Let Us Eat and Drink, for Tomorrow We Shall Die: Effects of Morality Salience and Self-Esteem on Self-Regulation in Consumer Choice,”

We examine how making mortality salient affects consumer choices. We develop a new theoretical framework predicting when consumer behaviors will be more (less) indulgent when mortality is salient, arguing that individuals focus more of their limited self-regulatory resources on domains that are important sources of self-esteem and less on domains that are not important sources. In two domains, food choice and charitable donations/socially conscious consumer behaviors, high mortality salience led to less indulgent choices among participants for whom that domain was an important source of esteem and more indulgent choices for participants for whom the domain was not an important esteem source

Evolving Health Guidelines: How Do Consumers Fare While Science Marches On?

The press is replete with guidelines regarding preventive behaviors, such as exercise, vitamins, or food choices. Such guidelines may have unintended negative effects on consumers if later reversed. We report a study examining the effect of evolving health guidelines on consumers' initial response and critical "spillover" outcomes-consumers' faith in health guidelines in general and consumers' intention to perform related health behaviors not part of the guideline. We find that a guideline change from taking an action to inaction increases negative spillovers, consistent with omission bias and betrayal aversion. A follow-up experiment with policy implications for mitigating this undesired backlash will also be reported. [to cite]: Christine Moorman, Mary Frances Luce, and James R. Bettman (2008) SESSION OVERVIEW From news reports on the radio, television, internet, and magazines to focused health campaigns targeting susceptible groups, consumers are bombarded with health messages produced by ongoing medical studies, government agencies, for-profit health and insurance firms, and community and public health non-profits. A Google search of "health" produced 939,000,000 hits, "nutrition" produced 148,000,000 hits, and the specific phrases "health news" (6,140,000) and "health communications (651,000) produced a sizable number of hits. These numbers suggest that health messages are a fundamental part of the mosaic of communications consumers encounter every day and constitute a key component of campaigns designed to reduce morbidity and mortality. These numbers and other indicators also point to trends involving increased consumer responsibility for their own care and shifts in medical culture from paternalism towards informed consent. Despite these positive forces, most health communications produce low compliance and rather dismal results. Most health communications are undertaken to alter consumer action. Conventional wisdom is that if health communications are sufficiently informative and persuasive (increasing knowledge, efficacy, or motivation), then appropriate action will follow. This session's papers challenge this wisdom. The first two papers sharpen our understanding of how to use health communication to alter consumer action; the second two papers point to important downstream problems occurring after consumers are motivated to act. Anand Keller and Lehmann report a meta-analysis of 85 health communications studies. They find that message factors, not individual differences or context, dominate explanations of effectiveness. They also show important differences in effects on attitudes toward health behaviors and intentions to change behaviors that may critically influence whether we judge a campaign to be successful or not. Their research underscores the importance of conceptualizing and measuring consumer action (rather than simply consumer attitudes) as a key health communication goal. The second paper, by Anand Keller, extends this theme of the focal nature of consumer action by using mental simulation of healthpromoting actions as a focus of intervention. She challenges the current idea that hope and confidence produce more preventive health behaviors and suggests that increasing consumer anxiety is more effective by producing higher need for action taken to regain control. The third and fourth papers illustrate complementary difficulties in using health communication to alter action. Moorman, Luce, and Bettman argue that consumers may not always benefit from the evolving nature of health guidelines. As medical science sheds more light on the effect of healthy choices or treatment options, communications that initially advocate positive actions (e.g., take a vitamin supplement) but later reverse these suggestions may ultimately degrade consumers' view of health guidelines and decrease their likelihood of performing related health behaviors. Tanner shows that teens may provide inaccurate reports of actions related to risky behaviors when participating in the evaluation of community-based health programs. Inaccuracy is particularly problematic when teens are made aware of desirable health behaviors, when they believe their anonymity may not be protected, or when minimizing, not exaggerating, certain behaviors. Looking across papers, we see several emerging questions regarding the promise and pitfalls of using health communications to alter health behavior: (1) Do health communications work in the short and long-term? Unsurprisingly, numerous studies have assessed the impact of different communication strategies (e.g. level of fear arousal or framing) on subjects' attitudes toward and intentions with respect to various health behaviors. However, the large number of studies and the variability of the findings suggest a quantitative synthesis of this area would be beneficial. The purpose of this paper, therefore, is to assess the current state of knowledge in the field via metaanalysis. In particular, we wanted to identify the context, message and individual factors that increased attitudes and intentions to comply with the recommended health behaviors. For that purpose, we conducted a meta-analysis on data reported in 85 published and unpublished articles in the consumer research, psychology, health, and communications literatures

