Purpose In the uncertainty of the global economy, many young adults have financial independence from their parents and are making financial decisions in a difficult financial environment. This study aims to focus on debt management behavior for young adult consumers. Design/methodology/approach The data is from the 2010 National Longitudinal Survey of Youth 1997 (NLSY97). The NLSY97 includes information on US young consumers’ financial, demographic and attitudinal characteristics, as well as various socio-economic conditions, making it convenient to explore the relationships between financial behavior and psychology variables. In the 2010 survey, 4,110 young consumers were interviewed. Findings The results show that self-determination and motivation alone cannot bring about a direct change in financial behavior without the mediation of financial psychology. Therefore, consumer finance research should consider debt-management behavior by presenting different strategies than those currently used. Originality/value In the self-determination theory, emphasizes the internal grounds for distinguishing self-regulation from personality development and behavior. Specially, this paper deals with the financial behavior of young adult consumers through self-determination theory.
{"title":"Financial behavior among young adult consumers: the influence of self-determination and financial psychology","authors":"Heejung Park","doi":"10.1108/YC-12-2020-1263","DOIUrl":"https://doi.org/10.1108/YC-12-2020-1263","url":null,"abstract":"\u0000Purpose\u0000In the uncertainty of the global economy, many young adults have financial independence from their parents and are making financial decisions in a difficult financial environment. This study aims to focus on debt management behavior for young adult consumers.\u0000\u0000\u0000Design/methodology/approach\u0000The data is from the 2010 National Longitudinal Survey of Youth 1997 (NLSY97). The NLSY97 includes information on US young consumers’ financial, demographic and attitudinal characteristics, as well as various socio-economic conditions, making it convenient to explore the relationships between financial behavior and psychology variables. In the 2010 survey, 4,110 young consumers were interviewed.\u0000\u0000\u0000Findings\u0000The results show that self-determination and motivation alone cannot bring about a direct change in financial behavior without the mediation of financial psychology. Therefore, consumer finance research should consider debt-management behavior by presenting different strategies than those currently used.\u0000\u0000\u0000Originality/value\u0000In the self-determination theory, emphasizes the internal grounds for distinguishing self-regulation from personality development and behavior. Specially, this paper deals with the financial behavior of young adult consumers through self-determination theory.\u0000","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"41 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2021-05-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127227948","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2020-11-30DOI: 10.15830/kjm.2020.35.4.75
Eunmi Jeon, Myungwoo Nam
{"title":"Warm or Cold? The Effect of Color Temperature of Logo on Evaluation of For-Profits and Nonprofits","authors":"Eunmi Jeon, Myungwoo Nam","doi":"10.15830/kjm.2020.35.4.75","DOIUrl":"https://doi.org/10.15830/kjm.2020.35.4.75","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"58 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-11-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133661469","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Past research generally finds that if consumers share word of mouth about past purchases with others, the valence of the information tends to be congruent with actual perceptions. Thus, a negative purchase experience should elicit negative (vs. positive) word of mouth. We examine how a goal of attaining the best possible outcome, or maximizing, may alter this tendency. Drawing on prior work demonstrating that consumers may view their own personal failures more favorably through relative comparisons with others faring similarly or worse, we show that maximizing increases consumers’ propensity to share favorable word of mouth about unsatisfactory purchases, in an effort to encourage others to make the same poor choices, as they seek to enhance the perceived relative standing of and post-purchase feelings toward their own unsatisfying outcomes. We further show that consumers particularly exhibit this behavior when sharing with psychologically close (vs. distant) others, as comparisons with close others are especially relevant to relative standing. Finally, we consider the downstream consequences of such behavior, finding that when consumers successfully persuade close others to make the same bad decisions, they feel better about their own outcomes, but are also burdened with feelings of guilt that erode their overall wellbeing.
