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Article
Publication date: 1 April 1976

Johan Arndt

This review of normative and descriptive advertising research studies concludes that the studies have resulted in few great ideas. In spite of a quantitatively impressive research…

615

Abstract

This review of normative and descriptive advertising research studies concludes that the studies have resulted in few great ideas. In spite of a quantitatively impressive research tonnage, the studies are unsystematic, the methods are often weak in validity, and the results are often irrelevant to the problems of advertising.To improve the state of the art, more emphasis on theory building is necessary. In particular, more attention should be directed toward formulating appropriate “models of man” and toward developing meaningful categories of the functions played by advertising. In addition, advertising studies would benefit by more breadth in behaviour, more breadth in space, and more breadth in time.

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European Journal of Marketing, vol. 10 no. 4
Type: Research Article
ISSN: 0309-0566

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Book part
Publication date: 19 December 2017

Karin Klenke

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Women in Leadership 2nd Edition
Type: Book
ISBN: 978-1-78743-064-8

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Book part
Publication date: 18 January 2023

Andreas Schwab, Yanjinlkham Shuumarjav, Jake B. Telkamp and Jose R. Beltran

The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to…

Abstract

The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to discuss the potential benefits of far broader applications; however, these discussions have not led yet to a wave of corresponding AI applications by management researchers. This chapter explores the feasibility and the potential value of using AI for a very specific methodological task: the reliable and efficient capturing of higher-level psychological constructs in management research. It introduces the capturing of basic emotions and emotional authenticity of entrepreneurs based on their macro- and microfacial expressions during pitch presentations as an illustrative example of related AI opportunities and challenges. Thus, this chapter provides both motivation and guidance to management scholars for future applications of AI to advance management research.

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Article
Publication date: 1 February 1978

K. Grønhaug and J. Arndt

Reports results of an attempt to test temporal order of awareness, attitude and behaviour using the cross‐logged panel correlation technique — a method for establishing…

927

Abstract

Reports results of an attempt to test temporal order of awareness, attitude and behaviour using the cross‐logged panel correlation technique — a method for establishing probabilistic causality by non‐experimental data. Tries to replicate, in this study, one by O'Brien, examining loyalty of new residents in an area developing loyalty to restaurants. Questionnaires were distributed to new students in Bergen, Norway for the autumn semester in 1974, in all 200 students received 2 questionnaires over a four‐week period and 126 completed the questionnaire both times, discusses results of these. Concludes that results give little support for the concept of a ‘hierarchy‐of‐effects’, postulating the sequence of awareness, attitudes and behaviour.

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European Journal of Marketing, vol. 12 no. 2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 3 May 2019

Shintaro Okazaki, Charles R. Taylor, Patrick Vargas and Jörg Henseler

An unconscious concern regarding one’s inevitable death, known as mortality salience, may affect consumers’ brand choices in the aftermath of disastrous events, such as…

1921

Abstract

Purpose

An unconscious concern regarding one’s inevitable death, known as mortality salience, may affect consumers’ brand choices in the aftermath of disastrous events, such as earthquakes. The purpose of this paper is to examine the role of self-identification with global consumer culture (IDGCC) in global brand purchase intention in response to disasters that heighten mortality salience. The roles of materialism, consumer ethnocentrism, cosmopolitanism and hope in this this process are also explored.

Design/methodology/approach

An online experiment was conducted with a large sample of Japanese consumers. Japan was selected because it had recently suffered from a series of devastating earthquakes. Participants’ mortality salience was primed with an earthquake scenario. All measures were adapted from prior research. The authors used structural equation modeling to test the hypotheses and validate the model.

Findings

The results reveal that IDGCC is a direct predictor of global brand purchase intention when mortality salience is high. It appears that identifying with global consumer culture and buying global brands enhances self-esteem and reduces anxiety for those with high IDGCC. As predicted, materialism and cosmopolitanism positively influence IDGCC, whereas consumer ethnocentrism does not impede IDGCC. Hope directly and positively affects global brand purchase intention.

