Attenuating Consumer Reactance to Threatening Messages: The Moderating Role of Construal Level

While many persuasive communications tend to be perceived as increasing consumer choice, others, such as public service announcements, more or less forcefully restrict that choice. This research examines the effects of threats to freedom on receptivity to message information, as a function of the level of construal at which the message is processed. The findings indicate that consumers are more open to high threat message information at high (vs. low) levels of construal, and this pattern holds when construal level is manipulated via message wording (study one) or is non-consciously primed prior to message exposure (study two). Also, the results point to the level of detail at which the message is considered, and the resulting use of persuasion knowledge, as the underlying reason for this pattern of results (study three). Specifically, at high levels of detail (i.e. low construal) there is a greater use of persuasion knowledge and lower information receptivity in face of high threat to freedom messages. At low level of detail (high construal), by contrast, persuasion knowledge use is lower and receptivity to information in freedom threatening messages higher

Identifying key determinants of housing sales and time-on-the-market (TOM) using fuzzy cognitive mapping

Price and residential housing attributes have long been identified as key determinants of home sales and, as such, they can explain time-on-the-market (TOM). It is acknowledged, however, that there are other factors (or determinants) that influence home sales and TOM, which are of great importance but seldom taken into account in the appraisal process of residential real estate. Based on the use of fuzzy cognitive mapping, we propose a framework that adds value to the way that key determinants of housing sales and TOM are identified. This framework is the result of a process involving several residential real estate experts (i.e.appraisers and realtors), and follows a constructivist approach. Our findings suggest that the use of fuzzy cognitive maps (FCMs) allows the number of omitted determinants to be reduced and the understanding of the relationships between them to be improved. The strengths and weaknesses of our methodological framework are also discussed

Developing of Sustainability Balanced Scorecard for the Chemical Industry: Preliminary Evidence from a Case Analysis

Companies today operate in an increasingly turbulent environment, with multiple (and sometimes competing) demands. Among these there is sustainability. No longer merely a buzzword, sustainability is becoming a mainstay of organizational operations, and a strategic pre-requisite for long term competitive advantages and business excellence. Crafting and implementing of strategy adapted to the company’s external context and internal resources and capabilities are fundamental, and sustainability needs to be a central element to any such strategy. As such, tools are required that can bring these components together. Long used for performance management and strategic management more generally, the Balanced Scorecard (BSC) could plausibly constitute such a framework, if appropriately extended to include sustainability concerns. The aim of this paper is thus to develop such an extension, through creation of a Sustainability Balanced Scorecard (SBSC), which includes social and environmental perspectives and their interactions with the traditional perspectives. We outline the structure for a SBSC, which takes companies’ overall sustainability objectives into account, as well as the steps required for its development. A case study of the formation and introduction of a “credible” sustainability strategy in the chemical industry is presented. The results demonstrate the usefulness of the SBSC in pursuing sustainability strategies, and provide preliminary evidence that introduction of such a system is likely to lead to fundamental changes in the way a company is managed. Practical implications and managerial guidelines are also reported

For sale… but for how long? a methodological proposal for estimating time-on-the-market

Residential real estate assumes crucial importance in a country's socioeconomic development. It is an important field of study, and much work has gone into better understanding the sector and the factors determining sales within it, such as time-on-the-market (TOM). TOM can be influenced by a variety of elements; a fact that in effect raises a lot of issues, because these determinants are often interpreted in an ambiguous or unstructured way. This study aims to bring greater accuracy and structure to our understanding of these factors, by showing that the integrated use of cognitive mapping with the Analytic Hierarchy Process (AHP) can give rise to a conceptually coherent and empirically valid framework to calculate TOM indices in the residential real estate market. Because it takes into account both tangible and intangible characteristics of a house, this measurement framework also boosts strategic planning support and allows for more informed business planning, which we believe can be a real contribution to the development of the real estate market. The practical implications and limitations of this evaluation system are also discussed

Barriers to real estate investments for residential rental purposes: mapping out the problem

The recent economic crisis led to significant changes in the real estate market; one of which was a shift toward home rental (rather than buying). Real estate investors have an important role in the growth of the rental market. However, there are often hindrances to investing for residential rental purposes. In order to overcome these barriers, they first need to be identified and understood. With this in mind, the main focus of this investigation was the creation of a conceptual model, through fuzzy cognitive mapping, to identify and understand the cause-and-effect relationships between the factors that represent an obstacle to real estate investments for residential rental purposes. The results show that cognitive maps can be of great use for the structuring of complex decision problems, minimizing the number of factors left out of the decision making process. In particular, the tenant risk behavior, property location and associated costs (for the owner) were identified as the main obstacles to real estate investment rental propose. The practical implications of the model, as well as the advantages and limitations of the process followed, are also discussed

