针对灰色营销进行道德培训的实验效果

本文以道德培训为操纵变量,以工商管理专业的大学生为实验对象,研究了灰色营销的道德培训对人们灰色营销道德判断和行为倾向的影响.结果发现:第一,针对灰色营销的短期道德培训能够显著改进被培训者针对灰色营销的道义论评价和目的论评价,但是不能降低其灰色营销行为倾向;第二,尽管针对灰色营销的短期道德培训能够改进人们针对灰色营销的道义论评价和目的论评价,并且后者对人们的灰色营销行为倾向也有显著影响,但是它们不能中介短期道德培训对灰色营销行为倾向的影响.本文最后讨论了研究结果的理论贡献与实际应用.     

How hot cognition can lead us astray: The effect of anger on strategic decision making

Anger is one of the most frequently experienced emotions. However, the extant research on the impact of anger has predominantly focused on its effect on decision making in simple decision tasks. Strategic decision making differs significantly from such tasks, as it is characterized by complexity, ambiguity, and a high information load. To better understand the impact of emotions on strategic decision making, we investigate the effect of anger on decision quality and decision speed. To do so, we carry out a strategy field experiment with 52 executives in which we use participants’ psychophysiological skin conductance response. In line with psychological research on non-strategic decisions, we find that anger negatively influences decision quality in strategic decision making. However, in contrast to predictions made by research on non-strategic decisions, we find no increase in decision speed among angry participants. We thus extend extant theory by suggesting that anger impacts the quality of strategic decisions but does not affect important process characteristics such as decision speed.     

The work to make an experiment work

ABSTRACT

Contrary to its typical presentation in scientific publications as a certain and linear process, in reality, the experimental method, not least the design aspect of it, requires a great deal of trial-and-error and ad hoc decision-making on the part of the researchers. This uncertain and contingent aspect of research, although little known outside of the circle of experts, has important implications for our understanding of the nature of science and scientific findings.

This paper offers a backstage perspective to experiment design, where the uncertain and contingent nature of experimental research is at its starkest. It draws on insights from the sociological perspective of ethnomethodology through the auto-ethnographic first-hand experience of the first author's own social psychology experiments. Based on detailed lab notes and planning documents on how and why design changes were made, the analysis focuses on the evolution of the experiment design, particularly the researcher’s in situ practical reasoning for how to make the experiment work. From this, we show how ethno-methods shape experiment results and highlight the inseparability of social science experimentation from in situ practical reasoning.     

Poverty identity and preference for challenge: Evidence from the U.S. and India

One’s personal identity can play an important role in decision-making. We propose that a key identity that shapes behavior among poor populations is conceptualizing oneself as financially insecure, which we term “poverty identity.” Two experiments suggest that this identity can influence one’s propensity to engage in challenging tasks. We first demonstrate in a lab experiment with students that making financial insecurity temporarily salient can reduce preference for challenging tasks. Subsequently, in a lab-in-field experiment conducted in Dharavi, a slum in Mumbai, India, we show that a verbal self-affirmation intervention involving simple, one-on-one conversations with each individual can counteract the effects of persistent identity salience for the poor by fostering greater preference for more challenging labor tasks. We suggest that the persistence of scarcity can make poverty a continually salient characteristic by which the truly impoverished define who they are. Further, we outline an identity-based theoretical framework that explains behavior among people who temporarily feel poor but also suggests that similar perturbations in identity salience may have a negligible impact on behavior among the very poor. These findings have important implications for models of identity and policy design aimed at improving well-being for disadvantaged populations.     

Reducing the regressivity of indirect taxation in Brazil through a personalized value-added tax

ICMS is a value-added tax and the most important tax in Brazil in terms of revenue. This paper investigates the technical feasibility and impact of a reform to ICMS. The aim of the reform is twofold, on the one hand, to modernize the tax and redress some current flaws in terms of neutrality, simplicity and transparency and, on the other, to reduce its regressivity, increase redistribution, reduce poverty and impact positively on social welfare (without a loss in the tax revenue). A static behavioral microsimulation model was purpose-constructed to study the proposed reform. The new tax simplifies the current system by introducing a single general tax rate and an increased rate for alcoholic beverages and tobacco, without exemptions, combining this with a total or partial refund for the poorest families. The empirical results show that the new tax is superior to the current one, both in terms of efficiency and equity.     

