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Cites the existence of information framing effects as an interesting phenomenon in the area of human judgements and decision‐making. Uses three distinct types of framing effect and the hypothesis identified by Leven et al (1998). Studies the reliability of these effects across samples of subjects in the USA and Australia. Shows that, for two of the three types, attribute framing and risky choice framing, the effects were strong and almost identical in the two samples. Highlights a significant effect for the US sample, but not the Australian sample, for the third type, goal framing. Discusses results in terms of the reliability of the effects and their potential for revealing cross‐cultural differences in values.

Illustrates, through both actual and hypothetical examples, the importance to services marketers of recent empirical and theoretical work on decision framing. Suggests that services marketers could have more opportunity than product marketers for affecting the decision frames of consumers. Discusses implications for service marketers, including how decision framing can effect the positioning of service firms in an industry. Considers how the frame can affect the decision of whether or not to purchase, and how changes in the decision frame might encourage consumers to purchase more expensive alternatives.Notes ethical issues raised for marketers by these implications.

Pride is an emotional response to success or achievement with two facets, AP and HP. This study aims to address an unanswered question: how does each type of pride affect indulgence when consumers engage in relatively thoughtful processing (System II) versus when they engage in rapid and more superficial processing (System I).

Using four experiments, this research investigates the effects of pride and cognitive resources on indulgence. This study also tests the mediating roles of deservedness and self-esteem using an ANOVA, a bootstrap analysis and a binary logistic-regression analysis.

The results show that cognitive resources moderate the effects of AP and HP on indulgence. When consumers have ample cognitive resources, AP leads to more indulgence than HP. When consumers have restricted cognitive resources and engage a quick, affective-based processing system, HP leads to greater indulgence than AP.

This research enhances understanding of the impact of two kinds of pride on indulgence and advances the authors’ understanding in the broader area linking emotion and consumer decision-making.

Marketers and public policymakers need to understand the differences between AP and HP because they have potentially different impacts on consumer behavior. Depending on whether companies are trying to motivate consumers to indulge or to restrain from indulging, companies can successfully incorporate AP or HP into their marketing communications.

The key contribution of this research is that the authors show that both AP and HP can lead to indulgence, depending on the amount of cognitive attention that is allocated to the decision and, therefore, which system consumers deploy.

Devotes the entire journal issue to managing human behaviour in US industries, with examples drawn from the airline industry, trading industry, publishing industry, metal products industry, motor vehicle and parts industry, information technology industry, food industry, the airline industry in a turbulent environment, the automotive sales industry, and specialist retailing industry. Outlines the main features of each industry and the environment in which it is operating. Provides examples, insights and quotes from Chief Executive Officers, managers and employees on their organization’s recipe for success. Mentions the effect technology has had in some industries. Talks about skilled and semi‐skilled workers, worker empowerment and the formation of teams. Addresses also the issue of change and the training that is required to deal with it in different industry sectors. Discusses remuneration packages and incentives offered to motivate employees. Notes the importance of customers in the face of increased competition. Extracts from each industry sector the various human resource practices that companies employ to manage their employees effectively ‐ revealing that there is a wide diversity in approach and what is right for one industry sector would not work in another. Offers some advice for managers, but, overall, fails to summarize what constitutes effective means of managing human behaviour.

The economic reforms sweeping Eastern Europe and the former Soviet Union point to a critical need for consumer‐based market research in the region. In this study, conjoint analysis was used to analyse Russian ( n=88), Polish (n=77), and Hungarian (n=113) consumers′ decision behaviour in a single product category, colour televisions. Of particular interest were the separate and joint roles played by brand name and country of origin in the decision processes of former Socialist consumers. The results show that Russian and Polish consumers place considerable emphasis on the product′s place of manufacture, while the Hungarians were more “functional” in their decision strategy, focusing on the product′s intrinsic properties. Contrary to expectations, brand name was less important than other attributes in the decision making of all three groups. Each group also showed minimal concern with the interaction between brand name and country of origin. Discusses implications for Western firms which are seeking market and investment opportunities in the former Eastern Bloc.

This article investigates whether a negative country of origin bias facing imported wine can be offset when it is distributed in marketing channels alongside already accepted complimentary products. Specifically we consider the case of Mexican wine being introduced to consumers in a Mexican restaurant versus a more general themed contemporary restaurant. An experimental design was employed to investigate consumers' perceptions and future purchase intentions after tasting Mexican wine in a proposed restaurant with one of the two themes. Findings suggest that the best method for introducing Mexican wine to US consumers may be through Mexican restaurants although adoption of the wine for consumption at home may be slow.