A fuzzy knowledge-based framework for risk assessment of residential real estate investments

Risk analysis of residential real estate investments requires careful analysis of certain variables (or determinants). Because real estate is a key sector for economic and social development, this risk analysis is seen as critical in supporting decision processes relating to buying or selling residential properties, partly due to the pressures caused by the current economic environment. This study aims to develop a conceptual reference model for risk assessment of residential real estate using fuzzy cognitive mapping. This fuzzy model allows cause-and-effect relationships between determinants to be identified and better understood, which in turn allows for better informed investment decisions. The results show that the use of cognitive maps reduces the number of omitted criteria and favors learning with regard to how the criteria relate to each other, holding great potential and versatility in structuring complex decision problems. Practical implications, strengths and weaknesses of our proposal are discussed

Classification and selection of tenants in residential real estate: a constructivist approach

Choosing a tenant is a key issue in the housing rental market. Knowing, a priori, whether a tenant will pay the rent on time, be able to hold a good relationship with the neighbors or take care of the property (i.e. whether s/he will be a “good” tenant) is not a simple endeavor. It is crucial, however, as it can help save time, money and conflicts that can end up in court. This study aims to address this issue, through the integrated use of cognitive maps and the Decision EXpert (DEX) technique. Grounded on a constructivist logic, the study brought together a panel of experts with experience and knowledge in the residential rental market, in order to identify and articulate the criteria to be taken into account in the classification and selection of tenants. The results achieved show that the integration of these two methodologies (i.e. cognitive maps and DEX) can help increase our understanding of the decision problem at hand, and lead to more informed and potentially better tenant choices. Advantages and limitations of the framework are also discussed

A metacognitive decision making based-framework for bank customer loyalty measurement and management

Bank customer loyalty is becoming a priority concern for banking institutions, as a means of gradually increasing complementary margins and eliminating the lack of liquidity caused by the current economic climate. Following a top down process, this focus culminates at the branch level, where banks’ front office employees are seen as a driving-force for building customer loyalty. At the same time, however, the difficulty in identifying and operationalizing the factors or determinants that most contribute to creating and maintaining bank customer loyalty has long been recognized. In this sense, based on the integrated use of cognitive maps and measuring attractiveness by a categorical based evaluation technique (MACBETH), this study proposes a multiple criteria framework for bank customer loyalty measurement and management. The results show that our framework allows bank customers with higher rates of customer loyalty to be identified and, from a benchmarking perspective, indicates what best practices should be followed to boost long-term relationships. Implications for scholars and practitioners are discussed

A prioritisation index for blight intervention strategies in residential real estate

The existence of abandoned or poorly maintained properties, often with overgrowth, litter, and abandoned junk - or neighbourhood blight as it is sometimes referred to - is a complex and wide-ranging real estate problem. Its detrimental impact on neighbourhood property values, safety and reputation requires an elucidation of where its causes lie, which in turn requires that areas of intervention first be identified. The need is for multidimensional solutions which take into account different stakeholders\u27 interests and perceptions. To address this need, this paper integrates cognitive mapping and multiple criteria decision analysis (MCDA) and, based on the discussion of real world cases with a panel of urban planning experts from the Lisbon municipality in Portugal, constructs a blight intervention prioritisation index. The resulting framework was validated by the participating panel members and a representative of the city council, and is aimed at facilitating strategies for intervention and elimination of residential neighbourhood blight

An idiosyncratic decision support system for credit risk analysis of small and medium-sized enterprises

Small and medium-sized enterprises (SMEs) are currently considered an important driving force of economic growth. Several studies have been developed to analyse this issue and, in particular, to assess the credit risk of SMEs. Most of these applications, however, share the same methodological limitations, such as the manner by which criteria are selected, or the methods used for calculating the weights between them. Based on the integrated use of cognitive mapping techniques and the Interactive Multiple Criteria Decision Making (TODIM) approach, this study aims to create an idiosyncratic decision support system for the identification of multiple criteria and the calculation of their respective weights (i.e. the trade-offs) in the evaluation of SME credit risk. The results show that the model created in this study allows for simple and straightforward credit concession decisions, facilitating the evaluation of SME credit applications through more informed and transparent risk assessments. Practical implications, strengths and weaknesses of the proposed framework are analysed and discussed. First published online: 02 Nov 201