A. Gegenfurtner, K. Könings, Nikola Kosmajac, Markus Gebhardt
Trainees can participate in organizational training programs voluntarily or mandatorily. To date, research has reported mixed evidence on the question whether voluntary or mandatory participation is associated with higher motivation and transfer of training. Grounded in the frameworks of participatory design, the notion of autonomy in basic psychological needs theory, and the 2 × 2 model of achievement goals, this meta‐analysis examined the relationship between goal orientations and transfer of training in contexts of voluntary and mandatory training participation with a sample of N = 4729 trainees in k = 29 studies. Goal orientations were conceptualized in four dimensions: mastery‐approach, mastery‐avoidance, performance‐approach, and performance‐avoidance. Results of the primary meta‐analysis indicated that mastery‐approach orientation had the most positive correlation with transfer of training, followed by performance‐approach, mastery‐avoidance and performance‐avoidance goal orientation. Meta‐analytic subgroup analysis examined the effects of two conditions for training participation: voluntary participation and mandatory participation. The findings indicated that training participation significantly moderated the correlation coefficients of mastery‐approach and performance‐avoidance goal orientation, with more positive estimates when training enrollment was voluntary. Contrary to expectations, the correlation coefficient between performance‐approach goal orientation and transfer of training was more positive when entry into training programs was obligatory and mandated. Implications for future research and the practice of training design and delivery are discussed.
{"title":"Voluntary or Mandatory Training Participation as a Moderator in the Relationship between Goal Orientations and Transfer of Training","authors":"A. Gegenfurtner, K. Könings, Nikola Kosmajac, Markus Gebhardt","doi":"10.1111/ijtd.12089","DOIUrl":"https://doi.org/10.1111/ijtd.12089","url":null,"abstract":"Trainees can participate in organizational training programs voluntarily or mandatorily. To date, research has reported mixed evidence on the question whether voluntary or mandatory participation is associated with higher motivation and transfer of training. Grounded in the frameworks of participatory design, the notion of autonomy in basic psychological needs theory, and the 2 × 2 model of achievement goals, this meta‐analysis examined the relationship between goal orientations and transfer of training in contexts of voluntary and mandatory training participation with a sample of N = 4729 trainees in k = 29 studies. Goal orientations were conceptualized in four dimensions: mastery‐approach, mastery‐avoidance, performance‐approach, and performance‐avoidance. Results of the primary meta‐analysis indicated that mastery‐approach orientation had the most positive correlation with transfer of training, followed by performance‐approach, mastery‐avoidance and performance‐avoidance goal orientation. Meta‐analytic subgroup analysis examined the effects of two conditions for training participation: voluntary participation and mandatory participation. The findings indicated that training participation significantly moderated the correlation coefficients of mastery‐approach and performance‐avoidance goal orientation, with more positive estimates when training enrollment was voluntary. Contrary to expectations, the correlation coefficient between performance‐approach goal orientation and transfer of training was more positive when entry into training programs was obligatory and mandated. Implications for future research and the practice of training design and delivery are discussed.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"34 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128873400","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}
How do we know where we are, where we have been and where we are going? It's important to understand intricacy of managerial brain. Brain is main organ of nervous system. It has the same general structure as brains of other mammals, but with developed cerebral cortex. Size of brain comes from cerebral cortex, especially frontal lobes, which are associated with executive functions . The area of cerebral cortex devoted to vision, visual cortex, greatly enlarged as compared to other animals. Basic structural design of brain is constructed through a process that begins early in life and continues into adulthood. Simpler circuits come first and more obscure brain circuits endow with basic blueprint. Experiences influence how or whether genes are expressed. Imaging studies suggest that differences in cognition and behaviour (might) relate to differences in brain connectivity. Perceptive the coverage to which two brains can differ is crucial in basic neuroscience research.