Emotionally intelligent top management and high family firm performance: Evidence from Germany

Executives in family firms are often confronted with emotionally loaded issues, in part due to the need to include the interests of the owning family. Given this context, we hypothesize how high family-firm performance is affected by the emotional intelligence (EI) of a family-based CEO and top-management team (TMT), in addition to the CEO's transformational leadership (TFL) and TMT's behavioral integration. Survey measures were taken from a random sample of 72 CEOs of German family firms and 245 members of their TMTs. We found that TMT behavioral integration mediates between CEO TFL and objective firm performance while CEO EI is significantly related to both CEO TFL and TMT EI. Implications are discussed for future research thereby suggesting an extension to upper-echelon theory.     

The Effect of Perceived Novelty on the Adoption of Information Technology Innovations: A Risk/Reward Perspective

A fundamental characteristic of any innovation is its novelty, the newness or freshness of the innovation in the eyes of the adopter. Past research has often considered novelty to be inherent to an information technology (IT) innovation, yet it is also likely that perceptions of novelty differ widely across individuals. Nevertheless, the role that the novelty of an IT innovation plays in adoption is not well understood. The primary goal of this research effort is to frame the perceived novelty of an IT innovation as a salient affective belief in the nomological network related to adoption. Further, we examine how perceived novelty influences the way individuals reconcile their perceptions of risk versus reward when considering the adoption of an IT innovation. Two empirical studies with 424 and 138 participants, respectively, examine the effect of perceived novelty on IT innovations from a risk/reward perspective. Results indicate that perceived novelty is a salient affective belief that plays a significant role in the adoption of IT innovations. Implications for both theory and organizational decision making are examined.     

Customization Strategies in Electronic Retailing: Implications of Customer Purchase Behavior*

In this article, we assess the implications of customer purchase behavior on customization in electronic retailing. We develop a classification scheme for customization strategies in electronic retailing. The classification scheme comprises three customization strategies: (i) transaction customization, (ii) decision customization, and (iii) product customization. We develop scales to measure each of the three customization strategies using a systematic four‐stage scale development process. Building on the extant literature on customer purchase behavior, we design an experiment to examine the alignment of the customization strategies with three well‐established product types: (i) convenience goods, (ii) shopping goods, and (iii) specialty goods, and its implications for customer value. The findings of the experiment indicate that there are significant differences in the customer value for the three customization strategies across the three product types. The contributions of the study, the managerial implications of the study findings, limitations, and directions for future research are discussed.     

农民参加新型农村社会养老保险动因刍议

农民参加新型农村社会养老保险的决策行为受环境因素、制度因素和个体因素三方面的影响,引导农民积极参加新农保必须以政府为主导,加强宣传教育,加大财政支持力度,破除环境与个体因素中的不利影响。     

Effects of a teen resident camp leadership program on changes in dimensions of self-control and interpersonal functioning,and their theory-based relationships

Camp leadership programs have the potential of improving important psychosocial factors in teens who might eventually become counselors. Accepted behavioral theory might increase understandings of those changes so program training architectures can be improved. As part of larger-scale longitudinal research, participants (N = 129; 64 % female, M_age = 14.6 years, SD = 0.6) were selected by senior camp administrators for a structured leadership training program that required in-person conferences, viewing training videos every 2 weeks, obtaining ongoing mentoring from senior camp staff, and attending several weeks of summer camp where further training was provided. Validated surveys of proposed dimensions of self-control and interpersonal functioning were administered twice over 6 months to assess training program-associated changes. There were significant improvements in total self-control, self-control specifically related to coping, and family-related functioning. Although no demographic factor was associated with score change, baseline score was a significant predictor across measures. After controlling for baseline scores, stepwise multiple regression analyses indicated that higher self-control scores (i.e., planful behavior, coping efficacy, affective thought management) significantly predicted improvements in general, family, and peer-related functioning. Theory-based relationships between changes in self-control and interpersonal functioning enabled the identification of training program areas that might be targeted for improvement.