The Social Norms of Discrete Consumer Exchange

Abstract Social norms have been recognized as an important influence in long-term relational exchange between firms. It is here argued that social norms are equally important in short-term discrete exchange that takes place between firms and consumers. The norms of consumer exchange are, however, of a different kind. To clarify the difference, a classification system is presented. Based on the classification, the social norms of discrete consumer exchange are defined and a method of quantifying these norms is proposed. This method should help in the ongoing effort to understand how the social macro-environment influences individual behavior in dyadic exchange. Gundlach, Achrol, and Mentzer (1995)) note a recent shift in the marketing research paradigm toward a concern for the social determinants of economic exchange behavior. As they point out, this shift requires the analysis of often ambiguous concepts. One of these concepts is that of the social norm. Marketing researchers have recognized that social norms are a valuable explanatory variable. Their influence has been depicted in marketing models (e.g., Bagozzi 1978: Kalapurakal. Urbany, and Dickson 1992), tested in relational exchanges (e.g., Dant and Schul 1992; Heide and John 1992; Kaufmann and Stern 1988), and cited in the marketing orientation literature (e.g. Hurley and Hull 1998: Slater and Narver 1995). The focus here is on the social norms of economic exchange, a subset of the social norms of a given society. In economic exchange, the investigation of social norms has considered primarily the norms of long-term, relational transactions common in inter-firm exchange. Little-research has considered the social norms of the more short-term, discrete transactions common in exchanges between businesses and consumers. However, Kaufmann and Stern (1988: 535) suggest that norms “exist in all exchange behavior, from very discrete transactions to highly relational exchange.” The identification of the social norms of discrete consumer exchange is important to the understanding of the social structure of markets. On a practical level, it also helps marketers minimize consumer hostility. For example, consumers were outraged when Merck distributed its AIDS drug through a channel that charged a 37% markup (Wall Street Journal,May 7, 1996: B1). Merck did not consider the social norms that evidently sanction a 300% markup by consulting firms but not a 37% markup by distributors of pharmaceuticals. To avoid such blundering infractions of social norms. it behooves sellers to understand the social norms of discrete consumer exchange.     

The effect of social distancing on the reach of an epidemic in social networks

How does social distancing affect the reach of an epidemic in social networks? We present Monte Carlo simulation results of a susceptible–infected–removed with social distancing model. The key feature of the model is that individuals are limited in the number of acquaintances that they can interact with, thereby constraining disease transmission to an infectious subnetwork of the original social network. While increased social distancing typically reduces the spread of an infectious disease, the magnitude varies greatly depending on the topology of the network, indicating the need for policies that are network dependent. Our results also reveal the importance of coordinating policies at the ‘global’ level. In particular, the public health benefits from social distancing to a group (e.g. a country) may be completely undone if that group maintains connections with outside groups that are not following suit.

     

Leveraging the employee voice: a multi-level social learning perspective of ethical leadership

Extending social learning theory to a multi-level perspective, this study proposes a theoretical model that investigates both individual and team-level mechanisms that mediate the effect of ethical leadership on employee voice. Specifically, in terms of an individual-level social learning perspective, we suggest that an ethical leader acts as a prototype of a moral person (i.e. an ethical role model). From a team-level social learning perspective, we propose that, as a moral manager, team ethical leadership will foster an ethical climate within the team which will create a moral context that impacts employees’ behaviors. In both instances, employee voice behaviors will be enhanced through these mechanisms. Evidencing the importance of the interaction between leader behaviors and context for leader effectiveness, we also show that employees are more likely to regard their ethical leaders as ethical role models in a team that highly values ethical conduct (i.e. high in ethical climate). Results obtained from 47 managers and 211 subordinates in China support our theoretical model. The theoretical and practical implications of our findings are also discussed.     

