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Available. Open Access. Open Access
Article
Publication date: 8 May 2017

Stefan F. Bernritter, Iris van Ooijen and Barbara C.N. Müller

This paper aims to demonstrate that self-persuasion can be used as a marketing technique to increase consumers’ generosity and that the efficacy of this approach is dependent on…

19623

Abstract

Purpose

This paper aims to demonstrate that self-persuasion can be used as a marketing technique to increase consumers’ generosity and that the efficacy of this approach is dependent on consumers’ involvement with target behavior.

Design/methodology/approach

An experimental field-study was conducted to investigate the effects of self-persuasion versus direct persuasion attempts versus no persuasion attempts on consumers’ tipping behavior in a lunchroom. Additionally, in a lab experiment, the moderating role of involvement on self-persuasion versus direct persuasion was tested.

Findings

The results reveal that self-persuasion is more effective than direct persuasion attempts or no persuasive messages in increasing consumers’ generosity. This is moderated by consumers’ involvement with the target behavior. For consumers with high involvement, self-persuasion is more effective than direct persuasion, while no differences were found for consumers with moderate or low involvement.

Practical implications

The scope of self-persuasion is not limited to the inhibition of undesired behavior, but it also extends to the facilitation of desired behavior, which considerably broadens the scope of this technique. Self-persuasion might be used as a marketing technique to influence consumers’ purchase behavior. This might be particularly viable in situations in which consumers feel high involvement with products or behavior.

Originality/value

Recently, research in health psychology demonstrated that self-persuasion is a very effective way of inhibiting undesired, addictive behavior and being more successful than direct persuasion. Yet, insufficient knowledge is available about the efficacy of self-persuasion with regard to promoting other target behaviors. In particular, its potential as a marketing technique to influence consumers’ behavior and its boundary conditions are still understudied.

Details

European Journal of Marketing, vol. 51 no. 5/6
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 16 May 2011

Margit Averdijk, Barbara Müller, Manuel Eisner and Denis Ribeaud

The purpose of this paper is to investigate the relationship between bullying victimization at age 8 and anxiety and depression at age 11 in a large and ethnically heterogeneous…

733

Abstract

Purpose

The purpose of this paper is to investigate the relationship between bullying victimization at age 8 and anxiety and depression at age 11 in a large and ethnically heterogeneous sample from Zurich, Switzerland.

Design/methodology/approach

The authors present new analyses from the Zurich Project on the Social Development of Children and Youth (z‐proso) on the relationship between bullying victimization at age 8 and anxiety and depression at age 11.

Findings

Different measures of bullying victimization significantly predicted later anxiety and depression. Differences existed between measures of anxiety and depression from different informants.

Originality/value

First, the paper provides readers with an overview of the victimization data collected in z‐proso among an ethnically heterogeneous population sample of children in Zurich, Switzerland. Second, it provides results of bivariate and multivariate analyses on the relationship between bullying victimization and internalizing behavior. Third, the authors investigate if their results are robust across different measures of bullying victimization and across measures of anxiety and depression from different informants.

Details

Journal of Aggression, Conflict and Peace Research, vol. 3 no. 2
Type: Research Article
ISSN: 1759-6599

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Article
Publication date: 1 March 1993

Monica A. Ollendorff

This is a selective guide to social service agencies in the U.S. which publish directories of their services. It is meant to assist collection developers in public, academic, and…

46

Abstract

This is a selective guide to social service agencies in the U.S. which publish directories of their services. It is meant to assist collection developers in public, academic, and private agency libraries. A total of 154 agencies were contacted by mail and asked to complete a survey form. Twenty letters were returned, marked “no current address.” Fifty agencies returned the questionnaires and/or sent samples and other descriptive information. However, some organizations' information was insufficient or indicated that the agency/organization was inappropriate for inclusion. Only those that provided complete information are included.

Details

Collection Building, vol. 13 no. 1
Type: Research Article
ISSN: 0160-4953

Available. Content available
Article
Publication date: 16 May 2011

Maria M. Ttofi, David P. Farrington and Friedrich Losel

2548

Abstract

Details

Journal of Aggression, Conflict and Peace Research, vol. 3 no. 2
Type: Research Article
ISSN: 1759-6599

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Book part
Publication date: 2 December 2024

Vítor Corado Simões, John Cantwell and Philippe Gugler

Abstract

Details

The History of EIBA: A Tale of the Co-evolution between International Business Issues and a Scholarly Community
Type: Book
ISBN: 978-1-83608-665-9

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Book part
Publication date: 1 February 2007

Deepa Chandrasekaran and Gerard J. Tellis

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-7656-1306-6

Available. Open Access. Open Access
Article
Publication date: 16 August 2021

Tomaž Čater, Barbara Čater, Matej Černe, Matjaž Koman and Tjaša Redek

The paper aims to contribute to a better understanding of the drivers for the use of Industry 4.0 technologies by investigating (1) what motivates companies to consider using I4…

6319

Abstract

Purpose

The paper aims to contribute to a better understanding of the drivers for the use of Industry 4.0 technologies by investigating (1) what motivates companies to consider using I4 technologies and (2) what enables (or hinders) the intention to use I4 technologies to translate into their actual use.

Design/methodology/approach

The study uses survey data collected from a sample of export-oriented manufacturing companies with more than 10 employees. Final analysis is conducted on 124 companies.