Influence of country and city images on students’ perception of host universities and their satisfaction with the assigned destination for their exchange programmes

ABSTRACT: This research focuses on the effect that country image, city image and university image has on students’ a priori satisfaction with the assigned destination for their international exchange programme (Bachelor and Master). In particular, this study establishes six hypotheses related to the causal relationships among the different typologies of image and their effects on students’ satisfaction with the assigned destination to study at least one semester in a host university. In order to contrast these hypotheses, a quantitative research was carried out in the Spanish city of Santander (Spain), by obtaining a sample of 245 international students who participated in an exchange programme at the University of Cantabria. The research findings are: (1) students’ satisfaction with the assigned destination is positively influenced by the university image; (2) the university image is positively influenced by the city image; and (3) the city image is positively influenced by the country image

Empirical Legal Studies Before 1940: A Bibliographic Essay

The modern empirical legal studies movement has well-known antecedents in the law and society and law and economics traditions of the latter half of the 20th century. Less well known is the body of empirical research on legal phenomena from the period prior to World War II. This paper is an extensive bibliographic essay that surveys the English language empirical legal research from approximately 1940 and earlier. The essay is arranged around the themes in the research: criminal justice, civil justice (general studies of civil litigation, auto accident litigation and compensation, divorce, small claims, jurisdiction and procedure, civil juries), debt and bankruptcy, banking, appellate courts, legal needs, legal profession (including legal education), and judicial staffing and selection. Accompanying the essay is an extensive bibliography of research articles, books, and reports

CEO succession and the CEO’s commitment to the status quo

Chief executive officer (CEO) commitment to the status quo (CSQ) is expected to play an important role in any firm’s strategic adaptation. CSQ is used often as an explanation for strategic change occurring after CEO succession: new CEOs are expected to reveal a lower CSQ than established CEOs. Although widely accepted in the literature, this relationship remains imputed but unobserved. We address this research gap and analyze whether new CEOs reveal lower CSQ than established CEOs. By analyzing the letters to the shareholders of German HDAX firms, we find empirical support for our hypothesis of a lower CSQ of newly appointed CEOs compared to established CEOs. However, our detailed analyses provide a differentiated picture. We find support for a lower CSQ of successors after a forced CEO turnover compared to successors after a voluntary turnover, which indicates an influence of the mandate for change on the CEO’s CSQ. However, against the widespread assumption, we do not find support for a lower CSQ of outside successors compared to inside successors, which calls for deeper analyses of the insiderness of new CEOs. Further, our supplementary analyses propose a revised tenure effect: the widely assumed relationship of an increase in CSQ when CEO tenure increases might be driven mainly by the event of CEO succession and may not universally and continuously increase over time, pointing to a “window of opportunity” to initiate strategic change shortly after the succession event. By analyzing the relationship between CEO succession and CEO CSQ, our results contribute to the CSQ literature and provide fruitful impulses for the CEO succession literature

A Graph Theory Approach to Comparing Consumer Information Processing Models

This study argues the need for, and then develops, some graph theoretic approaches for comparing complex information processing models of individual decisions. Two similarity coefficients are proposed, and a coefficient based on path and reachability structure is shown to be preferable. Some properties of this coefficient are outlined, as well as a computational method. The coefficient is applied to actual information processing models of consumer choice and stock selection. The results of this application are interpreted for insights into process structure, stability of decision processes over time, and possibilities of developing process-oriented typologies. Finally, problems and prospects for this type of approach are assessed.