Business Commons^™

The Motivating Role Of Dissociative Outgroups In Encouraging Positive Consumer Behaviors, Katherine White, Bonnie Simpson, Jennifer Argo

Management and Organizational Studies Publications

Previous research has found that people tend to avoid products or behaviors that are linked to dissociative reference groups. The present research demonstrates conditions under which consumers exhibit similar behaviors to dissociative out-group members in the domain of positive consumption behaviors. In particular, when a consumer learns that a dissociative out-group performs comparatively well on a positive behavior, the consumer is more likely to respond with positive intentions and actions when the setting is public (vs. private). The authors suggest that this occurs because learning of the successful performance of a dissociative out-group under public conditions threatens the consumer’s group …

Situational Variables And Sustainability In Multi-Attribute Decision-Making, Bonnie Simpson, Scott Radford

Management and Organizational Studies Publications

Purpose

– The purpose of this study is to examine whether consumers demonstrate a multi-dimensional understanding of sustainability in their decision-making and addresses the situational influence of confidence and compromise on sustainable product choices.

Design/methodology/approach

– Using three choice-based conjoint experiments the authors examined the importance of sustainability, compromise and confidence to consumers across two contexts. Two-step cluster analyses were used to segment consumers based on the importance scores.

Findings

– Data indicates that the environmental dimension of sustainability is the most influential followed by economic and social. The responses suggest three distinct segments identified as self-focused, trend motivated and …