In this article, we examine the role of several consumers’ cognitive and psychographic traits in their perceptions of retailers’ deceptive practices and the different effects on perceived deception associated with online vis-à-vis in-store shopping. Building on theoretical models of persuasion in consumer behavior, we hypothesize that the antecedents of perceived deception in traditional settings are the same as those on the Internet, while the intensity of the impact of these antecedents differs between the online and the offline environment. Results (...) suggest that the effects of individual’s cognitive traits and risk aversion on perceived deception are more relevant when consumers shop online than when they purchase from traditional stores. Conversely, psychographic traits play a more important role in explaining perceived deception in the traditional shopping context as compared to the online channel. Several theoretical and managerial implications are derived from these findings. (shrink)

This study applied psychographic segmentation theory to explore the psychological type profile of 1082 visitors to four cathedrals (three in England and one in Wales) and to set this profile alongside the published national normative data. Data provided by the Francis Psychological Type Scales demonstrated that among cathedral visitors there were more introverts (60%), sensing types (72%) and judging types (80%), with a balance between thinking types (49%) and feeling types (51%). Comparisons with the population norms demonstrated that extraverts (...) and perceiving types were significantly underrepresented among visitors to these four cathedrals. The implications of these findings are discussed for enhancing the visitor experience of those currently visiting and for attracting those psychological types currently less likely to visit. CONTRIBUTION: Situated within the science of cathedral studies, this article demonstrates (by means of applying psychographic segmentation theory and gathering data from four cathedrals) that extraverts and perceiving types were significantly under-represented among cathedral visitors. These data are important for understanding limitations on the reach of cathedrals within the wider community. (shrink)

This paper focuses on segmenting digital movie and TV series pirates and on investigating the effectiveness of piracy-combatting measures i.e., legal and educational strategies, in light of these segments. To address these research objectives, two online studies were conducted. First, 1277 valid responses were gathered with an online survey. Four pirate segments were found based on differing combinations of attitude toward piracy, ethical evaluation of piracy and feelings of guilt. The anti-pirate, conflicted pirate, cavalier pirate, and die-hard pirate can be (...) placed on a continuum of increasing pirating frequency, subjective norm, pirating self-efficacy, habit, and decreasing in perceived harm, respectively. The segments also differ in deontological and teleological orientations. Second, in an experimental mixed design, we find that the educational strategy is more effective than the legal strategy in lowering pirating intentions for the conflicted and cavalier pirate. However, both strategies fail at lowering intentions of the die-hard pirate, although perceived harm and perceived impunity were significantly influenced. These findings offer a more profound understanding of pirate segments and how they react differently to piracy-combatting measures. As a result, better strategies can be developed to control digital piracy. (shrink)

Previous research employing Jungian psychological type theory has both demonstrated that Church of England inherited congregations have problems engaging thinking types and suggested that fresh expressions of church have failed to address that problem. Three previous studies, however, have reported higher proportions of thinking types attending cathedral carol services. The present study was designed to check that finding on a larger sample. The Francis Psychological Type Scales were completed by 941 participants at the afternoon Carol Services held in Liverpool Cathedral (...) on Christmas Eve 2019, and the data compared with the profile of 3304 participants within 140 inherited congregations. The present study also found a higher proportion of thinking types among the participants at these carol services. These findings suggest that cathedral carol services may be functioning as fresh expressions of church in a significant way. Further research is needed to explore whether other cathedral services may function in similar ways.CONTRIBUTION: Situated within the science of congregation studies, rooted in psychological type theory and drawing on data from 941 participants at the afternoon Carol Services held in Liverpool Cathedral on Christmas Eve 2019, this study confirms that cathedral carol services at Christmas are more successful than either inherited church or fresh expressions of church in reaching thinking types. (shrink)

A major challenge in global sales research is helping managers understand sales ethics across countries. Addressing this challenge, our research investigates whether a few demographic variables and psychographic variables reduce unethical sales behaviors (USBs) in Canada, Mexico, and the USA. Further, using literatures associated with business ethics, national culture, and customer orientation advocacy, we hypothesize why sales managers should expect similarities and differences in USBs between countries. We tested hypotheses using a sales contest scenario and six USBs, examining survey (...) responses from 948 business-to-business salespeople of a multinational company’s sales force in Canada, Mexico, and the USA. The results reveal that several psychographic variables (such as commitment, relationship to sales manager, and achievement need) affect salespeople’s tendency to engage in USBs differently in each country. In addition, business ethics, individualism, and customer orientation advocacy associated with each country can be used to anticipate similarities and differences in USBs between countries. This research offers important theoretical contributions and implications for more effectively managing sales forces and reducing USBs across countries. (shrink)