Analysis of deviance and of social classes — the impact of methodological research

In an analysis of deviance and social classes, an original methodology is used as a means of progress in the theoretical domain, which seeks a resolution of the now traditional consensus vs. conflict debate by introducing two hitherto ignored aspects: (1) this debate cannot be clarified by reference to norms or values that are abstractly described, but only in relation to the legitimacy of the intervention of a particular social institution as the result of a particular problematic behavior; and (2) the comprehension of these phenomena and their social interpretation necessitates an understanding of their meaning and of the ideological configurations that are the framework in which these judgements of institutional legitimacy are made. Indeed, this second aspect constitutes the working hypothesis of the analysis, using multiple-choice questionnaire data (N=804) concerning the social representation of deviance which are analyzed by an original method of hierarchically ascending classification analysis, called cross-classification. This method, which crosses an automatic classification analysis of the individuals with a similar analysis of the variables, produces significant nodes within the data that determine and describe the five archetypes of social representation of deviance. These significant nodes or archetypes are then analyzed further with the application of a factorial correspondence analysis.     

INCENTIVES AND SOCIAL NORMS: A MOTIVATION‐BASED ECONOMIC ANALYSIS OF SOCIAL NORMS

Abstract It is now commonplace to regard social norms as a subject of growing interest in the economic literature (e.g. game theoretical approaches based on ‘other‐regarding’ individual preferences, the analysis of the impact of rewards or punishment on individuals’ behaviour through experimental economics as well as field experiments, the revival of the institutionalist tradition spurred on by the influential work of Douglas North and followed by many others and the growing influence of neuroeconomics). In this paper, we focus on the relationship between incentives and social norms and survey the literature that could constitute the foundations of a motivation‐based economic analysis of social norms. Our main findings are that (1) the interaction between incentives and social norms is far from obvious since taking social norms into account involves the introduction of supplementary motives, in addition to self‐interest, into the economic analytical framework; (2) the analysis of the interaction between incentives and social norms resists an approach exclusively in terms of crowding‐in and ‐out effects because it is sensitive to whether it concerns behaviours driven by honour or by social stigma; (3) as a result, it is difficult to precisely evaluate the policy implication of the interactions between incentives and social norms.     

The Institution of Hukou‐based Social Exclusion: A Unique Institution Reshaping the Characteristics of Contemporary Urban China

This conceptual article contributes to institutional analysis and the neo‐institutional theory literature by identifying and analysing the linked rules, values, norms and patterned practices that surround and structure the way rural migrant workers are treated in urban areas of China in terms of Scott's integrated model of institutions. It argues that these hukou‐based rules, values, norms and patterned practices that discriminate against rural migrants can be considered to be a unique institution — the institution of hukou‐based social exclusion (IHSE). IHSE has dominated Chinese urban society for 3 decades and significantly shaped the lives of millions of rural migrant workers, the character of contemporary China and the nature of managerial practices among Chinese firms. This is the first article to examine the social exclusion of rural workers from the perspective of neo‐institutionalism, providing the first systematic analysis of the regulative, normative and cognitive dimensions that together socially exclude migrants in urban areas of China. It presents a holistic picture of the newly identified institution that offers new insights into China's urban society and management, and a new starting point for research.     

Gendered giving: the influence of social norms on the donation behavior of men and women

• We study if men and women are subject to different influences when determining their level of charitable giving. In particular, we examine differential sensitivities to social norms among donors to a public radio station. Our survey of 975 donors finds that male donors are more likely than female donors to use social norms to inform their own behavior. We conduct a laboratory experiment to investigate the influence of social information on social norm formation and giving. Our results suggest that temporarily created social norms influence giving by men significantly more than by women. This result replicates and establishes the causal relationship between social norms and donations suggested by our field findings. We conclude with a discussion of theoretical and practical implications of these results.

Copyright © 2009 John Wiley & Sons, Ltd.     

Social support among heterogeneous partners: an experimental test

This paper studies how dyadic social support is affected by heterogeneity of the partners. We distinguish heterogeneity with respect to three parameters the likelihood of needing support; the benefits from receiving support; and the costs of providing support. Hypotheses are based on a game-theoretic analysis of an iterated support game. First, we predict that heterogeneity in one of the parameters hampers social support. Second, we predict that under heterogeneity with respect to two of the parameters, support is most likely if there is a specific heterogeneous distribution such that heterogeneity in one parameter ‘compensates’ for heterogeneity in the other parameter. If there is no compensation social support is even more hampered. The hypotheses have been tested by experimental data with a mixed within-subject, between-subject design. The data gives support to the hypotheses.     