{"title":"When Sharing Isn’t Caring: The Influence of Seeking The Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases","authors":"Nicholas J. Olson, Rohini Ahluwalia","doi":"10.1093/jcr/ucaa052","DOIUrl":"https://doi.org/10.1093/jcr/ucaa052","url":null,"abstract":"\u0000 Past research generally finds that if consumers share word of mouth about past purchases with others, the valence of the information tends to be congruent with actual perceptions. Thus, a negative purchase experience should elicit negative (vs. positive) word of mouth. We examine how a goal of attaining the best possible outcome, or maximizing, may alter this tendency. Drawing on prior work demonstrating that consumers may view their own personal failures more favorably through relative comparisons with others faring similarly or worse, we show that maximizing increases consumers’ propensity to share favorable word of mouth about unsatisfactory purchases, in an effort to encourage others to make the same poor choices, as they seek to enhance the perceived relative standing of and post-purchase feelings toward their own unsatisfying outcomes. We further show that consumers particularly exhibit this behavior when sharing with psychologically close (vs. distant) others, as comparisons with close others are especially relevant to relative standing. Finally, we consider the downstream consequences of such behavior, finding that when consumers successfully persuade close others to make the same bad decisions, they feel better about their own outcomes, but are also burdened with feelings of guilt that erode their overall wellbeing.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-10-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133219441","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Blair Kidwell, Christopher P. Blocker, Virginie Lopez Kidwell, Erick M. Mas
The authors introduce emotional ability similarity to explain consumer satisfaction in interactions with frontline sales and service employees and other consumers beyond the effects of traditional relational variables in the similarity–attraction paradigm. Four studies examine how and why similar abilities for using emotional information between two people promote relational success in marketplace exchanges. We find that, when interacting with others, consumers who exchange nonverbal information with their partners experience (dis)similarity in their emotional ability (EA). Similar dyads who rely on expressive (high–high EA pairs) or inexpressive (low–low EA pairs) emotion norms experience significantly greater satisfaction in their interactions than consumers with dissimilar norms (high–low EA pairs). Together, these findings advance the understanding of consumer relationships and satisfaction by establishing EA similarity as a new avenue for consumer research.
{"title":"Birds of a Feather Feel Together: Emotional Ability Similarity in Consumer Interactions","authors":"Blair Kidwell, Christopher P. Blocker, Virginie Lopez Kidwell, Erick M. Mas","doi":"10.1093/jcr/ucaa011","DOIUrl":"https://doi.org/10.1093/jcr/ucaa011","url":null,"abstract":"\u0000 The authors introduce emotional ability similarity to explain consumer satisfaction in interactions with frontline sales and service employees and other consumers beyond the effects of traditional relational variables in the similarity–attraction paradigm. Four studies examine how and why similar abilities for using emotional information between two people promote relational success in marketplace exchanges. We find that, when interacting with others, consumers who exchange nonverbal information with their partners experience (dis)similarity in their emotional ability (EA). Similar dyads who rely on expressive (high–high EA pairs) or inexpressive (low–low EA pairs) emotion norms experience significantly greater satisfaction in their interactions than consumers with dissimilar norms (high–low EA pairs). Together, these findings advance the understanding of consumer relationships and satisfaction by establishing EA similarity as a new avenue for consumer research.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"8 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122467579","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Leisure is desirable and beneficial, yet consumers frequently forgo leisure in favor of other activities—namely, work. Why? We propose that goal conflict plays an important role. Seven experiments demonstrate that perceiving greater goal conflict shapes how consumers allocate time to work and leisure—even when those activities are unrelated to the conflicting goals. This occurs because goal conflict increases reliance on salient justifications, influencing how much time people spend on subsequent, unrelated activities. Because work tends to be easier to justify and leisure harder to justify, goal conflict increases time spent on work and decreases time spent on leisure. Thus, despite the conflicting goals being independent of the specific work and leisure activities considered (i.e., despite goal conflict being “incidental”), perceiving greater goal conflict encourages work and discourages leisure. The findings further understanding of how consumers allocate time to work and leisure, incidental effects of goal conflict on decision-making, and the role of justification in consumer choice. They also have implications for the use of “time-saving” technologies and the marketing of leisure activities.
