An examination of the effects of self-regulatory focus on the perception of the media richness: the case of email

Communication is a key element in organizations’ business success. The media richness theory and the channel expansion theory are two of the most influential theories regarding the selection and use of communication media in organizations; however, literature has focused little on the effects of self-regulation by managers and employees in these theories. To analyze these topics, this study develops an empirical investigation by gathering data from 600 managers and employees using a questionnaire. The results suggest that the perception of media richness is positively affected when the individual shows a promotion focus or strategy.Peer ReviewedPostprint (author’s final draft

Friends with Benefits: Social Coupons as a Strategy to Enhance Customers’ Social Empowerment

Businesses often seek to leverage customers’ social networks to acquire new customers and stimulate word-of-mouth recommendations. While customers make brand recommendations for various reasons (e.g., incentives, reputation enhancement), they are also motivated by a desire for social empowerment—to feel an impact on others. In several multi-method studies, we show that facilitating sharing of social coupons (i.e., coupon sets that include one for self-use and one to be shared) is a unique marketing strategy that facilitates social empowerment. Firms benefit from social coupons because customers who share spend more and report greater purchase intentions than those who do not. Furthermore, we demonstrate that social coupons are most effective when the sharer’s brand relationship is new versus established. For customers with an established relationship, sharing with a receiver who also has an established relationship maximizes potential impact. Together, these studies connect social empowerment to relationship marketing and provide guidance to managers targeting social coupons

Seeing eye to eye: social augmented reality and shared decision making in the marketplace

Firms increasingly seek to improve the online shopping experience by enabling customers to exchange product recommendations through social augmented reality (AR). We utilize socially situated cognition theory and conduct a series of five studies to explore how social AR supports shared decision making in recommender–decision maker dyads. We demonstrate that optimal configurations of social AR, that is, a static (vs. dynamic) point-of-view sharing format matched with an image-enhanced (vs. text-only) communicative act, increase recommenders’ comfort with providing advice and decision makers’ likelihood of using the advice in their choice. For both, these effects are due to a sense of social empowerment, which also stimulates recommenders’ desire for a product and positive behavioral intentions. However, recommenders’ communication motives impose boundary conditions. When recommenders have strong impression management concerns, this weakens the effect of social empowerment on recommendation comfort. Furthermore, the stronger a recommender’s persuasion goal, the less likely the decision maker is to use the recommendation in their choice

Empowering patient-physician interactions: impact on patient trust

Several trends in the healthcare industry are bringing patient empowerment to the forefront, however, at the same time cost cutting and managed health care policies are also eroding patient trust. While patients differ in their desire to actively participate in and take on responsibility for medical-decision making, some health care conditions such as chronic illnesses (e.g., diabetes) require a significant amount of self-management and thus call for a collaborative patient-physician relationship. This study examines whether empowering patient-physician consultations measured through three patient empowerment dimensions (patient control, patient participation, physician support) enhance patients trust in their physician. The results of a comprehensive survey of patients with chronic illness conditions support that all three patient empowerment dimensions have a positive impact on patient trust

Connectionism and self: James, Mead, and the stream of enculturated consciousness

William James conceptualized I, the self as subject as a stream of consciousness. When this conception is augmented with George Herbert Mead's view of self as a radically socialized and enculturated process, a result is the James-Mead model of dynamic self as a stream of enculturated consciousness. In this paper, we argue that connectionism is best suited to theorize this challenging notion. Based on the view that a connectionist model should describe psychological processes that carry out psychological functions grounded in a biological living system, we propose the I-SELF (Imitative and Sequence Learning Functional) model, which is designed to capture the temporal dynamics of a stream of consciousness whose content can be acquired via symbolically mediated social interaction with others in society. We identify four implications of the James-Mead model of dynamic self (embodiment, narrative and self, individual and collective self, and culture and self), and report computer simulations to show the utility of I-SELF in conceptualizing the dynamic self-processes in the contemporary social psychological literature. Theoretical and metatheoretical implications of the connectionist approach to self are discussed