Donating money to a charity based on consumer purchase is referred to as cause-related marketing . In this research, we profile consumer psychographics for skepticism toward advertising in a CRM context. To be specific, this study investigates whether and how psychological antecedents and gender differences influence consumer skepticism toward advertising. An empirical study was conducted with 291 participants. Structural equation modeling was employed for hypothesis testing. The results suggest that a utilitarian orientation and an individualistic mindset are positively related to (...) skepticism toward advertising, while a hedonic orientation and a collectivistic mindset are negatively related to skepticism toward advertising. Gender differences are also found in the aforementioned relationships. The segmentational approach of gender and psychographics can assist marketers to explain consumer attitudes toward CRM and then to communicate with those CRM advocates better. (shrink)

Although webrooming has become common practice in omnichannel consumer behavior, only a few empirical studies have managed to shed light on the phenomenon. With this research work, we aim to investigate important antecedents of webrooming. We base our conceptual framework on anticipated utility theory and expect that customers’ anticipated utility from using the physical store versus the online store for purchase can be predicted by four groups of antecedents: psychographic variables, shopping motivations, channel-related variables, and product-related variables. With the (...) help of a data set from a large cross-national online survey in which 1497 customers reconstruct their last purchase journey, we differentiate webroomers from pure online shoppers. In addition, we disentangle customers who used retailer-owned, competitor-owned, and independent touchpoints along the search and purchase phase of the customer journey in order to characterize webroomers in an omnichannel context and assess their prevalence in different countries and industries. Our insights on the characteristics and antecedents of webrooming help retailers to detect and better understand the psychology behind the webrooming phenomenon from a consumer perspective in an omnichannel retailing environment. In addition, results from our exploratory analysis on the positive association between webrooming and customer spending contribute to research and practice by providing first evidence on the economic value of webrooming. (shrink)

Green consumers are those who seek to fulfill economic responsibility with their choices of environment-friendly products. Previous research found that it is not easy to identify green consumers by using traditional demographic or psychographic measurements due to the instability of moral attitude and actual behavior. The frontal theta brain waves of 19 right-handed respondents were recorded and analyzed in a choice task between an environment-friendly (green) product and a conventional product. Product information, which was provided to the respondents, included (...) written descriptions as well as the price of each product without visual depiction. Based on the respondents’ choice, they were classified into two groups: green (GR) consumers who chose an environment-friendly product option and non-green (Non-GR) consumers who chose the option of a conventional product. While processing the green product message, we discovered that frontal theta activations were significantly higher among GR consumers than Non-GR consumers. On the contrary, the frontal theta waves of GR consumers were not differentiated from Non-GR consumers while processing the price information. Therefore, theta activations in the frontal area may potentially be a unique neural indicator of GR consumers’ cognitive engagement with environment-friendly product messages. (shrink)

The Cambridge Analytica–Facebook scandal led to widespread concern over the methods deployed by Cambridge Analytica to target voters through psychographic profiling algorithms, built upon Facebook user data. The scandal ultimately led to a record-breaking $5 billion penalty imposed upon Facebook by the Federal Trade Commission in July 2019. The FTC action, however, has been criticized as failing to adequately address the privacy and other harms emanating from Facebook’s release of approximately 87 million Facebook users’ data, which was exploited without (...) user authorization. This Essay summarizes the FTC’s response to the Cambridge Analytica–Facebook scandal. It concludes that the scandal focuses attention on the need to explore the potential for embedding due process-type inquiries and protections within the enforcement actions by regulatory agencies such as the FTC. These protections are increasingly important in addressing the problem of “black boxing the voter” that is now presented by data- and algorithmic-driven companies such as Cambridge Analytica and Facebook. (shrink)

A growing number of philosophers are concerned with the epistemic status of culturally nurtured beliefs, beliefs found especially in domains of morals, politics, philosophy, and religion. Plausibly, worries about the deep impact of cultural contingencies on beliefs in these domains of controversial views is a question about well-foundedness: Does it defeat well-foundedness if the agent is rationally convinced that she would take her own reasons for belief as insufficiently well-founded, or would take her own belief as biased, had she been (...) nurtured in a different psychographic community? This chapter will examine the proper scope and force of this epistemic location problem. It sketches an account of well and ill-founded nurtured belief based upon the many markers of doxastic strategies exhibiting low to high degrees of inductive risk: the moral and epistemic risk of ‘getting it wrong’ in an inductive context of inquiry. (shrink)

