Modeling inflation-induced adaptive behaviors

Predicting consumers' responses to inflationary pressures has been a dominant research area in psychology, economics, and marketing. The present study attempts to model consumers' inflation-induced adaptive behavior using demographic, shopping patterns, and attitudes as predictors. Also, the present study is not limited to purchase behaviors. Rather, inflation-induced adaptive behaviors are examined for the purchase, preparation, and consumption of necessity goods (food items) involving a relatively low expenditure per purchase but a relatively high annual expenditure.     

Computer-based adaptive testing in 1991

Tests, questionnaires, and inventories can advantageously be administered by computer. The use of item response theory (IRT) is described, and its application to making the instruments adaptive. Practical aspects of adaptive tests are discussed, including timing and safeguarding. Adjustments can be made for mastery tests. More elaborate partial-credit models are needed for items with more than two response alternatives.     

Hong Kong as a complex adaptive system

In this contribution, the post-war economic development of Hong Kong is considered from a complexity theory perspective. It is argued that over the last 50 years Hong Kong has displayed many of the signature qualities of a complex adaptive system in its transformation from dusty entrepot port to the secondwealthiest Asian economy. Insights from theories of complexity are used to shed light on a range of empirical phenomena. In contrast with the orthodox laissez faire account of Hong Kong's ascendancy, a complexity based explanation can be used to account for the presence of endogenously induced systemic disruptions and does not discount the role of external intervention in those areas of the economy prone to escalating feedback.     

Advertising and behavior control

Advertisers often have been accused of using techniques which manipulate and control the behavior of consumers and hence violate their autonomy. Some of these techniques are puffery, subliminal advertising, and indirect information transfer. After examining both criticisms and defenses of such practices, this paper presents an analysis of four of the concepts involved in the debate — the concepts of autonomous desire, rational desire, free choice, and control. Applying the results to the case of advertising, it is shown that advertising cannot be found guilty of intrinsically or frequently violating the consumer's autonomy in any of the relevant senses of this notion.     

Demographics in consumer behavior

Four criticisms against using socioeconomic and demographic (SED) factors in consumer behavior are reviewed: dissatisfaction with models of consumption behavior developed by economists and sociologists, obsolescence of SED factors in mass consumption societies, poor predictions produced by SED factors, and a grass-is-greener attitude held by consumer researchers. The insights offered substantially hurt the validity of these criticisms. Strategies for better theory and research in consumer behavior using SED factors are described.     

How product innovators can foreclose the options of adaptive followers

INTERNATIONAL MARKET ENTRY AND DEVELOPMENT: STRATEGIES AND MANAGEMENT by Stephen Young, James Hamill, Colin Wheeler and J. Richard Davies (Harvester Wheatsheaf, Hemel Hempstead, 1989), 305 pages. ISBN 0–13–471517–9     

Completion deadlines,adaptive learning assignments,and student performance

The authors examine effects on student performance, from applying different deadline strategies to online assignments in face-to-face principles of macroeconomics courses. Students in one section were required to complete weekly adaptive learning assignments. Students in the second section were required to complete the adaptive assignments only before each of the three exams administered in the course, thereby giving students more control over when to complete them. The findings show that the presence of rigid deadlines detracted from student participation with the adaptive learning assignments. However, the assignments contributed positively to performance in the traditional assessment categories of homework and exams.     

A personal construct analysis of adaptive selling and sales experience

Customer orientation is a key to successful marketing strategies. In personal selling, customer orientation has been shown to be related to the quality of the customer-salesperson relationship (Saxe & Weitz, 1978). Adaptive selling (Weitz, Sujan, & Sujan, 1986) is a theoretical perspective that suggests sales performance is related to salespeople's ability to shift their customer orientation, by adapting their behavior to different customers in different situations. This article presents personal construct theory (Kelly, 1955) as a framework for understanding how sales personnel perceive and adapt to customers. An interview technique known as laddering (Gutman, 1982; Hinkle, 1965) is used to elicit these constructs from sales personnel. Results of the interviews are compared across levels of sales experience. Consistent with the Sujan, Sujan, and Bettman (1988) findings relating sales effectiveness and breadth of knowledge structures, we find that the number of years of sales experience is related to the breadth of constructs obtained from the laddering interviews. © 1995 John Wiley & Sons, Inc.     