{"title":"Neuro - Contemplation on Managerial Decision","authors":"J. Satpathy, Adyasha Das","doi":"10.2139/ssrn.2868693","DOIUrl":"https://doi.org/10.2139/ssrn.2868693","url":null,"abstract":"How do we know where we are, where we have been and where we are going? It's important to understand intricacy of managerial brain. Brain is main organ of nervous system. It has the same general structure as brains of other mammals, but with developed cerebral cortex. Size of brain comes from cerebral cortex, especially frontal lobes, which are associated with executive functions . The area of cerebral cortex devoted to vision, visual cortex, greatly enlarged as compared to other animals. Basic structural design of brain is constructed through a process that begins early in life and continues into adulthood. Simpler circuits come first and more obscure brain circuits endow with basic blueprint. Experiences influence how or whether genes are expressed. Imaging studies suggest that differences in cognition and behaviour (might) relate to differences in brain connectivity. Perceptive the coverage to which two brains can differ is crucial in basic neuroscience research.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"115 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-11-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117272699","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}
Abstract From the seclusion of monastic life to the noise of Silicon Valley, the ancient practice of mindfulness has ‘come out of the cloister.’ As an antidote to mindless cognition and behavior, the practice of mindfulness—with its principle of grounding attention in the present moment—has been shown to have powerful and positive effects at both the individual and the collective level and in fields as wide-ranging as medicine, schooling, prison programs, law and negotiation, business, and even the army. This installment of Marketing & Technology introduces mindfulness to managers and explores its potential for enhancing the service encounter. We begin by reviewing the two main conceptualizations of mindfulness: the cognitive and the contemplative. We then explore the service encounter from the perspective of emotional labor and show how mindfulness can change surface acting into deep acting, thereby significantly improving the service encounter for both the consumer and provider. We also explore the other benefits of mindfulness and their application to the service encounter: adaptability, flexibility, and creativity. We conclude by sharing resources for managers interested in implementing mindfulness training.
{"title":"Service, Emotional Labor, and Mindfulness","authors":"E. Wang, P. Berthon, L. Pitt, Ian Paul McCarthy","doi":"10.2139/ssrn.2947132","DOIUrl":"https://doi.org/10.2139/ssrn.2947132","url":null,"abstract":"Abstract From the seclusion of monastic life to the noise of Silicon Valley, the ancient practice of mindfulness has ‘come out of the cloister.’ As an antidote to mindless cognition and behavior, the practice of mindfulness—with its principle of grounding attention in the present moment—has been shown to have powerful and positive effects at both the individual and the collective level and in fields as wide-ranging as medicine, schooling, prison programs, law and negotiation, business, and even the army. This installment of Marketing & Technology introduces mindfulness to managers and explores its potential for enhancing the service encounter. We begin by reviewing the two main conceptualizations of mindfulness: the cognitive and the contemplative. We then explore the service encounter from the perspective of emotional labor and show how mindfulness can change surface acting into deep acting, thereby significantly improving the service encounter for both the consumer and provider. We also explore the other benefits of mindfulness and their application to the service encounter: adaptability, flexibility, and creativity. We conclude by sharing resources for managers interested in implementing mindfulness training.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"59 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115940737","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}
Psychological ownership (PO) can be an important tool for organizations to encourage productivity and certain desirable employee behaviours. In the organizational literature, PO is the sense of ownership over a “target”: not only physical objects, but a concept, a job, or the whole organization. It can express itself in positive ways, such as higher motivation; but it also has potentially negative effects, such as territoriality. This briefing looks closely at the literature to understand the various dimensions of PO, and how organizations can foster the positive aspects of it to help improve employees’ experiences in the workplace by fostering morale while contributing to productivity. By bringing together the most relevant research on the topic, this briefing also highlights areas that are still underdeveloped, such as collective PO, the role of culture, and the employee perspective.