Research limitations/implications

Some consumers who experience traumatic events may resist mortality salience and experience a heightened sense of global citizenship. Meanwhile, those with lower IDGCC may revert to in-group favoritism, whereas those with higher IDGCC tend to purchase global brands. Using a scenario to simulate the mental state evoked by a disaster limits generalizability.

Practical implications

The findings illuminate how firms should modify their international marketing strategies in the face of traumatic global events when targeting consumers with high vs low IDGCC in terms of framing messages about global brands. Additionally, using global brands that emphasize an optimistic outlook may help global marketers capture attention from consumers high in IDGCC.

Originality/value

This study is one of the first to address traumatic events and hope, relating these concepts to IDGCC and global brand purchase intention in an international marketing context.

Details

International Marketing Review, vol. 36 no. 5
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 21 December 2021

Patrícia de Oliveira Campos, Letícia Barbosa de Mélo, Jéssica Carvalho Veras de Souza, Poliana Nunes de Santana, Juliana Matte and Marconi Freitas da Costa

This study aims to contribute to the healthy eating literature by analyzing whether fear of coronavirus disease 2019 (COVID-19), ability to prepare food and the safety-seeking are…

597

Abstract

Purpose

This study aims to contribute to the healthy eating literature by analyzing whether fear of coronavirus disease 2019 (COVID-19), ability to prepare food and the safety-seeking are antecedents of the intention to consume healthy foods during COVID-19 pandemic.

Design/methodology/approach

The authors conducted two studies. The first study was done with a sample of 546 valid respondents. Partial Least Squares Structural Equation Modeling (PLS-SEM) was used to analyze data. The second study was qualitative, in which 40 subjects took part. Data were analyzed using thematic analysis.

Findings

The main findings reveal that ability to prepare food and the safety-seeking are strong antecedents of the intention to consume healthy foods. In addition, safety-seeking mediates the relationship between fear of COVID-19 and intention to consume healthy eating. However, high levels of fear did not influence the ability to prepare food and intention to consume healthy foods. Also, the ability to prepare food does not mediate the relation between fear of COVID-19 and intention to consume healthy food.

Originality/value

This study is among the first to consider terror management propositions to analyze the intention to consume healthy foods during COVID-19 pandemic. From a scientific point of view, it has several contributions to the literature. First, this study provides advances and innovation in the field by identifying new explanatory relations. Second, this study extends the scope of terror management health model (TMHM) by analyzing it in the pandemic context. Third, the findings seem to provide empirical support for recent criticism of TMHM assumptions. Moreover, practical implications are outlined to public health decision-makers and healthy food businesses on increasing consumers’ intention to healthy eating.

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Marketing Intelligence & Planning, vol. 40 no. 2
Type: Research Article
ISSN: 0263-4503

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Article
Publication date: 23 June 2022

Mianlin Deng, Xiujun Li, Feng Wang and Wendian Shi

Previous research has demonstrated that affirming an individual’s self-worth in intrinsic, stable aspects (e.g. personal attributes) enhances their pro-relationship tendencies, as…

450

Abstract

Purpose

Previous research has demonstrated that affirming an individual’s self-worth in intrinsic, stable aspects (e.g. personal attributes) enhances their pro-relationship tendencies, as compared to affirming extrinsic aspects of the individual (e.g. performance). This is especially so among people in certain dissatisfying relationships (e.g. romantic relationships). Extending this finding to organizational contexts, the purpose of this study is to investigate the effects of affirmation type (intrinsic vs extrinsic affirmations) on responses to workplace offenses among employees with high versus low job satisfaction.

Design/methodology/approach

Studies 1 (N = 224) and 2 (N = 358) examined the effects of intrinsic versus extrinsic affirmations on responses to hypothetical and real workplace offenses. Furthermore, to compare the effects of intrinsic and extrinsic affirmations to the baseline level, Study 3 (N = 441) added a control condition and examined the effects of affirmation type (intrinsic vs extrinsic vs control) on responses to workplace offenses.

