Decision neuroscience and consumer decision making

This article proposes that neuroscience can shape future theory and models in consumer decision making and suggests ways that neuroscience methods can be used in decision-making research. The article argues that neuroscience facilitates better theory development and empirical testing by considering the physiological context and the role of constructs such as hunger, stress, and social influence on consumer choice and preferences. Neuroscience can also provide new explanations for different sources of heterogeneity within and across populations, suggest novel hypotheses with respect to choices and underlying mechanisms that accord with an understanding of biology, and allow for the use of neural data to make better predictions about consumer behavior. The article suggests that despite some challenges associated with incorporating neuroscience into research on consumer decision processes, the use of neuroscience paradigms will produce a deeper understanding of decision making that can lead to the development of more effective decision aids and interventions.     

The Intra‐ and Inter‐Personal Dynamics Associated with Consuming Sensitive Products: Understanding the Consumption of Erectile Function Aids Using Dimensional Qualitative Research

It is estimated that well over 300 million men will be diagnosed with erectile dysfunction by 2025. Men seeking treatment face a burgeoning array of options, some quite invasive. This study utilizes a dimensional qualitative research (DQR) approach to examine what men think, feel, and experience as they consider integrating erectile function (EF) aids into their sexual relationships. The findings suggest that the process of accepting changes in sexual functioning and consuming EF aids frequently moves beyond intrapersonal issues to encompass spouse/partner relationships. The insights gleaned from this study have implications not only for the marketing of EF aids but also for healthcare professionals assisting men in the treatment of their symptoms. Finally, the study findings expand current marketing applications of the DQR framework by demonstrating the value of second‐order modality analysis.     

Linking international adaptation strategy,immigrant effect,and performance: The case of home–host and cross-market scenario

Previous studies suggest that a proper fit between business strategy and human resource management can enhance a firm's financial performance. Building on prior findings, this study proposes that an ideal match could occur on the choice of international adaptation strategy and immigrant effect (IE). This match would have a significant effect on firms’ financial performance. The proposed framework is examined using the experience of 121 firms operating across the Greater China region in the home–host and cross-market scenarios. It is found that the extent of adaptation strategy is positively associated with the choice of IE in both home–host and cross-market scenarios and that IE has significant direct and indirect effects on market share and profitability in the cross-market scenario. This study proposes a new strategy–human resource management-performance framework. The findings established provide some implications for researchers and managers.     

Drivers of customer likelihood to join grocery retail loyalty programs. An analysis of reward programs and loyalty cards

This paper aims to identify which personal features of customers may determine their likelihood to join a grocery retail loyalty program. We consider five aspects: price sensitivity, search for variety, shopping enjoyment, attitude toward loyalty schemes, and one personality trait: privacy concerns. Some of these variables have already been explored in the literature. Where our research breaks new ground is in establishing the difference between profiles of customers attracted by two of the most common types of loyalty programs currently used by grocery retail firms: a reward program and a loyalty card. The two kinds of program evidence differences in how they are managed, and we posit that the drivers of likelihood to take part in each are different. The study was carried out using logistic regression with a sample of 600 clients of a Spanish supermarket chain. Findings show that one particular type of customer is more likely to take part in these schemes: those displaying little shopping enjoyment, who are greatly concerned with privacy, and who show a favorable attitude toward loyalty programs in general. Furthermore, as expected, differences were observed between drivers of participation likelihood in reward programs and loyalty cards.     

Cross-country differences in attitudes to business associations during the 2007–2010 recession

This paper uses empirical data gathered through an on-line survey of 206 small and medium-sized enterprises (SMEs), conducted in France, Sweden and the UK. The paper examines cross-country differences in SME managers’ perceptions of business associations as sources of political intelligence and their ability to influence policy responses to financial crises. Findings demonstrate that the respondents’ countries of origin are significantly correlated with (1) their use of information sources to gather political intelligence, (2) their perceptions regarding the effectiveness of business associations in influencing policy outcomes, and (3) their perceptions regarding policymakers’ appreciation of information provided by SME associations.     