{"title":"Psychological Ownership: Effects and Applications","authors":"Helen Campbell Pickford, Genevieve Joy, Kate Roll","doi":"10.2139/ssrn.2893092","DOIUrl":"https://doi.org/10.2139/ssrn.2893092","url":null,"abstract":"Psychological ownership (PO) can be an important tool for organizations to encourage productivity and certain desirable employee behaviours. In the organizational literature, PO is the sense of ownership over a “target”: not only physical objects, but a concept, a job, or the whole organization. It can express itself in positive ways, such as higher motivation; but it also has potentially negative effects, such as territoriality. This briefing looks closely at the literature to understand the various dimensions of PO, and how organizations can foster the positive aspects of it to help improve employees’ experiences in the workplace by fostering morale while contributing to productivity. By bringing together the most relevant research on the topic, this briefing also highlights areas that are still underdeveloped, such as collective PO, the role of culture, and the employee perspective.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"96 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124601390","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}
Prof(Dr) Lalith Edirisinghe, Nalaka Jayakody, L. Ranwala, Shen Lixin
Seafarer profession is proved to be a one of the most lucrative employment that is coupled with much of adventure too. However, it has become a serious problem in today’s context that certain categories of seafaring cannot join ships after completion of primary training at college. This situation has deteriorated the demand for MET by the younger generation on one hand while the quality s of applicants also declined. In other words the MET institute are compelled to be very flexible in selection criteria. As a result MET institutes are keen to understand the factors that determine the students’ choice of MET institute with special reference to seafaring officers. The study has been conducted by obtaining empirical data and the finding may be quite helpful for MET institutes. The study explored 8 key components that is rooted in 3 fundamental strategic areas, the key components are credibility, procedures, benefits, facilities offered by the institute, the location, student’s characteristics, opinion of other people and Marketing.
{"title":"Factors That Determines the Students' Choice of Maritime Education and Training with Special Reference to Seafaring Officers","authors":"Prof(Dr) Lalith Edirisinghe, Nalaka Jayakody, L. Ranwala, Shen Lixin","doi":"10.2139/ssrn.2966631","DOIUrl":"https://doi.org/10.2139/ssrn.2966631","url":null,"abstract":"Seafarer profession is proved to be a one of the most lucrative employment that is coupled with much of adventure too. However, it has become a serious problem in today’s context that certain categories of seafaring cannot join ships after completion of primary training at college. This situation has deteriorated the demand for MET by the younger generation on one hand while the quality s of applicants also declined. In other words the MET institute are compelled to be very flexible in selection criteria. As a result MET institutes are keen to understand the factors that determine the students’ choice of MET institute with special reference to seafaring officers. The study has been conducted by obtaining empirical data and the finding may be quite helpful for MET institutes. The study explored 8 key components that is rooted in 3 fundamental strategic areas, the key components are credibility, procedures, benefits, facilities offered by the institute, the location, student’s characteristics, opinion of other people and Marketing.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"24 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-10-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127155981","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}
The present research explores how self-construal interacts with social versus temporal comparison target in shaping consumer perceptions of price unfairness and willingness to pay. Three experiments find that independent consumers perceive stronger price unfairness when paying more than other consumers do, whereas interdependent consumers perceive stronger unfairness when paying more than they themselves paid in previous transactions. These effects occur because consumers are differentially sensitive to social versus temporal comparisons in their self-appraisal as a function of their self-construal. The sensitivity to social (temporal) comparison among independent (interdependent) consumers also affects their willingness to pay. These results show that self-construal affects consumers’ respective means for maintaining their self-appraisal and alters the relevance of different comparison targets.
{"title":"I Paid More Than You (Before)?! The Effect of Self-Construal and Comparison Target on Unfairness Perceptions and Willingness to Pay","authors":"Wenjing Dou, W. Lu, Dian Wang, H. Chen","doi":"10.2139/ssrn.2851063","DOIUrl":"https://doi.org/10.2139/ssrn.2851063","url":null,"abstract":"The present research explores how self-construal interacts with social versus temporal comparison target in shaping consumer perceptions of price unfairness and willingness to pay. Three experiments find that independent consumers perceive stronger price unfairness when paying more than other consumers do, whereas interdependent consumers perceive stronger unfairness when paying more than they themselves paid in previous transactions. These effects occur because consumers are differentially sensitive to social versus temporal comparisons in their self-appraisal as a function of their self-construal. The sensitivity to social (temporal) comparison among independent (interdependent) consumers also affects their willingness to pay. These results show that self-construal affects consumers’ respective means for maintaining their self-appraisal and alters the relevance of different comparison targets.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-10-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130328135","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}
Extant hiring research has generally focused on understanding outcomes for employees and not on outcomes for employers. I theorize on how employer cognitive hiring decision processes affect their likelihood of extending an offer of employment. I argue that greater variety in the job experiences of candidates in the applicant pool complicates employer comparison processes. Hiring is a two-stage process and I predict that comparison difficulties materialize among a winnowed down consideration set of candidates in this second stage. More experienced employers have less difficulty with variety because they have better constructed preferences. Regression analyses from an online market for contract labor on over 640,000 job postings by over 170,000 employers support my contentions. Greater variety in job experiences among job candidates in the applicant pool leads to a lower likelihood a job offer will be extended to any of them. This relationship is completely mediated by the variety in job candidates in the second stage consideration set. The more experience an employer has in hiring in a domain, the less of an issue variety becomes. Results utilizing an instrumental variable and several supporting analyses are also reported. Contributions to the study of evaluation in markets, hiring, and cognitive processes of categorization are discussed.