Social utility and fashion behavior

This article reports the exploratory results of a computer-based behavioral simulation that examines the role of social utility in fashion behavior. Social utility is defined as those benefits of a product or service that satisfy interpersonal needs (e.g., conformity, individuality relative to others). These exploratory results suggest that social utility is a prime determinate of fashion behavior, and that selected personality traits moderate behavioral responses to social influence in the fashion domain.     

Innovative behavior in small-sized firms

This study compares aspects of innovative behavior among small-sized firms. The behavior considered is the acquisition of technical knowledge in the development of new products and production processes, the adoption of new production process technology, and the introduction of new innovative products as a competitive strategy. We find that among small-sized firms, size is important in determining the level of the first two aspects of innovative behavior, but not of the third.     

Conceptualizing excessive fan consumption behavior

This research develops a theoretical model that provides new insight into excessive consumption and identification based on the consumption of rugby and brand biography of the All Blacks. This paper is grounded in Maori protocols and the spiritual relationship between the All Blacks, New Zealand and Maori. The conceptual model development process is based on the grounded theory approach and analysis of interview evidence from 15 fans in New Zealand. The model posits that the cultural sources of excessive identification or importance in consumption relate to country factors. In terms of response, excessive fan identification has two major outcomes at the individual level, one positive and the other negative. From a negative standpoint, excessive behavior leads to deviant behaviors, such as violence, misplaced priorities, psychological flow and rationalization. From a positive standpoint, however, excessive identification leads to more benign consumption in the form of cultural and social capital and communitas. Future research implications are discussed.     

Mail advertising and consumer behavior

This paper examines some trends in mail advertising and presents some findings from a longitudinal study on mail sent to and from U.S. households. Data from 1987 and 1991 interviews and diaries of a national probability sample of U.S. households were compared. As the third largest advertising medium, mail has grown in market share in the past decade as traditional advertising media declined or stayed the same. The paper examines how consumers feel, perceive and respond to the advertising mail they receive. It also explores how characteristics of the senders and recipients, factors outside the mail piece and the type of mail piece, influence consumer attitudes, perceptions, and treatment of the mail received. The paper concludes with recommendations to advertisers, marketers, and fundraisers for future research and for increasing the effectiveness of mail in their marketing mix. © 1996 John Wiley & Sons, Inc.     

The tao of organization behavior

Well-known concepts in Organization Behavior are viewed in this paper through a Taoist lens, in particular through the perspective enshrined in the famous yin–yang symbol. Since Tao purports to be a fundamental Law of Nature, it should be possible to find Taoist principles operating within, or at least behind, concepts and theories presented in the field of Organization Behavior as having some degree of truth value. Concepts from personality theory, learning, motivation, leadership, and organization culture are found indeed to accord with the Tao. The review reveals aspects of OB concepts not usually discussed, and suggests a fresh approach for theory evaluation and development. A general principle of yin–yang balance as an essential dynamic for performance and harmony in a wide variety of contexts is suggested. Implications for further research are indicated.     

Ethical behavior of marketing managers

The ethical behavior of marketing managers was examined by analyzing their responses to a series of different types of ethical dilemmas presented in vignette form. The ethical dilemmas addressed dealt with the issues of (1) coercion and control, (2) conflict of interest, (3) the physical environment, (4) paternalism, and (5) personal integrity. Responses were analyzed to discover whether managers' behavior varied by type of issue faced or whether there is some continuity to ethical behavior which transcends the type of ethical problem addressed.     

Good directors and bad behavior

Because financial frauds are not uncommon, and CEOs and/or CFOs are most often directly involved in them, directors of public corporations should be constantly concerned with monitoring their officers’ legal and ethical behavior. This is the case for three primary reasons. First, due to a variety of organizational pressures and decision making missteps, even people who wish to be ‘good’—as most corporate officers presumably do—often make serious ethical mistakes. Second, top corporate officers are particularly susceptible to making several of these errors. And third, for various psychological reasons, corporate directors often find it difficult to adequately police those officers. This installment of Business Law & Ethics Corner explores the issue of good directors and bad behavior.