{"title":"Goal Conflict Encourages Work and Discourages Leisure","authors":"Jordan Etkin, Aimee Chabot","doi":"10.1093/jcr/ucaa019","DOIUrl":"https://doi.org/10.1093/jcr/ucaa019","url":null,"abstract":"\u0000 Leisure is desirable and beneficial, yet consumers frequently forgo leisure in favor of other activities—namely, work. Why? We propose that goal conflict plays an important role. Seven experiments demonstrate that perceiving greater goal conflict shapes how consumers allocate time to work and leisure—even when those activities are unrelated to the conflicting goals. This occurs because goal conflict increases reliance on salient justifications, influencing how much time people spend on subsequent, unrelated activities. Because work tends to be easier to justify and leisure harder to justify, goal conflict increases time spent on work and decreases time spent on leisure. Thus, despite the conflicting goals being independent of the specific work and leisure activities considered (i.e., despite goal conflict being “incidental”), perceiving greater goal conflict encourages work and discourages leisure. The findings further understanding of how consumers allocate time to work and leisure, incidental effects of goal conflict on decision-making, and the role of justification in consumer choice. They also have implications for the use of “time-saving” technologies and the marketing of leisure activities.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"75 6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-04-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126018736","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Health interventions are often ineffective because people discontinue the targeted behavior after the intervention period. Forming habits could maintain the behavior beyond the intervention. We show that combining a superordinate goal with a subordinate goal can produce stronger habits than focusing on a subordinate goal alone.
{"title":"C3. Using Goal Theory to Promote Habit Formation During and After a Bike-To-Work Campaign","authors":"Bettina Höchli, C. Messner, Adrian Brügger","doi":"10.7892/BORIS.138042","DOIUrl":"https://doi.org/10.7892/BORIS.138042","url":null,"abstract":"Health interventions are often ineffective because people discontinue the targeted behavior after the intervention period. Forming habits could maintain the behavior beyond the intervention. We show that combining a superordinate goal with a subordinate goal can produce stronger habits than focusing on a subordinate goal alone.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116081080","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"When Moderation Fosters Persuasion: the Persuasive Power of Deviatory Reviews","authors":"Daniella Kupor, Zakary L. Tormala","doi":"10.1093/JCR/UCY021","DOIUrl":"https://doi.org/10.1093/JCR/UCY021","url":null,"abstract":"","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129743963","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. Since experiences are perceived as more unique than material goods, givers perceive that choosing an experiential gift requires more specific knowledge of a recipient’s preferences to avoid the greater social risk of giving a poorly matched gift. Eight studies provide converging evidence for the proposed effect of social distance on gift preference and demonstrate that this effect is driven by a giver’s knowledge of a recipient’s preferences. Further supporting the mechanism of preference knowledge, the effect of social distance is moderated by the social risk associated with experiential gifts. When experiences contain little social risk—and thus require less knowledge of a recipient—the effect of social distance is significantly mitigated. Together, these results provide answers for why consumers often prefer to give material gifts over experiences, despite the advantage of giving experiences.
{"title":"When Consumers Prefer to Give Material Gifts Instead of Experiences: the Role of Social Distance","authors":"J. Goodman, Sarah Lim","doi":"10.1093/JCR/UCY010","DOIUrl":"https://doi.org/10.1093/JCR/UCY010","url":null,"abstract":"Although previous research suggests that there are hedonic and interpersonal benefits to gifting experiences, consumers often give material gifts rather than experiential gifts. Exploring this mismatch, the current research examines when and why consumers prefer to give material versus experiential gifts. The authors propose that gift givers are more likely to give experiential gifts to socially close recipients than socially distant recipients. Since experiences are perceived as more unique than material goods, givers perceive that choosing an experiential gift requires more specific knowledge of a recipient’s preferences to avoid the greater social risk of giving a poorly matched gift. Eight studies provide converging evidence for the proposed effect of social distance on gift preference and demonstrate that this effect is driven by a giver’s knowledge of a recipient’s preferences. Further supporting the mechanism of preference knowledge, the effect of social distance is moderated by the social risk associated with experiential gifts. When experiences contain little social risk—and thus require less knowledge of a recipient—the effect of social distance is significantly mitigated. Together, these results provide answers for why consumers often prefer to give material gifts over experiences, despite the advantage of giving experiences.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"77 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128594379","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Consumers frequently encounter moral violations (e.g., financial scandal, cheating, and corruption) in their daily lives. Yet little is known about how exposure to moral violations may affect consumer choice. By synthesizing insights from research on social order and conformity, we suggest that mere exposure to others’ immoral behaviors heightens perceived threat to social order, which increases consumers’ endorsement of conformist attitudes and hence their preferences for majority-endorsed choices in subsequently unrelated consumption situations. Five studies conducted across different experimental contexts and different product categories provided convergent evidence showing that exposure to moral violations increases consumers’ subsequent conformity in consumption. Moreover, the effect disappears (a) when the moral violator has already been punished by third parties (study 4) and (b) when the majority-endorsed option is viewed as being complicit with the moral violation (study 5). This research not only demonstrates a novel downstream consequence of witnessing moral violations on consumer choice but also advances our understanding of how conformity can buffer the negative psychological consequences of moral violations and how moral considerations can serve as an important basis for consumer choice.