{"title":"Failed Searches: Hiring as a Cognitive Decision Making Process and How Applicant Variety Affects an Employer's Likelihood of Making an Offer","authors":"Ming D. Leung","doi":"10.2139/ssrn.2833689","DOIUrl":"https://doi.org/10.2139/ssrn.2833689","url":null,"abstract":"Extant hiring research has generally focused on understanding outcomes for employees and not on outcomes for employers. I theorize on how employer cognitive hiring decision processes affect their likelihood of extending an offer of employment. I argue that greater variety in the job experiences of candidates in the applicant pool complicates employer comparison processes. Hiring is a two-stage process and I predict that comparison difficulties materialize among a winnowed down consideration set of candidates in this second stage. More experienced employers have less difficulty with variety because they have better constructed preferences. Regression analyses from an online market for contract labor on over 640,000 job postings by over 170,000 employers support my contentions. Greater variety in job experiences among job candidates in the applicant pool leads to a lower likelihood a job offer will be extended to any of them. This relationship is completely mediated by the variety in job candidates in the second stage consideration set. The more experience an employer has in hiring in a domain, the less of an issue variety becomes. Results utilizing an instrumental variable and several supporting analyses are also reported. Contributions to the study of evaluation in markets, hiring, and cognitive processes of categorization are discussed.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"60 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121078798","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}
Indian retail sector is witnessing a steady growth of private labels or store brands in food category. The study primarily looks into understanding the consumer preference for private labels or store brands in food category and the role of consumer and store factors in store brand purchase in this category. Consumer responses are collected from the city of Trivandrum (India) using structured questionnaire. Five point Likert scale is used to measure the factors. Responses are collected from consumers at organized retail outlets and households. Structural equation model is used to understand the role of consumer and store factors in private label purchase. Factors like perceived quality, product familiarity, shelf space allocation and private label quality belief are found to have a significant role in determining the private label purchase in food category.
{"title":"Understanding the Role of Consumer Factors and Store Factors in Private Label Purchase","authors":"J. S., Rekha D. Chikhalkar, Ranjan Chaudhuri","doi":"10.5539/IJBM.V11N7P223","DOIUrl":"https://doi.org/10.5539/IJBM.V11N7P223","url":null,"abstract":"Indian retail sector is witnessing a steady growth of private labels or store brands in food category. The study primarily looks into understanding the consumer preference for private labels or store brands in food category and the role of consumer and store factors in store brand purchase in this category. Consumer responses are collected from the city of Trivandrum (India) using structured questionnaire. Five point Likert scale is used to measure the factors. Responses are collected from consumers at organized retail outlets and households. Structural equation model is used to understand the role of consumer and store factors in private label purchase. Factors like perceived quality, product familiarity, shelf space allocation and private label quality belief are found to have a significant role in determining the private label purchase in food category.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"28 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-06-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125691513","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}
Promotion is required by every organization to make its target market aware about its products. With the help of good promotion strategy an organization can earn higher profits. Usually we find brand promotion helps in earning high revenue but this research paper reveals that even stopping investment towards brand promotion can lead to higher profits. Westside is a leading retailer which offers quality products with reasonable price. With the change in the top management new policies were set to achieve higher revenues, promotional strategies were stopped to check whether it actually mattered to promote the brand. The result was alarming they realized that by stopping promotion they could increase their profit. Being personalized with customers and focusing mainly in maintaining loyal customers by providing high level products at reasonable prices, satisfying their needs is more important rather than investing huge amount in advertisement. Questionnaire is used for data collection to find out the consumer preference and effect of different methods of promotion on consumers. This study emphasis the importance of alternative strategies in increasing sales.