Healthy and tasty school snacks: suggestions from Brazilian children consumers

Children do not choose what to eat based on health issues alone, and the high availability of non‐nutritious food in the environment can be a barrier to the consumption of healthy foods. Brazilian children are consuming processed, savoury, rich in fat, sodium and refined carbohydrates rather than more nutrient‐dense foods. Foods offered in public school meals and those sold in private school canteens in Brazil are subject to regulation, but not the snacks brought from home. This study identified the suggestions of public and private school students about the characteristics that a snack should present in order to be considered both healthy and palatable. A qualitative exploratory study using focus groups was conducted with 128 primary school students aged 7–10 years old. Interviews were transcribed and content analysis was conducted, generating three categories: (1) foods actually consumed during snack breaks; (2) examples of foods considered healthy and/or tasty for consumption during snack breaks; and (3) desired characteristics of a healthy and tasty snack. Foods of high energy density and low nutritional value were mentioned as the most consumed snacks, usually brought from home or purchased within/near the schools. Consumption of meals offered by the National School Meal Program was reported by only one‐third of the public school students. Fruits, natural juices and vegetables were considered healthy foods; sweet‐tasting preparations containing fruits were considered tasty; while fruits and natural fruit juices were considered both healthy and tasty. Sweet‐tasting preparations containing fruits were mentioned as examples of snacks with the desired healthy/tasty characteristics. The disparity between what was actually consumed and what was reported as ideal leads us to question the availability in retail stores of healthy yet palatable foods that meet this population's desires.     

Maximum-Revenue and Optimum-Welfare Tariffs in International Mixed Duopoly: Does the Order of Firms’ Move Matter?

This paper examines the effect of privatization on the priority of the maximum-revenue tariff and the optimum-welfare tariff in a mixed oligopoly with partial privatization and foreign competition. Major findings of this paper are that: firstly, in a mixed duopoly with partial privatization and asymmetric marginal costs, when the marginal cost of the privatized firm is higher than a critical value, the optimum-welfare tariff will be lower than the maximum-revenue tariff regardless of the order of firms?? move; secondly, if the degree of privatization is sufficiently high and cost is symmetric, the optimum-welfare tariff will be higher than the maximum-revenue tariff; thirdly, if the degree of privatization is sufficiently high and the domestic firm is highly ineffective in production, under Stackelberg public leadership, the optimum-welfare tariff is low and then it is more possible that the optimum-welfare tariff is lower than the maximum-revenue one.     

Bilateral trade of cultural goods

International trade flows of cultural goods have grown rapidly over the last decades and their liberalization will be an important issue of future multilateral trade negotiations. In this paper, we focus on bilateral trade in cultural goods and investigate its determinants. Furthermore, we use trade in cultural goods as a proxy for countries’ cultural proximity and study if countries with proximate cultural tastes have more intense bilateral exchanges. Our estimations show a positive and significant influence of cultural flows on overall trade, suggesting that regulations fostering domestic cultural creation might have impacts going beyond what is generally expected.     

Joint determination of biological encephalization,economic specialization

In this paper, we develop a paleoeconomic model of the co-evolution of economic specialization and encephalization—the common physiological measure of intelligence as reflected by brain mass relative to total body mass. Our economic analysis links ecological and social intelligence theories of increased encephalization in early hominins through a model in which both economic and ecological feedbacks jointly determined the evolutionary incentives. We focus on degrees of specialization affected by coordination costs with and without market exchange. Our results suggest encephalization would be a process characterized by diminishing returns to behavioral advances. In terms of the long-running debate in economics over whether specialization increases or decreases intelligence, our results suggest from an evolutionary perspective the answer depends on economic/social institutions and how these influence ecological interactions.     

Regulating unlawful behavior in the global business environment: The functional integration of sovereignty and multilateralism

This article uses the Convention on Cybercrime as a case study to illustrate the functional integration of international law into diverse national legal systems through the paradigm of treaty harmonization. Nations control the impact of international regulation on domestic business interests by implementing legislation to preserve fundamental rights. Thus, the sovereignty-based legal harmonization model better explains the baseline characteristics of national sovereignty while recognizing that global cooperation in business is a necessary and positive feature of multilateralism.Critics dismiss sovereignty as irrelevant, claiming instead that a “new world order” has emerged in its place. That kind of deconstructionist talk typically injects fear of multilateralism into the global business community. However, the premise is flawed because it ignores the actual mechanics of treaty accession and the synergy between international law and commerce in the global legal environment.