{"title":"Witnessing Moral Violations Increases Conformity in Consumption","authors":"Ping Dong, C. Zhong","doi":"10.1093/JCR/UCX061","DOIUrl":"https://doi.org/10.1093/JCR/UCX061","url":null,"abstract":"Consumers frequently encounter moral violations (e.g., financial scandal, cheating, and corruption) in their daily lives. Yet little is known about how exposure to moral violations may affect consumer choice. By synthesizing insights from research on social order and conformity, we suggest that mere exposure to others’ immoral behaviors heightens perceived threat to social order, which increases consumers’ endorsement of conformist attitudes and hence their preferences for majority-endorsed choices in subsequently unrelated consumption situations. Five studies conducted across different experimental contexts and different product categories provided convergent evidence showing that exposure to moral violations increases consumers’ subsequent conformity in consumption. Moreover, the effect disappears (a) when the moral violator has already been punished by third parties (study 4) and (b) when the majority-endorsed option is viewed as being complicit with the moral violation (study 5). This research not only demonstrates a novel downstream consequence of witnessing moral violations on consumer choice but also advances our understanding of how conformity can buffer the negative psychological consequences of moral violations and how moral considerations can serve as an important basis for consumer choice.","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"99 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123813764","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
A central premise for information disclosure is known as unraveling: service providers that can provide information credibly should disclose it, otherwise receivers should interpret the missing information to be the worst possible information. Contrary to the unraveling prediction, across four experiments, we show that (1) providers typically withhold information, and (2) receivers are unresponsive to the missing information, demonstrated by their tendencies to (a) judge providers as average, rather than the worst possible, on the missing information, and (b) select these providers as much as they select providers who disclose all information. Receivers’ reactions are due to both not deliberating on the absent information (salience hypothesis) and interpreting the absence of information in an unduly positive light (charitable hypothesis). Receivers also respond differently to various types of nondisclosures that are theoretically equivalent. These findings suggest a different equilibrium for voluntary dis...
{"title":"Disclosure and the Dog That Didn’T Bark: Consumers Are Too Forgiving of Missing Information","authors":"Sunita Sah, D. Read, Krishna Savani","doi":"10.5465/AMBPP.2017.76","DOIUrl":"https://doi.org/10.5465/AMBPP.2017.76","url":null,"abstract":"A central premise for information disclosure is known as unraveling: service providers that can provide information credibly should disclose it, otherwise receivers should interpret the missing information to be the worst possible information. Contrary to the unraveling prediction, across four experiments, we show that (1) providers typically withhold information, and (2) receivers are unresponsive to the missing information, demonstrated by their tendencies to (a) judge providers as average, rather than the worst possible, on the missing information, and (b) select these providers as much as they select providers who disclose all information. Receivers’ reactions are due to both not deliberating on the absent information (salience hypothesis) and interpreting the absence of information in an unduly positive light (charitable hypothesis). Receivers also respond differently to various types of nondisclosures that are theoretically equivalent. These findings suggest a different equilibrium for voluntary dis...","PeriodicalId":268180,"journal":{"name":"ACR North American Advances","volume":"37 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-10-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125099429","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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