Culture,Wasta and perceptions of performance appraisal in Saudi Arabia

This article explores the relationship between Arabic culture and employees’ perceptions of performance appraisal in a Saudi Arabian company named SACO. Using an interpretive and qualitative methodological framework, the article suggests that Western models of performance appraisal rooted in rationality and objectivity conflict with aspects of Saudi Arabian culture. Specifically, the personal relations implicated in the social practice of Wasta. However, the article also shows how SACO employees are beginning to reject Saudi Arabian cultural norms and adopt alternative values which are linked to notions of organisational justice and individual egalitarianism. These values are compatible with Western models of performance appraisal.     

Unpacking the Fluidity of Management Accounting Concepts: An Ethnographic Social Site Analysis of Enterprise Risk Management

Abstract

This study offers new insights into what renders management accounting concepts (MACs) fluid. Extant literature depicts how fluidity is an effect of heterogeneous associations among actors, which translate and mobilize them in situated and variegated forms. This focus on heterogeneous arrangements, however, tends to neglect the role of practices and how these practices render MACs fluid. Hence, the study investigates how practices, together with arrangements, which Schatzki (2002. The site of the social: A philosophical account of the constitution of social life and change. University Park, PA: Pennsylvania State University Press) refers to as ‘site’ (i.e. a mesh-work of practice-arrangement bundles), are implicated in MACs’ fluidity. To do so, an ethnography of the MAC ‘Enterprise Risk Management’ (ERM) at the largest division of a multi-national manufacturer was conducted. By analyzing attended risk meetings, the paper shows the ways in which the ERM site prefigures multitudinous paths for carrying on and carrying out risk management activities, which in turn, render the ERM site into a fluid space of intelligibility. These findings indicate that MACs’ fluidity is associated with multidimensional prefigurements that the site produces. With these insights, the paper contributes to understanding how the situated functionality of management accounting comes about, and reveals nuances and multiplicities amid the enabling and constraining space for actions that practiced MACs as mesh-work engender.     

Team leader experience in improvement teams: A social networks perspective

In this research, we disentangle the relationship between several key aspects of a team leader's experience and the likelihood of improvement project success. Using the lens of socio-technical systems, we argue that the effect of team leader experience derives from the social system as well as the technical system. The aspects of team leader experience we examine include team leader social capital (a part of the social system) and team leader experience leading projects of the same type (a part of the technical system).We examine four different, yet related, dimensions of a team leader's social capital, which we motivate based on the social networks literature. One dimension, team leader familiarity, suggests that social capital is created when team leaders have experience working with current team members on prior improvement projects, and that such social capital increases the likelihood of improvement project success. We develop three additional dimensions, using social network analysis (SNA), to capture the idea that the improvement team leader's social capital extends beyond the current team to include everyone the leader has previously worked with on improvement projects. Contrasting our SNA-based dimensions with team leader familiarity enables us to better understand the impact of a team leader's social capital both inside and beyond the team. We also examine the effect of a team leader's experience leading prior projects of the same type, and consider the extent to which organizational experience may moderate the impact of both team leader social capital and same-type project experience.Based on analysis of archival data of six sigma projects spanning six years from a Fortune 500 consumer products manufacturer, we find that two of our SNA-based dimensions of team leader social capital, as well as experience leading projects of the same type, increase the likelihood of project success. In addition, we show that organizational experience moderates the relationship between team leader same-type project experience and project success. However, this is not the case for the relationship between the dimensions of team leader social capital and project success. These results provide insights regarding how dimensions of team leader experience and organizational experience collectively impact the operational performance of improvement teams.     

