Social Psychology Commons^™

How Tempered Radicals Pursue Ideological Change Within Their Organization, Saleh M. Bajaba

Doctoral Dissertations

Organizations that are adaptive, diverse, and socially responsible are often built by employees who are able to implement change “under the radar” of those in the organization who would ordinarily fight significant change. These “tempered radicals” are insider activists who serve as the catalyst for incremental constructive changes which, over time, build better organizations. Unfortunately, little is known about what motivates tempered radicals to enact changes within their organizations. In order to better understand the motives of these internal change agents, I develop a measure of tempered radical motives (TRM). In Study 1, I develop a measure of TRM by …

May I Help You? How Stereotypes And Innuendoes Influence Service Encounters, Lauren Michelle Brewer

Doctoral Dissertations

"You only get one chance to make a good first impression." The dissertation focuses on marketing agents; among the most visible is the "service provider." Previous research establishes the important role of cognitive social schemata in determining the way consumers react to different types of marketing agents, including service providers. In the literature review, a classification schema is developed for service provider stereotypes derived from theory using social stereotypes. The development of the Service Provider Perception Framework (SPPF) creates a classification for the individual service provider along two main dimensions: competence and affect.

In services design (particularly situations involving a …

Sales Performance And Intuition – The Role Of Gut Feelings, David Locander

Doctoral Dissertations

This dissertation extends the dual theory of salesperson information processing by examining the relationship between salespersons' emotional intelligence (EI) and their preference for and use of decision-making styles (intuition and/or deliberation) in the selling process. This dissertation contains two studies, Study 1 employs a descriptive research design and Study 2 uses experimental manipulations to investigate the role that intuition and deliberation play within the sales process. Data for both studies come from a sample derived from a national online panel of business to business salespeople.

Study 1, using a survey approach, assesses two competing models and one post hoc model …

Escapist Environments, Restorative Experiences, And Consumer Self-Regulation, G. David Shows

Doctoral Dissertations

The study of atmospherics recognizes shoppers engage in consumption for more than its utilitarian function. The concept of the recreational shopper recognizes the value-producing process of the consumption experience. This research furthers the understanding of consumption by delving into the value-enhancing process of escaping during the experience, as well as measuring the mediating effects of fascination and authenticity. In this study, a test of an individual's self-regulating behavior and the moderating effects on the consumption experience help determine if predetermination affects an escape experience.

Pictured scenes of restaurants were pretested for their ability to produce fascination and represent and authentic …