Findings

For employees with low (but not high) job satisfaction, (1) intrinsic (vs extrinsic) affirmations promoted more prosocial responses (forgiveness and reconciliation) to workplace offenses; (2) although not as effective as intrinsic affirmations, extrinsic affirmations (vs baseline) also triggered prosocial intentions toward workplace offenses.

Originality/value

First, the study enriches the literature on workplace offenses by focusing on an individual-level factor – self-worth – that can be intervened (e.g. affirming one’s self-worth) by organizations and managers so as to promote prosocial responses to workplace offenses. Second, the study expands the scope of the self-affirmation theory in organizational contexts by examining the effectiveness of intrinsic and extrinsic affirmations in coping with workplace offenses. Third, practically speaking, the study provides a brief intervention (the writing task of describing an intrinsic or extrinsic affirmation experience) that can boost pro-relationships in the workplace.

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International Journal of Conflict Management, vol. 33 no. 5
Type: Research Article
ISSN: 1044-4068

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Book part
Publication date: 21 July 2022

Sofia Persson and Katie Dhingra

Abstract

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Rape Myths: Understanding, Assessing, and Preventing
Type: Book
ISBN: 978-1-80071-153-2

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Article
Publication date: 11 March 2019

Laura Guerrero and Luciana Turchick Hakak

A dark side of global mobility is that many immigrants have negative work outcomes. Studies have analyzed the antecedents to poor work outcomes from the immigrants’ point of view…

143

Abstract

Purpose

A dark side of global mobility is that many immigrants have negative work outcomes. Studies have analyzed the antecedents to poor work outcomes from the immigrants’ point of view or from that of host country nationals. The purpose of this paper is to propose a relational model, which applies terror management theory to address how the economic mobility beliefs of immigrants and host country nationals interact and how these different combinations of beliefs affect the self-esteem of immigrants.

Design/methodology/approach

This theoretical model considers the impact of the social interactions between immigrants and host country nationals when immigrants’ mortality is salient.

Findings

In hostile environments that make immigrants’ mortality salient, lack of confirmation of immigrants’ beliefs about economic mobility from host country nationals can lead to a decrease in immigrants’ self-esteem and therefore to negative work outcomes.

Practical implications

As the number of immigrants grows, so do concerns about their ability to contribute to the economy. Lack of confirmation of their beliefs in a context in which their mortality is salient, is likely to lead to lower self-esteem and perhaps other negative outcomes.

Originality/value

This paper is the first, to the authors’ knowledge, to use terror management theory to advance our understanding of the outcome of a lack of confirmation from host country nationals of immigrants’ beliefs on economic mobility under conditions of mortality salience.

Details

Journal of Global Mobility: The Home of Expatriate Management Research, vol. 7 no. 2
Type: Research Article
ISSN: 2049-8799

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Book part
Publication date: 11 July 2006

Kimberly A. Wade-Benzoni

Acting on the behalf of future generations can require nontrivial sacrifice on the part of the present generation. Yet, people can gain important social psychological benefits…

Abstract

Acting on the behalf of future generations can require nontrivial sacrifice on the part of the present generation. Yet, people can gain important social psychological benefits from such acts, such as experiencing a connection to an entity that will presumably continue to exist in the social environment after they themselves are no longer a part of it. Consequently, intergenerational beneficence can help people to fill the basic human need for immortality striving. This is a benefit that is not as easily achieved by altruistic behaviors toward contemporary others. Based on some key insights from Terror Management Theory (TMT), I postulate that under conditions of mortality salience, people will demonstrate more altruism toward future generations than toward needy contemporaries − contrary to what might be expected based on the existing literature on intertemporal choice. Thus, the temporal aspect of intergenerational contexts may actually promote rather than hinder altruistic tendencies under certain conditions.

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Ethics in Groups
Type: Book
ISBN: 978-1-84950-405-8

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