The social banking market constitutes a small but rapidly growing submarket of the global banking sector. Due to an explicit commitment to sustainability, social banking is a segment of banking services which is not exclusively focused on economic performance criteria, but pursues ecological and social goal dimensions on an equal footing. Information on the number and reachability of potential social banking customers is essential for social banks to further promote sustainable consumption in finance. In scientific research, social banking is considered (...) a relatively new field, still lacking empirical analyses regarding the market size and specific consumer behaviour. This study addresses the research gap by generating first insights into the German social banking market. Based on an online survey using an adaptive conjoint analysis, a large data set covering 3537 respondents was compiled. Sample 1 comprises 2896 respondents who are customers of three major social banks in Germany. Sample 2 covers the remaining 641 respondents who represent the German adult population and exclusively buy from conventional banks. Logistic regression modelling reveals that social banking customers differ significantly from their conventional counterparts regarding several socio-demographic, behavioural and psychographic factors. In comparison with conventional banking customers, social banking customers tend to be younger, higher educated and located in larger places of residence. Contrary to existing research on socially responsible investors, they are male to a higher proportion than female. Moreover, social banking customers demonstrate stronger sustainable buying patterns and weaker preferences for financial, but stronger preferences for social return than conventional banking customers. The results further indicate a considerable untapped growth potential for social banks by uncovering a market size ranging between 10 and 26% of the German adult population. Finally, suggestions for marketing strategies and future research are given. (shrink)

Evidentialism as Earl Conee and Richard Feldman present it is a philosophy with distinct aspects or sides: Evidentialism as a conceptual analysis of epistemic justification, and as a prescriptive ethics of belief. I argue that Conee and Feldman's ethics of belief has 'weak roots and sour fruits.' It has "weak roots" because it is premised on their account of epistemic justification qua synchronic rationality, and this is neither necessary nor sufficient for knowledge. Also, Conee and Feldman's thesis O2 (An agent (...) ought to always have just exactly that attitude towards a proposition supported by his / her evidence at that particular moment) is not support by in their “Ethics of Belief” article by V3 (Being synchronically rational at every moment is uniformly what it is to constitute epistemic success and to maximize epistemic value). That austere ethics of belief has "sour fruits" because the austere evidentialist ethic of belief is unable to support reasonable disagreement, and conflates psychographic contrareity epistemic fault or irrationality. The "hard line" and universal agnostic suspension it takes as the only rational stances of disagreement are really caricatures of different extreme responses to contrareity found among dogmatists and skeptics, respectively. I contrast this with John Rawls' understanding of "reasonable pluralism" and of the many sources of faultless disagreement over what Rawls termed comprehensive conceptions of the good. (shrink)

An evaluation was made of theassociations between self-reported healthconscious consumerism, body-mass index (BMI),and consumer beliefs, attitudes, intentions,and behaviors regarding sustainably producedfoods. Self-administered surveys were completedby adult consumers (n = 550) in threemetropolitan Minnesota grocery stores. Selecteddemographic and psychographic differencesbetween health conscious consumers andnon-health conscious consumers were evaluated.Compared to non-health conscious consumers,health conscious consumers were more likely tobe female, older, more educated, higher incomeearners, more active, healthier, and possess ahealthier body mass index. They also held moresupportive beliefs, attitudes, and intentionswith (...) regard to sustainably produced foods. Inconclusion, some consumers are interested insupporting sustainable production practices andtheir support may be linked to improvedpersonal, environmental, and communityhealth. (shrink)

