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This paper explores the relationship between integrative potential, information exchange, and behavioral and perceptual indicators of negotiation outcome. A measure of integrative potential is introduced that allows the researcher to quantify how much potential for integrativeness is contained in various bargaining scenarios. An experiment using a variant of Pruitt's (1981) bargaining scenario was conducted to investigate the usefulness of the measure. In particular, competitiveness interacted with information exchange to affect joint benefit. It is concluded that integrative potential can help develop useful theories of integrative bargaining.

The purpose of this bibliographic guide is to acquaint librarians with resources on health care provision for patients of various cultures. The sources in this bibliography address lingual and cultural barriers to communication between patients and health care providers. They also cover the health care needs of specific ethnic groups, the impact of cultural beliefs on health behavior and knowledge, and traditionally held health care practices.

A considerable amount of research suggests that the way information is processed may influence a purchasing decision; however, this seems to be an issue rarely investigated in green marketing studies. Therefore, the purpose of this paper is to draw on the literature related to the Heuristic-Systematic Model of information processing to provide a deeper insight into the factors affecting pro-environmental behavior intention.

The framework highlights the moderator role of environmental motivation and environmental knowledge in the relationships among message framing and pro-environmental behavior intention. The study used an internet survey to help reduce the social desirability bias associated with a face-to-face survey. In total, 497 questionnaires were collected, of which 68 were invalid and 429 were valid.

The results indicate that it might be beneficial for green marketing proprietors to provide product-related information stressing the potential negative consequences of not buying organic food products. This effect, however, is moderated by the degree of the customer’s environmental motivation and environmental knowledge.

This stands in marked contrast to the traditional information which emphasizes the positive consequences to motivate customers to purchase organic food products.

Reactance theory is applied to investigate consumer responses to “buy local” campaigns initiated by government to counteract the effects of an economic crisis, using the COVID-19 pandemic as an illustrative context.

A conceptual model is developed, aimed at revealing the extent to which “buy local” campaigns – explicitly justified by the need to fight an economic crisis – are likely to lead to (a) compliance (i.e. support for local products/retailers) or (b) freedom restoration (i.e. support for foreign products/retailers). The model is subsequently tested on samples of German (N = 265) and Italian (N = 268) consumers.

“Buy local” campaigns are likely to generate reactance amongst consumers and such reactance can lead to both non-compliance and, albeit less so, freedom restoration outcomes. At the same time, consumer ethnocentrism acts as a countervailing influence by attenuating the effects of generated reactance and its undesirable outcomes.

Psychological reactance theory offers a novel perspective for conceptually approaching the likely responses of consumers towards “buy local” campaigns and the empirical findings support the use of the theory in this context.

Policymakers seeking to encourage consumers to support the local economy during times of an economic crisis need to be aware that “buy local” campaigns may, against their intended communication goals, result in non-compliance as well as consumer responses in the opposite direction. Thus, the reactance-generating potential of such campaigns needs to be explicitly considered at the planning/implementation stage.

The findings confirm the relevance of reactance theory as a conceptual lens for studying the effects of “buy local” campaigns and have important implications for domestic/foreign firms as well as for policy makers seeking to encourage consumers to support the local economy during times of an economic crisis.