{"title":"'It is Not the Advertising' Alternative Strategies More Effective in Selling a Product","authors":"Aditi Khandelwal","doi":"10.2139/SSRN.2859588","DOIUrl":"https://doi.org/10.2139/SSRN.2859588","url":null,"abstract":"Promotion is required by every organization to make its target market aware about its products. With the help of good promotion strategy an organization can earn higher profits. \u0000 \u0000Usually we find brand promotion helps in earning high revenue but this research paper reveals that even stopping investment towards brand promotion can lead to higher profits. Westside is a leading retailer which offers quality products with reasonable price. With the change in the top management new policies were set to achieve higher revenues, promotional strategies were stopped to check whether it actually mattered to promote the brand. The result was alarming they realized that by stopping promotion they could increase their profit. Being personalized with customers and focusing mainly in maintaining loyal customers by providing high level products at reasonable prices, satisfying their needs is more important rather than investing huge amount in advertisement. \u0000 \u0000Questionnaire is used for data collection to find out the consumer preference and effect of different methods of promotion on consumers. This study emphasis the importance of alternative strategies in increasing sales.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"65 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-05-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124815324","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}
Privacy decision making has been examined from various perspectives. A dominant “normative” perspective has focused on rational processes by which consumers with stable preferences for privacy weigh the expected benefits of privacy choices against their potential costs. More recently, an alternate “behavioral” perspective has leveraged theories from behavioral decision research to construe privacy decision making as a process in which cognitive heuristics and biases predictably occur. In a series of experiments, we compare the predictive power of these two perspectives by evaluating the impact of changes in objective risk of disclosure and the impact of changes in relative perceptions of risk of disclosure on both hypothetical and actual consumer privacy choices. We find that both relative and objective risks can, in fact, impact consumer privacy decisions. However, and surprisingly, the impact of objective changes in risk diminishes between hypothetical and actual choice settings. Vice versa, the impact of relative risk is more pronounced going from hypothetical to actual choice settings. Our results suggest a way to integrate diverse streams of IS literature on privacy decision making: consumers may both over-estimate their response to normative factors and under-estimate their response to behavioral factors in hypothetical choice contexts relative to actual choice contexts.
{"title":"Beyond the Privacy Paradox: Objective versus Relative Risk in Privacy Decision Making","authors":"Idris Adjerid, Eyal Péer, A. Acquisti","doi":"10.2139/ssrn.2765097","DOIUrl":"https://doi.org/10.2139/ssrn.2765097","url":null,"abstract":"Privacy decision making has been examined from various perspectives. A dominant “normative” perspective has focused on rational processes by which consumers with stable preferences for privacy weigh the expected benefits of privacy choices against their potential costs. More recently, an alternate “behavioral” perspective has leveraged theories from behavioral decision research to construe privacy decision making as a process in which cognitive heuristics and biases predictably occur. In a series of experiments, we compare the predictive power of these two perspectives by evaluating the impact of changes in objective risk of disclosure and the impact of changes in relative perceptions of risk of disclosure on both hypothetical and actual consumer privacy choices. We find that both relative and objective risks can, in fact, impact consumer privacy decisions. However, and surprisingly, the impact of objective changes in risk diminishes between hypothetical and actual choice settings. Vice versa, the impact of relative risk is more pronounced going from hypothetical to actual choice settings. Our results suggest a way to integrate diverse streams of IS literature on privacy decision making: consumers may both over-estimate their response to normative factors and under-estimate their response to behavioral factors in hypothetical choice contexts relative to actual choice contexts.","PeriodicalId":365298,"journal":{"name":"CSN: Business (Topic)","volume":"21 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130971227","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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