Findings

The results show that companies are proactively approaching I4. Only efficiency motives and expected competitive advantage have a positive effect on the intention to use I4 technologies, which in turn positively influences their actual use. The external, legitimacy-based, motives do not play a significant role in explaining the intention to use. With respect to I4 technology enablers, employee competency positively moderates and availability of finance negatively moderates the relationship between intention to use and actual use.

Research limitations/implications

The work extends the existing knowledge base on I4 technology drivers in companies that are not major global trendsetters but are heavily embedded in the value chains of companies from the most industrially developed economies. The study is limited to manufacturing companies in a small European economy and should be retested in other contexts.

Practical implications

The study can help managers implement I4 technologies in their companies more successfully.

Originality/value

We take a novel research approach by proposing a framework that clearly distinguishes between motives and enablers for the use of I4 technologies.

Details

Journal of Manufacturing Technology Management, vol. 32 no. 9
Type: Research Article
ISSN: 1741-038X

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Article
Publication date: 11 July 2016

Bonnie Farber Canziani, Barbara Almanza, Robert E. Frash, Merrick J. McKeig and Caitlin Sullivan-Reid

This paper aims to review existing restaurant classifications within the literature in the restaurant management field. The authors discuss intra-industry ramifications of the…

6150

Abstract

Purpose

This paper aims to review existing restaurant classifications within the literature in the restaurant management field. The authors discuss intra-industry ramifications of the limited use of recognized typologies and the need to prescriptively guide the description of restaurant context in the literature to communicate the internal and external validity of findings.

Design/methodology/approach

Restaurant categories from accepted typologies are used as keywords to collect 345 empirical studies from ten relevant journals serving the global restaurant management discipline. Content analysis of titles, abstracts and methodology sections is used to examine three propositions regarding the standardization, rationalization and efficiency of restaurant classification in imparting restaurant context in published works.

Findings

Findings show inconsistent use of existing typologies and limited use of effective restaurant descriptors to inform users about the situational context in which data were gathered or hypotheses were tested. There is a general preference for categories commonly associated with those of the National Restaurant Association.

Research limitations/implications

Researchers should standardize descriptions of restaurants in manuscript titles, abstracts and methods sections, thereby enhancing integration of international research, the ability to conduct macro-level industry studies, and communication of findings to practitioners for operational use.

Originality/value

Recommendations are offered to optimize the use of restaurant classification so that the content of empirical studies may be more effectively accessed, digested and compared, thereby enhancing the communication of advances in the restaurant management body of knowledge to practitioners and other researchers.

Details

International Journal of Contemporary Hospitality Management, vol. 28 no. 7
Type: Research Article
ISSN: 0959-6119

Keywords

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Book part
Publication date: 4 February 2019

Dionisia Tzavara and Barbara Wilczek

Often culture, socio-economic conditions and their multiple roles and responsibilities towards family, work and social life impede women from achieving academic goals. Online…

Abstract

Often culture, socio-economic conditions and their multiple roles and responsibilities towards family, work and social life impede women from achieving academic goals. Online learning is perceived as flexible, ‘comfortable’ and as a mode of learning which can be better balanced with other demands and responsibilities such as work, family and social life. With this study, the aim of this chapter was to focus on the ‘geography’ of online learning, explore whether it supports women’s access to higher education and understand whether women find online learning to be a fulfilling experience. The participants in this study confirmed that online learning makes higher education more accessible to women who might otherwise find it difficult to balance multiple roles and responsibilities with academic aspirations. Female students value the flexibility and convenience of online learning and despite challenges (e.g. handling workload or technology), their learning experience is positive. Interestingly, participants value asynchronous online communication with peers and tutors but learn better in a face-to-face environment. The findings of this chapter have implications for online programme designers, programme managers and directors who should consider the multiple responsibilities of female students and their preference for a more personalized learning environment.

Details

Strategies for Fostering Inclusive Classrooms in Higher Education: International Perspectives on Equity and Inclusion
Type: Book
ISBN: 978-1-78756-061-1

Keywords

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Book part
Publication date: 20 January 2022

Ignasi Capdevila, M. Pilar Opazo and Barbara Slavich

Processes of novelty generation and adoption have received much more attention than novelty evaluation. This paper explores the internal processes enacted by organizations to…

Abstract

Processes of novelty generation and adoption have received much more attention than novelty evaluation. This paper explores the internal processes enacted by organizations to recognize and assess novel ideas for further implementation by focusing on the role that artifacts play in identifying the creative potential of an idea versus another one. Our empirical study focuses on the evaluation of novelty in the form of new experiences and builds on the analysis of two highly creative organizations, elBulli restaurant, led by chef Ferran Adrià, and the Italian Drama Academy Nico Pepe. We find that organizations implement three distinct processes to evaluate the novelty of ideas: analyzing, structuring, and formalizing. In these processes, artifacts play a key role in making novel ideas tangible by anticipating audiences’ reactions, integrating the novelty generated into an organizational corpus of knowledge, and consolidating novel ideas for future applications. Our results show that these processes take place iteratively in all phases of the idea’s journey, increasingly leading to the collective identification and assessment of novelty.

Details

The Generation, Recognition and Legitimation of Novelty
Type: Book
ISBN: 978-1-80117-998-0

Keywords

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