The giving standard: conditional cooperation in the case of charitable giving

• In this study, we make a first attempt to investigate the mechanisms of conditional cooperation in giving outside experiments, using retrospective survey data on charitable giving (the Giving the Netherlands Panel Study 2005 (GINPS05, 2005 ; N = 1474)). Our results show that in the case of door‐to‐door donations, social information affects perceived social norms for giving and, through this perception, influences the level of actual donations. The effect of social information on actual door‐to‐door donations is fully mediated by perceived social norms for giving. Furthermore, we found empirical support for the giving standard hypothesis. People in different income categories donate roughly the same amounts in separate instances (they use the same social information), and as a result people in lower income households donate a higher percentage of their income to charitable organizations.

Copyright © 2010 John Wiley & Sons, Ltd.     

The dark side of solidarity: social norms and social relations in the aftermath of strikes

This paper studies how employees anticipate change in social relations after a strike in their organisation. We hypothesise that two group norms affect employees' fear that a strike deteriorates the social relations with their colleagues. We distinguish between two different norms associated with a collective action problem such as a strike. A ‘solidarity norm’ prescribes that workers should participate in collective protest when called for. A ‘free rider punishment norm’ describes whether and how violators of the solidarity norm should be treated. While the former itself theoretically does not impact intra‐group social relations, the latter one does. We test our hypotheses on a data set of 468 Dutch union members. Adherence to the free rider punishment norm significantly increases a fear for deterioration of social relations with colleagues after a strike, while adherence to the solidarity norm does not. We also find a moderating effect of expected proportion of strikers. The results are discussed with reference to industrial relations theory and mobilisation theory, further probing into mechanisms that relate social norms to the (anticipated) costs of participation and the quality of social relations after a strike.     

Formalization by the State,Re‐Informalization by the People: A Gecekondu Transformation Housing Estate as Site of Multiple Discrepancies

This article demonstrates residents' transformative practices and discusses attendant outcomes to contribute to an understanding of state‐built housing estates for people affected by urban transformation projects. It draws upon ethnographic fieldwork conducted in a social housing estate (K‐TOKI) in the Northern Ankara Entrance Urban Transformation Project (NAEUTP). It addresses questions on why formalization of informal housing takes place today, under what conditions it is countered by re‐informalization practices, and what the outcomes of this process are. As informal housing became formalized by NAEUTP, gecekondu dwellers were forced into formalized spaces and lives within K‐TOKI, which was based on a middle‐class lifestyle in its design and its legally required central management. Informality re‐emerged in K‐TOKI when the state's housing institution, in response to the estate's poor marketability, moved out, allowing residents to reappropriate spaces to meet their needs and form their own management system. When cultural norms that are inscribed in the built environment and financial norms that treat residents as clients conflict with everyday practices and financial capabilities, the urban poor increasingly engage in acts of informality. I argue that the outcome of this informality in a formal context is a site of multiple discrepancies.     

The CAPITAL in Social Capital: An Austrian Perspective

In recent decades economists started discovering the importance of the social dimension of economic interactions. Contemporary economics has borrowed several sociological concepts for its own use, among the most important being the concept of social capital. However, this transfer within disciplines did not occur without a loss—the nature of social capital in economics remains confused and obscure. The purpose of this article is to clarify it, specify the possibilities for its use, and discuss their limits. It is argued that economics once also possessed a view of human beings that was more “socialized” than the modern neoclassical Homo oeconomicus, and that this more “socialized” view still exists in the Austrian school of economics. Because this tradition of economic thought has also developed an elaborate capital theory, it can serve as an ideal source where we can look for inspiration in the current social capital debate. First, social capital is (re)defined along these lines as an individual's asset connected with recognized reciprocity (as opposed to interactions usually classified as “altruistic”). Then major critical claims about the relation between social and physical capital are answered and the connection between social capital, trust, and social norms is described.     

