySpace to become the world's largest social networking site, is a classic example. As the importance of online communities continues to grow, a good understanding of their success factors for building and sustaining a community becomes crucial.

In this article, we apply social capital theories to examine the interactions among individuals and trust building at the initial development of an online community. Specifically, we postulate that offline social capital can be transplanted into an online community (small or large) to foster the development of trust and social norms that make a community thrive. We conduct two experimental studies: one in the context of real-world, small-scale online communities, and the other in the context of computer-simulated large-scale online communities. Results from these studies provide strong support for our proposition. We interpret these results and discuss their implications and contributions to theory and practice.     

Social influence and green consumption behaviour: a need for greater government involvement

ABSTRACT

Within the green marketing literature, there has been a tendency to focus on the individual when explaining green consumption behaviours (GCBs) rather than looking at the wider social factors that may influence green practices. The main objective of this article is to gain a greater understanding of how consumers’ GCBs are influenced by the social environment, within a social cognitive framework. A total of 20 individual interviews and 10 joint interviews took place with consumers who did not always behave in accordance with their pro-environmental values, and thematic analysis was used to analyse the data. Our analysis shows how consumers’ GCBs are influenced by other individuals; however, if we want to see a greater commitment to green consumption practices, government bodies need to take a more active role.     

Recognizing and Resolving Social Dilemmas in Supply Chain Public–Private Partnerships

The public–private partnership (PPP) is a popular strategy for creating global sustainable value. However, many PPPs struggle to realize their value‐added potential. Why do some public–private partnerships succeed while others fail, and how may those struggling succeed? Combining supply‐chain integration and social dilemma perspectives into the conversation of PPPs, we examine the dynamics and psychology of cooperation necessary for PPP success. Addressing the first part of our research question, we recognize three social dilemmas that can manifest while managing PPP supply chains: a give‐some dilemma, a take‐some dilemma, and a give‐or‐take‐some dilemma. To address the second part of our research question, we present a taxonomy of strategies resolving these PPP social dilemmas through the enhancement of trust, self‐efficacy, and social responsibility. We discuss implications for PPPs, supply‐chain, and social dilemma literatures.     

Understanding the role of social influence in piquing curiosity and influencing attitudes and behaviors in a social network environment

Social networks provide an innovative means for facilitating social influence as well as arousing consumer curiosity. However, research on how social influence impacts attitudes and behaviors in this context is limited. Further, even less research exists examining how curiosity impacts consumers’ behaviors, which is concerning since curiosity may be especially relevant in an online setting. To overcome these gaps, two studies were conducted which demonstrate that a consumer's curiosity toward a social network post is influenced by the group membership of the individual who created the post. In turn, curiosity leads to more positive attitudes toward the experience described or represented in the post, which leads to higher intentions to undertake that experience. Additionally, consumer susceptibility to interpersonal influence is found to moderate the relationship between group membership and curiosity. If susceptibility to interpersonal influence is strong enough, content posted by a dissociative group member can also arouse curiosity and positively influence attitudes and behavioral intentions.     

Weaving network theory into effectuation: A multi-level reconceptualization of effectual dynamics

This paper positions effectuation as a network-driving and network dependent phenomenon and suggests that understanding networks and network processes is essential to understanding the dynamics of effectuation. We argue that the implementation of effectuation is influenced by the nodal, relational, and structural characteristics of pre-existing and emerging networks, and by the processes through which these networks come about. We use these arguments to develop a multi-level, multi-theoretical reconceptualization of effectuation that provides for distributed agency and collective cognition of network members. We allow for the simultaneous and interactional use of effectual and causal logics, as well as the co-construction of knowledge, identity, and social capital within and across network levels. Our model also addresses changing uncertainty as opportunities develop, nuances of effectual interactions, and evolving market dynamics. Our propositions and reflections offer directions for further studies at the intersection of network and effectuation research.Executive summaryThere is little doubt that effectuation is reshaping how we think about entrepreneurial cognition and behavior. A core argument is that under conditions of uncertainty, entrepreneurs can co-create opportunities by collaborating with other willful agents. This moves us away from classical views of entrepreneurship and positions effectuation as a network-driving and network-dependent phenomenon. Yet, recent debate highlights that effectuation research has paid insufficient attention to the network of external parties involved. As a result, although the extant model of effectuation recognizes the importance of networks, our understanding of the relationship between effectual logic and entrepreneurial networks is far from complete.Several theoretically important and practically relevant questions arise from this knowledge gap. For example if we think about network development, how are potential stakeholders brought to mind and persuaded to commit if end-points and stakeholder preferences are both unknowable? What are the characteristics (i.e. structure, content and governance) of the networks that emerge through these commitments? Reciprocally, how do the characteristics of the emerging network influence effectual processes and outcomes?In this paper, we begin to address this line of questioning by considering effectuation not only at the level of the individual but also through lenses reflective of the three levels of analysis commonly adopted in network research: i) dyadic relationships, ii) the entrepreneurial network, and iii) the market more generally. While we attend to pre-existing networks (the constitution of which is likely to affect the probability of adopting effectual logic), our focus is on linking the individual and emerging networks across these levels.At the level of the individual, we break from prior effectuation research and ascribe new and influential roles to entrepreneurial ideas and instrumental mindsets in focusing an entrepreneur's attention on particular relationships (i.e. the cognitive activation of a cohesive network involving interested and persuadable individuals). At the level of the dyad, we suggest the very nature of interactions between actors can influence individual choice of logic. We specify that stakeholders will expect signs of process legitimacy (e.g. cognitive flexibility on the part of the entrepreneur) before making effectual commitments. We also move away from assumptions about altruistic behavior to suggest that power and influence will accrue to stakeholders whose resources are at risk and/or perceived by others to resolve uncertainty. At the level of the entrepreneurial network, we link effectuation to a brokerage orientation (tertius iungens) that enhances inclusiveness surrounding means and collective cognition. Moreover, we move beyond the narrow view of facilitating and constraining factors portrayed in the effectuation literature to argue that (e.g.) i) with respect to network content, resource specificity will shape possible futures; ii) with respect to governance, trust, supported by social mechanisms will predominate; and, iii) with respect to structure, specific network characteristics will be more supportive of certain aspects of effectuation than others (e.g. cohesive networks are more supportive of collaboration, but may limit the flexibility needed to embrace contingencies). At the market level, we posit that on the one hand, institutions will shape effectual processes. On the other hand, effectual processes are more likely than causal processes to create new institutions and/or supplant existing institutions.Overall, our study contributes to the understanding of both effectuation and networks by offering a multi-level, multi-theoretical re-conceptualization of the dynamics of effectuation. Our arguments should spur research in at least three interdependent areas: i) uncertainty and individual cognition; ii) network processes surrounding interactions and commitments; and iii) the contingent effects of network characteristics on effectuation. For practitioners, our insights should help shape thoughts about i) who to interact with in the face of uncertainty; ii) what stories to tell and how to deal with image management; iii) what to expect during negotiations; iv) how to broker relationships to enhance the ‘co’ in ‘co-creation’; and moreover, v) what network characteristics might facilitate or constrain their efforts.