As we have seen in the transition form Part I to Part II of this book, the inductive riskiness of doxastic methods applied in testimonial uptake or prescribed as exemplary of religious faith, helpfully operationalizes the broader social scientific, philosophical, moral, and theological interest that people may have with problems of religious luck. Accordingly, we will now speak less about luck, but more about the manner in which highly risky cognitive strategies are correlated with psychological studies of bias studies and (...) human cognitive ecology. Chapter Four is concerned with connections between psychological study of biases and heuristics, and the comparative study of fundamentalism. The first section looks at work by psychologists and philosophers on our bias blind spot. Later sections ask, ‘In what ways might biases and heuristics play a special role in aiding our understanding of, and response to, fundamentalist orientation?’. The judgments we make in ignorance of our own biases Montaigne calls our importunate presumptions, and he suggests a host of practical factors that make them appealing. Montaigne, as I discuss in the first section, associates many of our errors with one or another kind of presumption, often about our similarity or differences from others, or from God. Our obvious psychographic diversity, and the polemical ground dynamics involved in our ‘culture wars’ are compounded on the agential side by the invisibility of our biases to ourselves. A number of person and social biases are described that plausibly affect all of our beliefs in domains of controversial views, religious views included. The second section continues to study of how etiological symmetry (similar patterns of belief-uptake) gives rise to religious contrariety (diverse narratives and theologies) in testimonial faith traditions, and what the implications of this are for philosophy of religion, generally, and for an improved comparative study of fundamentalism, in particular. Utilizing the work of philosophers such as Rachel Fraser and psychologists such as Emily Pronin and her co-authors, I offer a four-step genealogical account for how etiological symmetry so easily gives rise to religious contrariety. This account begins with the narrative nature of testimony in the Abrahamic family of religions, and how narrative content confounds our “source monitoring.” My genealogy also introduces what I term biased-closure inferences (BCI) as one of the key enablers of religious exclusivism and absolutism. These are the seemingly ‘logical’ but actually very self-serving inferences people often make, inferences from their own belief being true, to any belief contrary to it being false. Those who claim unique truth, epistemic access, and/or virtue and religious value for the home religion are no exception to the broad pertinence of bias studies across domains of controversial view. The proximate causes of belief are all that we can study, and in these there may be significant etiological symmetries. Yet those groups themselves, especially to the extent that they are exclusivist, are tunnel-visioned on claims of doctrinal uniqueness: on content differences of a theological sort. Comparative philosophy is met with the puzzlement that symmetric or essentially similar doxastic strategies should give rise not just to cognitive diversity, but to what we can call polarized or polemical contrariety, contrariety of a kind where each view adamantly rejects all others. Arguably, the more that theologies offer explanations of a counter-inductive sort, or profess counter-inductive thinking as exemplary of faith, the better evidential ground there for inferring that bias involved in the acquisition or maintenance of beliefs. This provides more substance to the question of when censure, and etiological challenges to faith-based beliefs are philosophically well-motivated. (shrink)

This conceptual article applies the customer value (CV) concept in the context of green marketing aiming to provide insights on the factors that motivate and/or hinder the development of consumer–green brand relationships. The article draws upon existing literature on the streams of CV, relationship marketing and environmental behaviour and synthesises relevant findings to propose an integrated conceptual framework entailing all identified types of value and cost, psychographic characteristics, as well as dimensions of relationship quality (RQ) and loyalty. Furthermore, it (...) addresses existing questions on the links among constructs and proposes several relationships that may lead to a better understanding of consumer behaviour towards green brands. Through the here-proposed conceptual model, the article initiates the process of empirically examining the consumer adoption of and relationship development with green brands. The CV framework adopted here may provide practitioners with knowledge on the value and sacrifice factors, as well as the dimensions of RQ that are the most important in targeting green consumers and designing relationship marketing strategies. The article also fulfils an identified gap in the literature, as it is the first that brings together and applies research findings from CV and relationship marketing fields in the green marketing context and proposes an integrated approach to understanding consumer–green brands relationships. (shrink)

_Beyond Good and Evil_ is Nietzsche's first sustained philosophical treatment of issues important to him. Unlike the expository prose of the essayistic period, the stylized forays and jabs of the aphoristic period, and the lyrical-philosophical rhetoric of the Zarathustra-period, _Beyond Good and Evil_ inscribes itself boldly into the history of philosophy, challenging ancient and modern notions of philosophy's achievements and insisting on a new task for "new philosophers." This is a watershed book for Nietzsche and for philosophy in the modern (...) era. _On the Genealogy of Morality_ applies Nietzsche's celebrated genealogical method, honed in the earlier aphoristic writings, to the problem of morality's influence on the human species. In three treatises that strikingly anticipate insights appearing much later in Freud's _Civilization and Its Discontents_, Nietzsche provides an anthropological psychograph of our species, revealing the origins of the concepts of good and evil, the roles played by guilt and bad conscience, and the persistence of ascetic ideals. Manifesting a hopeful yet unsentimental assessment of the human condition, these books resonated throughout the 20th century and continue to exert broad appeal. (shrink)