On Norms: A Typology with Discussion

There is a lack of consensus in the literature, spanning multiple fields, on what exactly a norm is and furthermore on the characteristics differentiating types of norms. This paper provides definitions and a simple typology of norms with a focus on useful, objective distinctions. It is hoped that such a typology will add to the scientific rigor of communication, modeling, and clarity of thought on norms within economics and possibly other disciplines. The viability of “more complete” typologies, which often suffer from a lack of clear criteria for differentiating types of norms, is questioned. Two main properties of a norm are emphasized: (1) whether or not the behavior is simply what is done or whether it is what one should do, and (2) the source of sanctions for violating a norm, whether oneself, others, both or neither.     

The role of empathy between functional competence diversity and competence acquisition: a case study of interdisciplinary teams

This study was intended to verify the relationships among team functional competence diversity, empathy, and competence acquisition and placed more focus on team learning rather than on individual lecturing. Although functional competence diversity involved heterogeneous experts to brainstorm the development of innovative curricula, the teamwork process incurred conflicts. With the purpose of overcoming these difficulties, cultivating greater empathy in the participants helped them become more thoughtful and reduced conflicts during teamwork. We adopt purposive sampling in this study. Three hundred questionnaires were sent out, and 108 valid responses were obtained. Initially, we proved that the more participants with heterogeneous competencies there are in functional competence diversity teams, the easier it will be for them to acquire heterogeneous competencies. Second, we also found that the more teachers engage in functional competence diversity teams, the greater empathy they must have in order to reach an agreement efficiently. Third, the greater the empathy participants have, the easier it will be for them to acquire heterogeneous competencies. Finally, we verified that empathy has a mediating effect between functional competence diversity and competence acquisition in interdisciplinary teams. This study suggests that when team members have greater empathy competence, it reduces arguments, helps polish interpersonal skills, and facilitates tight cooperation that leads to the acquisition of heterogeneous knowledge and the development of systematic curricula.     

Enhancing leader inclusion while preventing social exclusion in the work group

Research on inclusion and exclusion at work has grown in recent years, but for the most part has been treated as separate domains. In this paper, we integrate these literatures to build greater understanding of leader inclusion and leader exclusion. Leaders play a critical role in determining group member experiences of inclusion and exclusion through direct treatment of employees, and by serving as a role model (Bandura, 1977). According to social identity theory, when the leader is rewarded by the organization, this signifies that the leader is a prototypical organizational member who exemplifies the set of norms and behaviors most consistent with the organizational ideal (Hogg & van Knippenberg, 2003). We argue that through both social learning and social identity mechanisms, the leader can encourage inclusionary and exclusionary behavior in their work group. We first examine leader inclusion and present the types of behaviors that will aid in creating inclusive team member experiences. By exhibiting these behaviors, a leader can be a role model, an advocate and an ally for building work group inclusion. Next, we present the negative roles of ostracizer and bystander adopted by leaders that indicate support for behaving in an exclusionary manner, which can lead to exclusion among coworkers. We then describe leader remedies for social exclusion. Finally, we discuss the implications of our model and directions for future research.     

Signed social structure optimization for shift assignment in the nurse scheduling problem

This paper develops a mathematical framework that relies on modern social network analysis theories for treating the nurse team formation and nurse scheduling (shift assignment) problems, accounting for signed social connections. These problems lie in assigning nurses to teams/shifts such that the constraints regarding both the working regulations and nurses preferences are satisfied. Recent research indicates the dependence of nursing team performance on team social structure; however, so far, the social structure considerations have not been explicitly incorporated into the mathematical formulations of the nurse scheduling problem. The presented framework introduces models that quantitatively exploit such dependence. This paper explores instances of Nurse Team Formation Problem (NTFP) and Nurse Scheduling Problem (NSP) incorporating signed social structure with the measures based on such network structures as edges, full dyads, triplets, k-stars, balanced and unbalanced triangles, etc., in directed, signed networks. The paper presents the integer programming formulations for NTFP and NSP, and a problem-specific heuristic that performs variable-depth neighborhood search to tackle NTFP instances with signed social structures. Computational results for a real-world problem instance with 20 nurses are reported. The insights obtained from the presented framework and future research directions are discussed.